Account Executive

Overview

Since our founding in 1994, Prosci has been laser-focused on change. By combining our deep understanding of people with a proven methodology rooted in the creation of the ADKAR® model, we’ve helped countless people and organizations thrive. Our solutions empower customers with lasting change resiliency through a unique blend of training, advisory services, and licensing options, including Kaiya, our AI change management coach.

At Prosci, we are a purpose-driven organization full of passionate, curious, and results-oriented people. Working at Prosci means being part of a dynamic team that is dedicated to our purpose of creating a world where change is done right. Join us and be part of a culture that thrives on continuous learning, growth, and making a difference.

The Account Executive role drives mid-sized to large enterprise growth engagements with new and existing strategic accounts and architects change success plans to help our enterprise clients establish change management capability.  In this role you’ll have an opportunity to engage with C-level executives and senior leaders in Fortune 500 organizations to manage complex change management initiatives and lead a consultative sales process to secure multi-service engagements. The Account Executive will be a self-starter with a proven track record of building relationships in order to sell enterprise consulting solutions, Training Solutions, and Licensing by navigating complex sales cycles with multiple stakeholders. 

Check out our website for more about our team and approach: https://www.prosci.com/about.

Key Responsibilities

• Drive revenue growth by identifying and engaging new clients interested in developing organizational change capability and/or interested in applying change management on must-win business initiatives.  
• Develop account growth strategies that position the Prosci brand as a market leader inside target accounts.  
• Establish relationships with C-level executives and senior level decision makers across a variety of Industries.  
• Ability to prospect, identify and engage with key decision-makers within organizations, leveraging deep knowledge of Prosci products to align solutions with client needs and maximize value.
• Participate in an account team and collaborate with internal partners on regular client touchpoints, to include account reviews for our most strategic accounts, provide direction and on-going feedback on change management strategy, and recommend Prosci offerings that will advance client’s change capability.  
• Represent the organization in a variety of marketing and growth activities, including onsite sales meetings, and web meetings with potential clients, tradeshows, and events.  
• Responsible for driving key business development metrics such as deal in our top enterprise engagements, increased sales for new service offerings and strategic customer success measures to including service plans and client maturity assessments.   
• Manage all aspects of Prosci’s client acquisition process including:  
• Identifying new opportunities 

1. Assessing and scoping needs of the client 
2. Creating compelling solutions & proposals 
3. Collaborating with Prosci team on timing and fit 
4. Successfully negotiating contracts to close  
5. Advises internal teams on product and service suggestions based off client feedback   

Requirements

Competencies:

• Drives Results, Action Oriented - Strong solution sales experience and negotiation skills. Track record of successful goal/quota attainment in sales or business development responsible role. 
• Manages Complexity, Interpersonal Savvy - High level of interpersonal and emotional intelligence, including the ability to handle complex client situations with poise, tact, and diplomacy.
• Communicates Effectively - Ability to interact and communicate with individuals at all levels, from C-level/senior leaders to front line associates, both internally and externally.
• Collaborates - Strong collaboration skills; comfortable partnering with multiple team members and other functional areas for team-based selling.
• Plans & Aligns - Problem solver with the ability to understand complex client challenges and arrive at results.
• Customer Focused - Creates and maintains effective partnerships with customers; identifies some ways to build and strengthen these relationships.

Technical Skills

Proficiency working within CRM technologies (Salesforce), LinkedIn and LI Navigator and tools like ZoomInfo/similar B2B customer contact software. Skilled leveraging Microsoft 365 (Outlook, Excel, PowerPoint, Word, Prosci tools, knowledge of virtual meeting platforms); or managerial (e.g., global team leadership, P&L line leader).  

Qualifications:

• Bachelor’s degree in related field. 
• 10+ years of experience acquiring new clients using a consultative sales approach with expertise in change management, advisory services and/or professional service sales. 
• 10+ years of experience engaging with senior-level leaders across multiple industries.
• Demonstrated ability & experience solving complex issues affecting the function and/or organization by applying expertise and ingenuity to innovate and create offerings/solutions 
• Demonstrated ability to prospect, in addition to following up on warm leads.
• Develops solutions for clients that consider future concepts, products or technologies in alignment with long-range goals and objectives.

Preferred Qualifications

• Experience coaching more junior sales team members preferred but not required.

Additional Information

Travel Requirements: This role requires up to 40% travel for client meetings and internal team meetings.

Work Location: Remote or hybrid

Compensation: $100,800 - $126,100 is the projected range of annual base salary for this role depending on the candidate’s overall qualifications and experience. This role is eligible for commissions and is eligible for inclusion in our bonus program.

Benefits: Through our experience and strategic focus on the people side of change, we know that by taking care of our people, we are taking care of our business.In addition to the compensation detailed above, we offer comprehensive wellness benefits, including generous flexible paid time off, holidays and volunteer time, medical, dental, vision, long-term and short-term disability programs, life insurance, pet insurance, 401k with company matching, and access to LinkedIn Learning.  Our “mostly virtual” culture is vibrant with many opportunities to collaborate with colleagues from around the world, get involved in employee-led interest and resource groups, and to meet up with team members at in-person local or market-wide events.

We hope you're interested in making a difference with us. Even if you don't feel that you meet every requirement listed in this job description, we still encourage you to apply. Prosci is an equal opportunity employer that is committed to inclusion and diversity.  Employment opportunities at Prosci are available to all applicants, without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status, or any other legally protected characteristics. You can learn more about our efforts to build a more inclusive, equitable and diverse organization: https://www.prosci.com/about/dei.

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