Our client is seeking an Enterprise Account Executive for their consulting division.
The base salary is $100,000-$125,000 plus commissions.
This individual in this role takes on the responsibility of strategically developing and executing outbound prospecting, campaigning, and closing new business opportunities in regulated industries.
Their primary objective is to identify and engage potential clients, cultivate relationships with senior-level decision-makers and engineering leaders, understand their unique needs, and effectively communicate the value of consulting solutions based on Statements of Work (S.O.W.). Additionally, this role plays a pivotal part in expanding and nurturing newly acquired client accounts for future projects, collaborating closely with the Director of Consulting, and crafting responses to RFI, RFQ, and RFP documents, all while striving to meet sales targets. Strong communication and presentation skills are essential for this multifaceted position, as is the ability to develop and execute successful sales strategies.
- Research and identify potential clients in regulated industries.
- Establish and maintain a robust lead pipeline through market analysis and focused research.
- Initiate and foster relationships with key executive-level decision-makers and engineering leaders in prospective organizations.
- Develop and execute comprehensive outbound campaigns to generate interest and awareness of the consulting services division.
- Craft persuasive messages, emails, and marketing materials to engage potential clients.
- Conduct outreach, including cold calls, to secure initial discovery meetings.
Closing New Business:
- Assess opportunities to ensure they align with target markets and company objectives.
- Conduct in-depth consultations with prospective clients, including senior decision-makers and engineering leadership, to understand their engineering consulting requirements.
- Present tailored solutions and S.O.W.-based proposals, effectively addressing prospect-client concerns and objections.
- Lead contract negotiations and successfully close deals, meeting or exceeding sales targets.
Client Account Growth and Nurturing:
- Maintain ongoing relationships with clients to understand their evolving needs.
- Identify opportunities for additional project work and upselling of services.
- Ensure client satisfaction and foster long-term partnerships.
Creating and Responding to RFI, RFQ, and RFP Documents:
- Develop high-quality responses to RFI, RFQ, and RFP documents to showcase capabilities and solutions.
- Effectively communicate the value proposition and technical expertise to potential clients.
- Create strategic sales plans to meet and exceed sales targets.
- Collaborate with the Director of Sales to align sales strategies with company objectives.
Building the Consulting Division:
- Develop and implement strategies for growing and expanding the consulting division within the organization.
- Work closely with the Director of Consulting to achieve division growth objectives.
- Stay informed about industry trends, competitors, and regulatory changes impacting the target industries.
- Continuously assess market dynamics and gather customer feedback to refine sales strategies.
Reporting and Documentation:
- Maintain accurate records of prospecting activities, sales pipeline, and client interactions using CRM tools.
- Generate regular reports and updates for management, summarizing progress and future opportunities.
- Hold a Bachelor’s degree in Business, Engineering, or a related field.
- Demonstrate proven experience in business development or sales, with a strong background in selling S.O.W.-based consulting projects.
- Possess excellent communication, presentation, and negotiation skills.
- Exhibit the ability to establish and maintain relationships with key executive-level decision-makers and engineering leadership.
- Show experience in creating and responding to RFI, RFQ, and RFP documents.
- Have a strong understanding of regulated industries and their unique challenges.
- Be self-motivated, goal-oriented, and capable of working independently.
- Preferably, be familiar with CRM software and sales analytics tools.
- Display a high level of self-motivation and a strong drive to achieve results.
- Willingness to travel and participate in industry events as required.