Summary
The Account Executive role drives large enterprise growth engagements with new and existing strategic accounts and architects change success plans to help our enterprise clients establish change management capability. The Account Executive engages 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 is a self-starter with a proven track record of building relationships, selling enterprise consulting solutions, and successfully navigating complex sales cycles with multiple stakeholders.
Requirements
Scope & Responsibilities
- Drive revenue growth by identifying and engaging new clients interested in developing organizational change capability and/or interested in applying change management on critical 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.
- Collaborate with account team and internal partners on regular client touchpoints, to include annual 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 from identifying new opportunities, assessing, and scoping needs of the client, creating compelling proposals, collaborating with Prosci team on timing and fit, and successfully negotiating contracts to close.
- Leverage Value-Based Selling techniques to position Prosci solutions and articulate clear business impact.
- Engage effectively with Works Councils in Germany and propose ways these bodies can support the advancement of Change Management within client organizations.
Competencies, Skills & Qualifications
Competencies
- Manages Complexity – makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
- Collaborates – builds partnerships and working collaboratively with others to meet shared objectives.
- Plans & Aligns – plans and prioritises work to meet commitments aligned with organizational goals.
- Drives Results – consistently achieves results, even under tough circumstances.
- Organisational Savvy – manoeuvres comfortably through experimentation when tackling new problems, using both successes and failures as learning fodder.
- Customer Focus – builds strong customer relationships and delivers customer-centric solutions.
- Action Oriented – takes on new opportunities and tough challenges with a sense of urgency, high energy and
- enthusiasm.
- Communicates Effectively – develops and delivers multi-mode communications that convey a clear understanding of the unique need of different audiences.
- Builds Networks – effectively builds formal and informal relationship networks inside and outside the organization.
- Interpersonal Savvy – relates openly and comfortable with diverse groups of people.
Technical/Functional Skills
- Proficiency working within CRM technologies (SalesForce)
- 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 experience collaborating with Works Councils in Germany (Betriebsräte) is strongly preferred.
Additional Preferences
- Accustomed to working towards and meeting pre-agreed objectives and KPI’s around account and client base expansion and development.
- Fluent in German & English, proficiency in further European languages preferred.
- Experience of solutions sales, ideally related to people and organisations.
- Strong solution sales experience and negotiation skills. Must have experience selling multi-year professional service engagements (€200k to 500k). Track record of successful goal/quota attainment in sales or business development responsible role.
- Must have experience selling multi‑year professional service engagements (€200k–€1,000k)
Benefits
Work Location: Fully remote with frequent travel required for client meetings, events, and other business needs. Candidates must be based in Germany and willing to travel regularly, with up to 50% of their time spent traveling domestically and internationally as needed.
Compensation: Will vary based on candidate experience, qualifications and location. Currently includes participation in a discretionary annual bonus scheme, access to LinkedIn Learning and multiple employee-led interest and resource groups.
At Prosci, you’ll find more than a job. Here, you can contribute to meaningful work in the world, co-create your professional experience, and learn and grow. Our global team is rich in experiences and passion for helping our clients create change success.
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, or any other legally protected characteristics. You can learn more about our efforts to build a more inclusive, equitable and diverse organisation: https://www.prosci.com/about/dei.
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