Senior Sales Executive - Germany

 DE | Remote  Permanent  Attractive Salary PackageRef: 401593

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. 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 selfstarter with a proven track record of building relationships, selling enterprise consulting solutions, and successfully navigating complex sales cycles with multiple stakeholders.
 

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 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.
• 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 organisation 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.
 

Attributes, Skills & Educational Requirements :

• Strong solution sales experience and negotiation skills. Must have experience selling multi-year, large ($500K to $1M+) professional service engagements.
• Proven ability to build complex proposals comprising multiple components, e.g. training, advisory, capability building, licensing.
• Track record of successful goal/quota attainment in sales or business development responsible role.
• High level of interpersonal and emotional intelligence, including the ability to handle complex client situations with poise, tact, and diplomacy.
• Ability to interact and communicate with individuals at all levels, from C-level/senior leaders to front line associates, both internally and externally.
• Strong collaboration skills; comfortable partnering with multiple team members and other functional areas for team-based selling
• Experience of building strategic account plans for regional/global accounts, and a proven track record of successful account management.
• Problem solver with the ability to understand complex client challenges and arrive at resultsoriented solutions.
• Proficiency in MS Office, specifically Word, Power Point and Excel are required, as well as experience with CRM systems (Salesforce.com is ideal)

Technical
• Proficiency working within CRM technologies (Salesforce), Microsoft 365 (Outlook, Excel, Teams, PowerPoint, Word, Prosci tools, knowledge of virtual meeting platforms); or managerial (e.g., global team leadership, P&L line leader)

Professional Experience and/or Educational Requirements
• Bachelor’s degree in related field.
• 7-10+ years of experience acquiring new clients using a consultative sales approach with expertise in change management, advisory services and/or professional service sales.
• 7-10+ years of experience engaging with senior-level leaders across multiple industries.
• A track record of successful goal/quota attainment in sales or business development responsible role, in terms of growing existing accounts, and expanding the customer database in the German
region.
• Fluent in German & English
• Experience of solutions sales, ideally related to people and organisations, e.g. consultancy, professional services.
• Excellent professional judgment and a strong commitment to maintaining confidentiality.
• Creative thinker and problem solver, able to arrive at the best solutions for all parties.
 

Additional Role Data :

• Position reports to: VP Europe Growth
• Supervisory Responsibilities: n/a
• Key Stakeholders: EVP Growth, AM, ASC, Advisory
• Work location: Hybrid-Remote
• Travel Requirements: As needed
 

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Marie Ströer

Delivery Consultant



Dusseldorf Office
E: marie.stroeer@nigelwright.com
Tel: +49 211 8823 0428
Mob: +49 151 17 574 344