Account Executive, Firms

Job Description – Account Executive, Firms   Division / Department: Firms/Sales  Reports to (position): AEC Sales Lead  Level / Grade: Individual Contributor  Location: Remote  Employment Type: Full Time, Exempt  Work Conditions: Office Environment/Remote  Travel:10%  Telecommute: Yes  Years of Experience: 4 + years of relevant experience required  Minimum Education: Bachelor’s degree preferred     Position Summary:  The Account Executive, Firms is responsible for driving revenue growth within Amber Book by managing an existing portfolio of strategic education clients and developing new relationships within architecture and building firms. This role focuses on expanding firm adoption of Amber Book through targeted outreach, relationship management, and strategic marketing initiatives. The Account Executive must develop strong industry knowledge within the architecture and building firm channels and demonstrate excellence in building and sustaining client relationships. Success in this role requires the ability to manage strategic sales and marketing efforts across the client base to achieve revenue and business growth objectives.    Essential Functions / Job Responsibilities:  Achieve firm quota and assigned strategic objectives; represent the entire range of company products and services to increase sales revenue and market share. Substantial prospecting for new opportunities both within the existing client base and prospective targets is essential. This includes identifying target potential through its size, product needs, and buying cycles.  Develop and implement strategic account proposals and presentations that creatively and accurately articulate the Amber Book product Work with leadership to map, build and implement sales and marketing processes that can be effectively managed and sustained to support the full network of agents and brokers within the organization.    Exhibit, attend and present at events/meetings held and managed AIA Chapters, association, Building Materials partners in support of established sales and marketing strategies and to build awareness and engagement Amber Book.  Engage in marketing initiatives to maximize exposure and access to Amber Book. Attend industry events, identify strategic advertising and partnership opportunities, and maintain effective access to collateral through the defined network of clients.  Develop a working knowledge of competitive products, programs, and pricing structures; analyze sales and industry trends and make appropriate recommendations to internal stakeholders to ensure long-range planning needs are met and relationships are established.    Minimum Requirements:  Proven experience in creating (prospecting, selling, closing, managing) strategic client relationship.  Experience in working with key decision makers and industry influencers resulting in successful channel penetration and increased market share.  Experience developing and implementing sales and service processes and supporting metrics through sales data collection and analysis  Proven effectiveness of establishing and maintaining strong relationships resulting in collaborative strategies to drive growth  Experience in, and working knowledge of, Architect industry needs and trends that support aspiring architects   Skills Required:  Ability to influence and persuade others to achieve desired outcomes  Strong analytic, problem solving, and negotiation skills  Excellent oral and written communication and presentation skills  Excellent organizational, planning, and prioritization skills  Excellent interpersonal and relationship-building skills. Feels at home visiting clients on a daily basis  Ability to work with minimal supervision and excellent attention to detai   Technical Skills Required:  Proficiency in MS Office Suite of products (MS Word, Excel, PowerPoint)  Google platform (Google Docs, Google Mail, Google Calendar, Google Hangout, Google Analytics)  Experience with Salesforce or similar CRM Software  Supervisory Responsibility:  This position will does not have supervisory responsibilities   Physical Requirements:  The physical demands of this position are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.   Internal and external interaction:  This position interacts with peers both in and out of the department and their immediate manager on a regular basis. They may interact with customers and vendors directly in escalation or support situations in a large geographical area. They may interact with managers in other departments