Sr. Account Executive

Prosci Inc.; São Paulo; Híbrido; BRL 900 000 - 1 300 000; Tempo integral

Resumo da oferta

Prosci Inc. is seeking an Account Executive to drive growth with large enterprise clients in Brazil. You will manage new and existing strategic accounts, design change management success plans, and lead a consultative sales process to secure multi-service contracts.

You will engage with C-level executives, build relationships, and collaborate across teams to deliver client-focused change capabilities. Strong track record in solution selling and negotiations is essential.

Qualificações

• Bachelor’s degree in a related field.
• Over 10 years of experience acquiring new clients through a consultative sales approach in change management, consulting services, and/or professional services sales.
• Experience interacting with senior executives across various industries.
• Experience using CRM technologies (Salesforce), Microsoft 365, and virtual meeting platforms; leading global teams and managing P&L is preferred.
• Intermediate to advanced English; knowledge of an additional language is desirable.

Responsabilidades

• Drive revenue growth by identifying and engaging new clients interested in change management capabilities.
• Develop account growth strategies that position Prosci as a market leader within target accounts.
• Establish relationships with C-level executives and senior decision-makers across industries.
• Collaborate with the account team and internal partners to maintain client engagement, including annual reviews of strategic accounts.
• Represent the organization in marketing and growth activities, including in-person sales meetings, virtual client meetings, trade shows, and events.
• Be accountable for driving key business development metrics, such as closing enterprise deals and meeting client success indicators.
• Manage all aspects of the client acquisition process—from identifying opportunities to proposals, timelines, solutions, negotiations, and closing contracts.

Conhecimentos

Relationship building

Solution selling

Negotiation

Sales leadership

Consultative sales

Engaging executives

Formação académica

Bachelor's degree

Ferramentas

Salesforce

Microsoft 365

Video conferencing tools

Descrição da oferta de emprego

Role Title

Overview

The Account Executive role drives business growth within large enterprises by managing both new and existing strategic accounts, designing change management success plans to help clients build organizational capabilities. This position offers the opportunity to engage with C-level executives and senior leaders of Fortune 500 companies, managing complex organizational change initiatives and leading a consultative sales process to secure multi-service contracts.

The Account Executive must be proactive, with a proven track record in relationship building, selling business consulting solutions, and successfully managing complex sales cycles involving multiple stakeholders.

Drive revenue growth by identifying and engaging new clients interested in developing organizational change capabilities or applying change management to key business initiatives.

Develop account growth strategies that position the Prosci brand as a market leader within target accounts.

Establish relationships with C-level executives and senior decision-makers across various industries.

Collaborate with the account team and internal partners to maintain regular client engagement, including annual reviews of strategic accounts, providing ongoing direction and feedback on change management strategies, and recommending Prosci solutions that enhance client change capability.

Represent the organization in various marketing and growth activities, including in-person sales meetings, virtual client meetings, trade shows, and events.

Be accountable for driving key business development metrics, such as closing enterprise deals, increasing sales of new services, and meeting client success indicators, including service plans and client maturity assessments.

Manage all aspects of the client acquisition process—from identifying new opportunities, assessing and defining client needs, creating compelling proposals, collaborating with the Prosci team to define timelines and solutions, to negotiating and closing contracts.

Success Profile:

Extensive experience in solution selling and negotiation skills. Proven record in selling large-scale professional service contracts (USD $800K to $1M+).

Demonstrated success in meeting or exceeding sales or business development targets.

High interpersonal and emotional intelligence, with the ability to handle complex client situations with diplomacy and tact.

Ability to interact and communicate effectively with individuals at all levels, from senior executives to operational staff, both internally and externally.

Strong collaboration skills and comfort working cross-functionally across departments.

Problem-solving mindset, able to understand complex client challenges and propose.

Qualifications

Bachelor’s degree in a related field.

Over 10 years of experience acquiring new clients through a consultative sales approach, with experience in change management, consulting services, and/or professional services sales.

Over 10 years of experience interacting with senior executives across various industries.

Experience using CRM technologies (Salesforce), Microsoft 365 (Outlook, Excel, PowerPoint, Word), and virtual meeting platforms. Experience leading global teams and managing P&L lines (preferred).

Intermediate to advanced level of English; knowledge of an additional language is desirable.