Account Executive

Prosci; São Paulo; On-site; BRL 400,000 - 600,000; Full time

Job summary

Prosci is looking for a Sr. Account Executive in São Paulo, Brazil, to drive business growth within large enterprises. The candidate will manage new and existing strategic accounts, design change management plans, and engage with C-level executives of Fortune 500 companies.

The role requires extensive solution selling experience, a successful track record in selling large-scale contracts, and exceptional interpersonal skills. The position offers the opportunity to lead a consultative sales process in the changing landscape of organizational change.

Qualifications

• Over 10 years of experience acquiring new clients through a consultative sales approach.
• Experience in change management, consulting services, and/or professional services sales.
• Intermediate to advanced level of English; knowledge of an additional language is desirable.

Responsibilities

• Drive revenue growth by identifying and engaging new clients.
• Develop account growth strategies to position Prosci as a leader.
• Establish relationships with C-level executives across industries.
• Collaborate with internal partners for client engagement.
• Manage client acquisition process and close contracts.

Skills

Solution selling

Negotiation skills

Interpersonal intelligence

Communication

Collaboration

Problem-solving

Education

Bachelor's degree in a related field

Tools

Salesforce

Microsoft 365

Job description

Overview

The Sr. Account Executive drives business growth within large enterprises by managing new and existing strategic accounts, designing change management success plans, and engaging with C-level executives and senior leaders of Fortune 500 companies. The role involves leading a consultative sales process to secure multi-service contracts and managing complex organizational change initiatives.

Responsibilities

• Drive revenue growth by identifying and engaging new clients interested in developing organizational change capabilities.
• 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.
• Represent the organization in various marketing and growth activities, including in-person sales meetings, virtual client meetings, trade shows, and events.
• Drive key business development metrics such as closing enterprise deals, increasing sales of new services, and meeting client success indicators (service plans, maturity assessments).
• Manage all aspects of the client acquisition process: identify opportunities, assess and define client needs, create compelling proposals, collaborate with the Prosci team to define timelines and solutions, negotiate, and close 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, able to handle complex client situations with diplomacy and tact.
• Effective communication 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 solutions.

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.