Senior Account Executive

Ultra Consultants; United States; On-site; USD 80,000 - 120,000; Full time

Job summary

Join a forward-thinking company as a Senior Account Executive, where you'll play a pivotal role in driving growth through strategic client relationships and innovative sales strategies. This dynamic position requires a blend of sales expertise and a deep understanding of ERP systems, allowing you to help clients maximize their investments. You'll lead the charge in identifying new opportunities, upselling valuable services, and collaborating with teams to ensure client success. If you have a passion for sales and a knack for fostering strong partnerships, this is the perfect opportunity to make a significant impact in a thriving industry.

Qualifications

• 5+ years of experience in account management and ERP implementation.
• Strong negotiation and communication skills with senior leadership.

Responsibilities

• Lead Ultra's sales cycle focusing on follow-on sales and account growth.
• Identify client needs and develop strategies for additional services.

Skills

Sales Management

Client Account Management

ERP Implementation Planning

Negotiation Skills

Communication Skills

Strategic Planning

Relationship Building

Organizational Skills

Education

Bachelor's Degree

Master's Degree (Preferred)

Tools

Salesforce

Job description

The Senior Account Executive will embed with current clients to expand existing business, to build relationships with executives and to support planning for ERP implementations and other core services. The account executive will ensure that Ultra’s value is recognized, that new opportunities are discovered, and our role is part of the final solution to grow each account. This position requires experience in understanding how to best help plan and prepare for successful projects.

Objectives of this Role:

The primary objective for the Senior Account Executive is to increase follow-on sales revenue to achieve company growth goals. Success will include bridging the gap between technical implementation and ongoing client needs, ensuring that the client continues to maximize their ERP investment. The account executive will work with existing clients to understand their evolving business challenges and identify opportunities for additional services.

Responsibilities:

• Lead development and execution of Ultra’s sales cycle with specific focus on follow-on sales.
• Identify opportunities for follow-on sales for additional Ultra Services (BPI, Selection, Implementation, Value Realization).
• Upsell value-added services including consulting, training, and system optimization.
• Develop strategies for account growth by identifying client pain points and offering solutions that align with their evolving business needs.
• Manage negotiations with client decision makers.
• Collaborate with the Ultra Delivery team to monitor a smooth transition from project completion to account management.
• Understand and maintain a deep knowledge of the manufacturing and distribution market across different sectors.
• Conduct win/loss reviews and integrate lessons learned to continuously improve sales strategies.
• Collaborate with Marketing team to update quarterly sales decks.
• Work collaboratively with the leadership team to support the company's growth objectives and spearhead innovation into new channels and services.
• Develop and nurture relationships with clients’ strategic partners, including vendors, private equity, key accounts, and private buying groups.
• Provide leadership and oversight for the follow-on sales process ensuring alignment with company goals and objectives.

Key Skills and Qualifications:

• Expertise in sales management, including direct client account management to ensure customer success and satisfaction.
• Deep experience in Professional Services and ERP implementation planning & execution from the client-side program/project management.
• Proficiency in Salesforce and KPI-driven territory management.
• Solid track record in driving new business initiatives and managing forecast.
• Experience developing and maintaining strategic relationships with key clients and partners.
• Ability to innovate and lead the sales cycle, bringing new ideas and services to market.
• Exceptional organizational, reporting, and strategic planning abilities.
• Proven success in collaborating with leadership to drive company growth through sales innovation.
• Leadership / executive level experience in a related industry, negotiation skills, value propositions, experience in different types of contracts (fixed cost, fixed billing, milestone billing, hourly billing etc.)
• Ability to influence and strong communication skills to connect effectively with senior leadership.

Preferred Experience:

• 5+ years of experience in account management, sales, or ERP implementation, particularly in a professional services or B2B environment.
• Proven track record of managing all phases of project delivery and implementation, cultivating relationships and driving follow-on sales.
• Strong understanding of ERP systems and the professional services landscape.
• Proficient in identifying client needs and creating custom solutions to address them.
• Ability to multitask and manage multiple client accounts with varying needs.
• Strong negotiation skills with a focus on customer success and win-win solutions.
• Strong understanding of market trends and ability to translate them into actionable business strategies.

Key Performance Indicators (KPIs):

• Revenue from follow-on sales (additional modules, services, upgrades).
• Client retention and satisfaction rates.
• Successful upselling of value-added services (training, customizations).
• Account growth and expansion within existing clients.
• Timely resolution of client issues and continuous system improvements.

Seniority level

Director

Employment type

Full-time

Job function

Sales and Consulting

Industries

IT Services and IT Consulting