Senior Mid-Sized Markets Accounts Consultant

SHRM; Alexandria (VA); Remote; USD 85,000 - 168,000; Full time

Benefits offered by this job

Remote work

Health benefits

Annual discretionary bonus

Job summary

SHRM is seeking a Senior Mid-Sized Markets Accounts Consultant to grow our business with mid-market HR leaders, leveraging SHRM's broad portfolio of products and services. You will map client needs to SHRM offerings and develop winning proposals with cross-functional teams.

Focus on growing US-based accounts, maintaining executive-level relationships, and delivering annuity revenue through strategic account management and growth initiatives.

Qualifications

• 5+ years of B2B sales, enterprise sales, HR tech, SaaS, or HCM sales.
• Experience selling HR-related programs/services at the executive level.
• Track record in business development, pipeline, and large deals.

Responsibilities

• Delivers new business and sales growth with mid-market accounts.
• Builds relationships with CHROs and HR executives to align SHRM offerings.
• Uses SHRM membership, education, training, products, and certification programs to win proposals.
• Collaborates with Marketing to support go-to-market strategies.
• Maintains internal relationships to stay current on SHRM services and products.

Skills

Executive presence

Client relationship mgmt

Account management

Negotiation

Proposal development

Communication skills

AI tools proficiency

Education

Bachelor's degree in Business Management or Communications

Job description

SHRMis a member-driven catalystfor creating better workplaces wherepeople and businessesthrive together.As thetrusted authority on all things work, SHRM is the foremost expert, researcher, advocate, and thoughtleader on issuesand innovationsimpacting today’s evolving workplaces.With nearly340,000members in180countries, SHRM touches the lives of more than362million workers and their families globally.

Summary

The Senior Mid-Sized Markets Accounts Consultant is focused on growing the business of SHRM through business relationships with current and potential partners (i.e., key business leaders and HR executives in mid-market companies. This role develops new prospects and leverages existing relationships to increase sales penetration of SHRM’s products and services through mapping the organization’s needs with offerings that aid HR executives in addressing workplace challenges.

Responsibilities

• Delivers new business and sales growth through a portfolio of existing and prospect accounts with a focus on small/mid-size corporations.
• Builds/strengthen relationships with CHRO and HR executives to create synergies between the corporations and SHRM business, understanding each corporation’s needs and identifying gaps, unmet or unknown needs to be addressed through our suite of programs and services.
• Utilizes the full suite of offerings (SHRM membership, education, training, products and certification programs, as well as our reach of the HR community through advertising, events, and speaking engagements) to develops winning proposals that meet the challenges of corporations and grow SHRM’s US business.
• Collaborates with Marketing Audience Segment leaders to exchange information, initiatives, ideas or challenges to support product development and go to market strategies.
• Builds internal relationships to keep at the vanguard of SHRM’s services and products, influence developments and outcomes.
• Gains a thorough understanding of SHRM’s organization and product/service offerings.
• Assures client satisfaction through effective account management practices and work to continually deepen and broaden SHRM’s business relationship with key clients to create annuity revenue for SHRM’s business.

Education & Experience Requirements

Education

• Bachelor’s degree in Business Management or Communications preferred or relevant equivalent experience in lieu of degree.

Experience

• Five (5) or more years of B2B sales, enterprise sales, HR tech, Saas, or HCM sales.
• Experience driving sales of HR-related programs or services (or equivalent products/services) at the executive level using consultative sales techniques.
• Successful past performance in business development (developing customer relationships, account strategies, developing a qualified pipeline, and capturing large scale deals).

Knowledge, Skills & Abilities

• Interprets internal or external issues and recommends solutions/best practices
• Solves complex problems; takes a broad perspective to identify solutions.
• Exemplary communication skills, both written and oral.
• Strong executive presence, with the ability to connect quickly on significant business topics.
• Strong Client Relationship Management and Account Management skills.
• Ability to gain a thorough understanding of SHRM products and services to collaborate closely with internal stakeholders who have delivery responsibility for SHRM offerings and to bundle these offerings in creative ways to meet client requirements.
• Demonstrates agility and flexibility responding to issues and developing solutions.
• Strong sense of accountability for achieving results.
• Ability to negotiate large-scale deals.
• Ability to understand and communicate concepts quickly and accurately.
• Accomplished skills in developing proposals and client presentations.
• Strong attention to detail.
• Ability to effectively leverage artificial intelligence (AI) tools and technologies to streamline workflows, enhance productivity, and improve overall work quality.

Physical Requirements

This position operates in a typical office environment (which includes a home office setting) and requires the ability to perform essential job functions with or without reasonable accommodation. Physical requirements may include:

• Prolonged periods of sitting at a desk and working on a computer.
• Frequent use of hands and fingers for typing, handling documents, and using office equipment.
• Occasional standing, walking, bending, and reaching.
• Ability to lift and carry up to 30 pounds as needed.
• Clear verbal and written communication skills for effective interaction with colleagues and stakeholders.

Work Environment

Fully Remote:

Employees must be available during standard business hours, with core hours beginning between 8:00–9:00 a.m. and concluding between 5:00–6:00 p.m.

Travel:

Moderate 20 – 30%

Compensation & Benefits

The total cash compensation hiring range for this position is $153,000 to $168,000 per year, with a base hiring range of $85,000-$100,000 and a target variable compensation of $68,000. This range is an estimate, and the actual salary may vary based on the candidate's experience, skills, and qualifications. SHRM offers a competitive and comprehensive total rewards package. The benefits for this position include professional growth and development, health, dental, vision, well-being, health savings, flexible spending, retirement, open leave, and annual discretionary bonus and incentives.

Our employment practices are in accordance with the laws that prohibit discrimination against qualified individuals on the basis of race, religion, color, gender, age, national origin, physical or mental disability, genetic information, veteran’s status, marital status, gender identity and expression, sexual orientation, or any other status protected by applicable law.

SHRM is an equal opportunity employer (Minority/Female/Disabled/Veteran).

We do not sponsor applicants for work visas.