About Responsive

About the Role

The Enterprise Client Account Executive position is a quota-bearing role, responsible for managing relationships with our top global clients. The Enterprise CAE will own and orchestrate all cross-selling and upselling revenue opportunities within this book of business, working collaboratively with other internal teams (including professional services, solutions consulting, account development, and customer success) to optimize opportunities. A successful candidate brings a strategic mindset, exceptional communication skills, and a deep understanding of complex account management principles. This individual will be the main contact for all business conversations for the account. They‘re responsible for establishing and maintaining strategic and executive-level relationships with these top customers directly, as well as working with the wider Responsive sales team and internal entities.

As a member of this rapidly growing team, our Enterprise CAE will have a direct impact on Responsive’s go-to-market strategy and will provide prospective and current customer feedback that will directly impact the development and improvement of the company’s cornerstone software and full platform.

Essential Functions

• Achieve or exceed monthly revenue targets

• Cultivate and maintain strong relationships with key stakeholders within our Enterprise customers (3000+ employee size). 

• Serve as the primary point of contact for all strategic and operational matters related to the assigned accounts.

• Understand the clients’ business objectives, challenges, and needs, and align Responsive’s solutions to solve those needs effectively.

• Drive revenue growth by identifying upsell and cross-sell opportunities within the assigned accounts.

• Collaborate with internal teams, including sales, product development, and customer support, to ensure the delivery of exceptional service to clients.

• Develop and execute account plans, including strategic account reviews, business reviews, and performance evaluations.

• Monitor market trends, competitor activities, and industry developments to identify potential risks and opportunities within the accounts as a true strategic partner.

• Negotiate contracts, pricing, and terms with clients to maximize value and profitability.

• Adhere to MEDDPICC sales methodology

• Map out key players and their goals or motivators in assigned accounts 

• Establish regular communication with Customers — operational and executive — to ensure Customers are actively utilizing the full functionality of Responsive’s software with a positive user experience.

• Visit customers on-site as needed.

• Manage the upgrade/renewal process and work with the Contract Department to finalize agreements

• Provide senior management with an accurate forecast and risk analysis of all assigned accounts within the team

Other Duties

• Remain current on competitive products, RFP processes and account business objectives

• Proactively uncover potential sales opportunities through outbound calling, written communication and referrals from technical support/professional services

• Drive new product adoption by presenting value-added services

• Work closely with the Customer Success team to increase and ensure key customer retention

• Normalize product costs and price increases for renewing customers

• Other duties as assigned

Qualifications

• Bachelor's degree in Business Administration, Marketing, or a related field. MBA preferred.

• Minimum of 10 years experience in account management, including 5+ years in SaaS with strategic ENT accounts included in managed book of business

• Proven track record of successfully managing large enterprise accounts (3000 seats and above) and driving revenue growth.

• Strong business acumen with the ability to understand complex business challenges and develop strategic solutions.

• Excellent communication, negotiation, and presentation skills.

• Ability to build rapport and establish trust with clients at all levels of the organization.

• Highly organized with the ability to manage multiple priorities and meet deadlines in a fast-paced environment.

• Willingness to travel domestically and internationally as required.

• Experience responding to RF(x)’s or proposal management is a plus

• Must be capable of working on multiple projects concurrently with minimum supervision

• B2B sales methodology, MEDDPICC preferred

• Demonstrated ability to manage a global account base

• Capable of making detailed presentations to executive audiences

Additional Information