Account Executive

Who We Are

Exponent Partners is a passionate, mission driven, organization that exclusively serves nonprofits.  We strive to be a changemaker that drives positive, progressive change using the tools at our disposal; and to build an organization that is good for our employees and that reflects the kind of values that we want to see in our community and society. We aspire to an organizational culture that is equal, diverse, curious, growth-minded, innovative, results-focused, and progressive - just like the society that we wish to be part of!

Exponent Partners is committed to building a diverse team that represents a variety of backgrounds, perspectives, experiences, and skills because we believe diversity drives innovation and impact.

Position Summary

Exponent Partners is seeking an experienced Account Executive. This position at Exponent Partners is a member of the Business Development team and works closely with current and prospective clients as a trusted advisor, as well as working closely with internal stakeholders in Client Services, Success Center, and Operations. This position is responsible for achieving pipeline and sales goals while also acting as a consultative leader who is deeply aware of a client’s unique challenges and ideal outcomes and can guide them to our matching solutions.

Key Responsibilities

• Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales while expanding existing accounts.
• Prospecting and relationship development within the assigned territory in order to seed the future sales pipeline.
• Manage pipeline development through direct execution of outbound prospecting and coordination with the prospecting and marketing activities of Business Development Representatives (BDRs), Marketing, Market & Portfolio Directors and Client Leads.
• Create and maintain a robust sales pipeline at sufficient pipeline-to-quota ratios to ensure over-achievement of sales targets.
• Engage with prospect organizations to position Salesforce solutions and our ongoing services based on a whole-organization, outcomes-focused theory of change.
• Act as a client-focused team “quarterback” by managing the end-to-end sales process through engagement of appropriate resources such as the Solution Engineer, Market & Portfolio Director, Professional Services experts, executives, partners, etc. Maintains focus of the team on meeting the unique needs and value drivers of the client, while communicating consistently in a timely and meaningful manner.
• Develop winning professional, customized written proposals and presentations appropriate to various stages of the sales cycle and key buyer audiences.
• Provide an accurate weekly, monthly and quarterly forecast with updated opportunity details.
• Consistently meet quarterly sales quotas through disciplined execution of a territory-based sales plan with sufficient sales activities to deliver results.
• Travel as required to prospects, customers, or marketing events (approximately 25%).

Qualifications

• 2+ years of experience positioning and selling and/or implementing complex technology and/or software solutions.
• Proven ability to cultivate a consistent pipeline and meet quarterly quotas by managing sales opportunities that vary from basic projects to complex RFP responses.
• Superior communication skills with the ability to propose clear, compelling, and value-focused solutions.
• Demonstration of in-depth knowledge of enterprise technology prospect qualification methodologies and sales cycle management.
• Solution selling experience that focuses on solving client problems and delivering defined business value.
• History of working with nonprofit organizations and/or educational institutions.
• Experience working in diverse communities and across social, economic, and cultural differences.
• Excellent time-management skills with the discipline to handle multiple tasks and adapt quickly to change in a fast-paced environment.
• Experience with Salesforce and a variety of 3rd party applications, either as an end-user or as a systems administrator.
• Google business apps experience preferred.

Keywords

Account ExecutiveBusiness DevelopmentSalesforceNonprofitTechnologySolutionsSalesCommunicationEnterpriseTime ManagementSalesforceGoogle Business Apps