Drive end - to - end sales for high - value accounts, from prospecting and discovery to negotiation and onboarding. Use methodologies like SPICED, SPIN, MEDDIC and CRM tools to build a predictable, high - performing pipeline.
About the role
- Financial Services Client Executive responsible for driving growth through high-value solutions. Engaging with stakeholders, establishing credibility, and managing accounts in the Financial Services industry.
Responsibilities
- Prioritizing Accounts and Opportunities: When strategizing account management, identifying criteria for prioritizing accounts, evaluating the depth of customer relationships, assessing the competitive advantages of winning each account, gauging the overall potential of an account, and striking a balance between allocating time for short term gains and long-term impact.
- Developing an Account Strategy: Supporting the strategy for long-term success, creating an account objective, identifying measurable goals and contingency plans, aligning stakeholder values to offering and expanding opportunities in the account.
- Time-Constrained Discovery: In the process of discovery and needs assessment, identifying unique needs, uncovering opportunities, effectively communicating the importance of the discovery phase, actively listening to the stakeholder's input, and respecting time constraints to ensure productive and respectful interactions.
- Initial Negotiation: In the negotiation process, developing options, establishing credibility with the customer, setting the negotiations tone, asking questions to validate interests, including multiple negotiation variables, and identifying relevant stakeholders to achieve successful outcomes.
- Creating a Story to Share with a Customer: In the art of storytelling, defining the reason for the story, skillfully structuring narratives, maintaining a balanced flow of information, avoiding overwhelming details, considering the timing when stories are shared, and being adaptable in the way stories are presented to effectively engage and connect with an audience.
- Raising Awareness of an Unidentified Need: Facilitating discussions by carefully timing the conversation, applying suitable techniques, demonstrating the relevance of the need, and connecting the discussion to tangible business to enhance communication and collaboration in various contexts.
- Establishing Credibility with an Executive: To effectively engage with executives, prioritizing maximizing their time by focusing on results and opportunities that matter most to them. Tailoring your approach to their interests, taking actions that enhance your credibility, and positioning yourself as a trusted partner and advisor in pursuit of shared goals.
- Increased awareness of CDW's value proposition and total portfolio across assigned accounts. Consistently deliver specific Advanced Technology product GP and service revenue attainment. Market and sell the entire portfolio of CDW core products and solutions with the inside Account manager sales force.
Requirements
- Bachelor’s Degree in Business, Finance, STEM related fields or equivalent practical experience
- Minimum of 5 years of experience in developing business strategy and execution for the Financial Services industry
- Strong analytical and problem-solving skills with experience in data modeling and forecasting.
- Highly detail-oriented with the ability to handle multiple projects simultaneously in a fast-paced environment.
- In-depth understanding of key technologies, including but not limited to Cisco, Microsoft, IBM, EMC, and HP, as well as competitive equivalents.
- Exceptional verbal and written communication skills, with the ability to engage effectively with stakeholders at all levels.
- Proven sales expertise, with a demonstrated ability to meet targets and inspire enthusiasm in the sales process.
- Strong strategic planning, time management, and organizational skills, with a keen attention to detail.
Benefits
- Benefits overview: https://cdw.benefit-info.com/
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