Account Executive

As an Account Executive at Prosci, your primary responsibilities include driving revenue growth by acquiring new clients and cultivating relationships within key accounts. You will engage with C-suite and senior executives to position Prosci as their trusted partner for comprehensive change management solutions. Additionally, you’ll lead complex sales cycles, tailor solutions through consulting, training, and licensing, and work collaboratively with internal teams to ensure client success.

To excel in the Account Executive position at Prosci, you should have at least 6 years of consultative sales experience, with 10+ years preferred, particularly in the professional services or advisory sectors. A track record of exceeding sales targets and successful engagement with senior executives is crucial. Strong relationship-building, negotiation skills, and familiarity with CRM tools like Salesforce are also necessary for navigating complex sales environments.

As an Account Executive at Prosci, you play a vital role in shaping our purpose-driven culture. By driving client success and delivering valuable change management solutions, you directly impact both customer satisfaction and organizational growth. At Prosci, we value collaboration, continuous learning, and results-oriented approaches, all of which are reinforced by the successes achieved through your efforts in the market.

At Prosci, an Account Executive can expect a dynamic and collaborative team environment. You'll work closely with various internal teams to execute strategic account plans and ensure client success. Our culture fosters open communication and teamwork, making it possible for you to leverage the strengths of your colleagues while contributing your expertise to achieve shared goals.

This role requires up to 20% travel for client meetings and internal team gatherings. As an Account Executive at Prosci, you’ll engage directly with top executives and participate in high-impact client meetings and industry events, allowing you to build connections and enhance your professional network.

In answering this question, highlight specific instances where you successfully navigated complex sales cycles and engaged with senior executives. Discuss your ability to tailor solutions to meet client needs, showcasing how your consultative approach led to successful outcomes.

Demonstrate your interpersonal skills by explaining how you build trust and rapport with executive stakeholders. Provide examples of how you listen to their challenges, tailor your communication style to their preferences, and ensure follow-up to nurture the relationship over time.

Discuss your methodical approach to sales, including thorough market research and understanding customer pain points. Highlight your experience with data analysis and CRM tools, explaining how you use these resources to identify new opportunities and track your pipeline effectively.

Explain your consultative approach by sharing how you actively engage clients and uncover their specific needs. Mention the importance of aligning your solutions with the client's business goals and provide a specific instance where you successfully tailored a service or product to meet a client's unique situation.

Prepare to share a detailed story of a negotiation where you encountered challenges but ultimately succeeded in closing the deal. Emphasize your strategic planning, communication skills, and ability to negotiate win-win scenarios while addressing stakeholders' concerns.

Illustrate how collaboration with internal teams is crucial for delivering client success. Provide an example of when working with others—such as marketing, product development, or customer success—enhanced your client interactions and resulted in a better overall experience for the customer.

Talk about your commitment to continuous learning and professional development. Mention specific resources you follow, such as industry publications, webinars, or networking events that keep you informed about the latest changes in the market that affect your sales strategies.

Discuss your experience with various CRM tools, focusing on specific features that enhance your ability to track leads and monitor sales progress. Explain how you utilize data to inform your strategy and ensure you’re maintaining a healthy pipeline for future growth.

Share your vision for representing Prosci positively, highlighting the importance of understanding the company’s values and solutions. Discuss how you would articulate the benefits of working with Prosci while addressing clients' unique needs and concerns effectively.

Reflect on your passion for sales, the impact of change management, and your desire to contribute to organizations' success. Describe specific aspects of the Account Executive role that excite you, such as connecting with clients or the opportunity to drive meaningful change in their organization.