Client Expansion, Account Executive

As a Client Expansion Account Executive at Syndigo, you will be responsible for identifying growth opportunities within existing client relationships, particularly in the Mid-Market & SMB territories. Your daily tasks will involve prospecting new clients, conducting needs analysis, and collaborating with internal teams to ensure that client objectives are met. You'll also leverage your consultative sales skills to engage with senior-level executives, clearly communicating Syndigo’s value propositions to address their unique challenges.

To excel as a Client Expansion Account Executive at Syndigo, candidates should possess a minimum of three years in a quota-carrying sales role, demonstrating a proven track record of meeting sales goals. Familiarity with tools like Salesforce and SalesLoft is essential, along with a solid understanding of sales methodologies such as MEDDPICC or Challenger Sales. Prospective candidates should also have a passion for building customer relationships and an interest in sectors like consumer goods or eCommerce.

The Client Expansion Account Executive position at Syndigo is commission eligible. Your individual compensation will be based on skills, education, experience, and internal equity, allowing you to reap the rewards for your hard work in expanding client relationships and achieving sales goals. This transparent structure is designed to incentivize performance and actively reward your successes.

As a Client Expansion Account Executive at Syndigo, you will primarily use Salesforce to manage your sales pipeline and track account strategies. Additionally, tools like SalesLoft for outreach and communication, and ZoomInfo for research and prospecting, will support your daily sales activities. Having proficiency in these tools will be crucial for your success in this fast-paced, data-driven sales environment.

At Syndigo, the company culture emphasizes diversity, equity, and inclusion, fostering an environment where new ideas and perspectives are valued. As a Client Expansion Account Executive, you would find yourself in a supportive atmosphere that encourages collaboration and innovation. The team shares a mission to drive success through authentic relationships and a commitment to continuous improvement, making it an exciting place to grow your career.

When addressing your experience with prospecting, highlight specific strategies you’ve implemented in past roles, such as using networking, cold calling, and utilizing sales platforms effectively. Be sure to discuss any successes you've had in generating leads and how you measure your effectiveness in this area. Candidates should also mention the importance of understanding customer needs before approaching them.

Effective relationship building starts with understanding your clients' goals and challenges. Share your techniques for maintaining regular communication, providing value, and following up on feedback. Highlight instances where you successfully turned challenges into opportunities for growth or collaboration, showcasing your commitment to providing exceptional service and fostering long-term partnerships.

Candidates should be familiar with various sales methodologies such as MEDDPICC, Challenger Sales, or Sandler. Discuss how you have applied these methodologies to structure your sales processes, qualify leads, and close deals. Providing examples of successful outcomes due to effective methodology application will demonstrate your capability and strategy-oriented mindset.

Balancing prospecting with account management requires organization and priority setting. Discuss how you use tools like Salesforce to track both new leads and current client engagements while explaining any strategies you have developed to ensure neither area is neglected. Sharing your experience in delegating tasks or collaborating with teams to maintain this balance can be very effective.

Share a specific instance, detailing the challenge, the actions you took, and the outcome. Use this opportunity to highlight your problem-solving skills and resilience. Focusing on the strategies you employed to shift client perspectives or to pivot your approach to close the sale shows your adaptability, which is crucial in sales.

To meet your sales targets, it’s important to set clear, achievable goals and continuously monitor your progress. Discuss how you utilize analytics tools to gauge your performance regularly, adapt your strategies as necessary, and implement forecasts for future sales. Mentioning specific metrics or KPIs that you focus on can provide additional credibility.

Understanding a client's business objectives begins with asking insightful questions and actively listening to their responses. Describe your approach to conducting needs analyses, asking discovery questions, and conducting research about the client’s industry trends. This showcases your commitment to tailoring your solutions to fit their unique needs, thereby strengthening your consultative approach.

Familiarity with Salesforce is critical for a Client Expansion Account Executive. Detail your experience with key functionalities such as lead tracking, pipeline management, reporting, and analytics. Providing examples of how you have used Salesforce to achieve your sales goals can demonstrate your proficiency and ability to leverage technology for sales management.

Negotiating contract terms involves understanding both your company’s guidelines and the client’s needs. Discuss your methods for preparing for negotiations, how you balance firmness with flexibility, and your strategies for reaching mutually beneficial agreements. It can also be helpful to share real experiences where negotiation resulted in a win-win for both you and your clients.

Keeping up with industry trends is essential for adapting your sales strategies. Share your methods for staying informed, such as subscribing to industry newsletters, participating in webinars, or networking with industry professionals. Discuss how you apply this knowledge to make informed recommendations to clients and to innovate your sales approach.