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Job Description
Introduction:
Our goal at Pivotree is to help accelerate the future of frictionless commerce. We will help lead this change over the next decade because we believe a future where technology is embedded intimately into all aspects of our everyday lives can benefit everyone and will shape the interactions with the brands we love. We will help shape the future of frictionless commerce by working together with some of the best brands in the world and some of the best people in the industry to leverage converging technologies that will make it possible to accelerate frictionless commerce faster than ever.
Pivotree provides services focused on the design, implementation, management, and maintenance of complex ecommerce solutions for large enterprises. We provide the technical skills necessary to enable the effective use of technologies combined with the business context to leverage a solution to solve our clients’ business challenges. We strive to fill the gaps in available technology with our own IP to reduce the barriers to adoption.
We enable inclusive, immersive and highly personalized experiences for our clients and their customers. We build our products with a view to productizing and scaling technology to lower the costs and reduce the risks of implementing and managing our integrated solutions. Each of our solutions starts with reliable and reputable e-commerce and MDM platforms, which run on enterprise grade infrastructure that are customized to meet a variety of client needs, situations, and budgets. Over the next 10 years we will add new categories and capabilities that will define frictionless commerce ecosystems.
This is a journey of technology acceleration combined with consumer readiness and adoption. We are looking for people capable of adapting relentlessly to the rapidly evolving world around us.
Position Summary:
Are you a high-performing individual excited by driving wins for your customers or acquiring new customers? Do you have expertise in developing solutions for clients in the B2C and B2B opportunities?
In this role, you will be the Trusted Advisor, bringing together Pivotree’s expertise and thought leadership to shape solutions that help new prospects and our clients’ deliver their most critical business outcomes. You bring together the right team to earn new opportunities, develop and grow key accounts, drive profitable delivery, influence the client’s strategy, and expand Pivotree’s footprint. As a Key Account Executive, you will develop and execute against Key Account plans to drive profitable relationships and tangible business benefits to customers.
This role is open to anywhere remote in Canada & the United States.
Roles & Responsibilities:
- Be the main point of contact and trusted advisor to key stakeholders across Key Accounts
- Drive incremental revenue growth across a defined number of target accounts through creative problem-solving, selling Managed Services or Professional Services across core Business Units (Commerce, Supply Chain, Data Management)
- Develop and own long term C-Level referenceable relationships, strong governance and top-to-top partnerships
- Lead Quarterly Business Reviews with customers and partners to assess the success of in-flight initiatives and identify potential opportunities
- Collaborate with distinct Business Units, SMEs, marketing, and external partners to bring forth comprehensive solutions to identify opportunities and drive value for customers
Account Planning and Execution
- Develop and maintain account plans to increase penetration and longevity within a set of key accounts by incorporating Managed Services, Professional Services, Partners and Channels
- Expand relationships and augment credibility with existing customers by continuously identifying solutions to their problems
- Identify and develop new opportunities by structuring and qualifying discovered leads, creating and managing pipeline and moving opportunities along the sales cycle to closure
- Provide insight on campaign efficiency and feedback to marketing and business development
- Provide customer feedback for product, systems, and process improvements
Accountability
- Meet or exceed assigned sales targets with a strong focus on cross-selling
- Accountable for accurate forecasting, regular quarterly business reviews, and the implementation of agreed account and business plans.
- Timely documentation within CRM software of customer contact and activity data is required
- Build productive and collaborative work relationships within Pivotree and Partners
- Ensure that products or services are being delivered adequately and, if applicable, address gaps with internal teams
Key Skills and Competencies:
- 10+ years demonstrated and referenceable experience meeting/exceeding sales quotas winning new logos, managing key client relationships, delivering high levels of client satisfaction
- Track record in delivering double digit growth revenues from value created within account base and net new logos
- Proven ability to build and expand C-Level relationships
- Expertise in e-Commerce, Order Management, and Master Data Management, specifically delivering solutions to retailers, manufacturers or distributors in industry offerings such as enterprise software, system integration or managed services
- Ability to travel for customer meetings, conferences, and internal meetings
- Bachelor’s Degree or higher
Desired Traits:
- Innate curiosity and desire to understand customer needs and problems
- Creative problem solving
- Excellent communication (written and verbal)
- Strong presentation skills (virtual and in-person)
- Management consulting experience is an asset
- Proven ability to work within a team-oriented environment
- Track record in managing services delivery performance against the value proposition and contracted terms
Experience in commercial principles for software, professional services, and managed services deals
Pivotree is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive and accessible workplace.
