Consulting Services Account Executive

Roles and Responsibilities

• Technical Consulting Discovery & Full-Cycle Sales:
• Develop and maintain a deep understanding of Ippon's service offerings, value propositions, and delivery capabilities, and effectively articulate them to educate prospective and existing clients on Ippon’s expertise
• Maintain a robust pipeline of greenfield & pre-qualified leads, partner sales opportunities, and current engagement expansions to achieve sales targets
• Meet weekly with our technology partners, AWS & Snowflake, at their local offices, to strategize sales tactics, develop new co-selling opportunities, and/or expand existing accounts
• Identify, analyze, develop, and actively manage comprehensive account sales strategies based on domain, specificity, market trends/size/data, partnerships, etc
• Thoroughly assess and qualify client needs in the Discovery process to ensure clients’ technical and business needs are fully vetted and understood
• Effectively negotiate pricing, activities/deliverables, assumptions, acceptance criteria, delivery personnel, and structure (i.e., work locations, remote capacity), and payment terms with clients
• Manage and facilitate the creation and execution of Proposals, MSAs, SOWs, SOW Extensions, and NDA’s with Practice Leads and Executive Leadership, internally and externally
• Prepare and share communication around opportunity and account statuses, including competitors’ offers and strategies
• Maintain flexibility, focus, organization, and prioritization to effectively manage multiple sales opportunities, clients, projects, and deadlines
• Monitor industry market trends and conditions to stay up to date on changes that may be impacting the target clientele
• Responsible for monitoring, escalating, negotiating, and closing potential sales-related expansion opportunities, including all related documentation and proposal management
• Manage and maintain all engagement-related documentation, such as account notes and sales plans via Salesforce as defined by Standard Operating Procedures (SOPs)


• Marketing & Relationship Management:
• Partner with Marketing, Business Development, and Practice Managers (Product, Data, Cloud / DevOps, Software Engineering) to identify new and existing client demands and opportunities
• Partner with the Marketing and Business Development in creating and articulating compelling value propositions, offerings, case studies, etc
• Build and maintain strong, long-lasting client relationships based on consistent and effective communication, frequent engagement, and top-notch delivery
• Develop trusted advisor relationships with customer stakeholders and executive sponsors
• Expand Ippon’s presence and recognition by participating in external meetups, conferences, or community events
• Consistently identify opportunities for continuous improvement in processes of both new business development and existing account management 
• Work with the Client Success team to address and remediate any project delivery/success feedback, ensuring customer satisfaction and consistent engagement

Competencies we are looking for:

• Minimum Requirements:
• 5+ years of enterprise full-cycle sales experience in the IT industry, ideally in tech consulting
• 2+ years of experience selling Cloud and/or Data-related professional services or consulting services
• 2+ years of proven success with greenfield sales efforts, co-selling alongside technical partners, & collaborating with business development representatives to achieve sales quotas
• 2+ years of sales experience with an AWS or AWS Premier Technology Partner
• 2+ years of experience leveraging Salesforce CRM to manage enterprise sales opportunities
• 2+ years of experience supporting industry events and conferences to expand sales efforts 
• Experience collaborating with Marketing and Business Development teams in leveraging HubSpot for tailored outreach campaigns
• Excellent written and verbal communication skills, with the ability to present complex topics to technical and non-technical audiences in a compelling manner 
• Ability to travel to office locations or events up to 50% of the time


• Preferred Requirements:
• Active AWS Certification - Certified Cloud Practitioner, or a willingness to obtain this certification within your first 90 days.
• Ability to prioritize and deliver results in a fast-paced environment, with a history of surpassing sales quotas
• Bachelor's degree in Computer Science, Data Science, Business Intelligence, or a related field preferred 

What we offer:

• Great salary and benefits - Health (HDHP & PPO Plans), dental, and vision insurance, HSA, EAP, as well as a 401k with company match
• Work/life balance - Ippon offers generous PTO, parental leave and medical leaves, and flexible schedules
• A fun, creative, and healthy work environment, focused on teamwork, knowledge-sharing, and exceptional delivery
• Opportunities to expand your portfolio and work with different companies and industries
• Career growth, upskilling, cross training and leadership opportunities