Director, Strategic Accounts

1800 Duke St, Alexandria, VA 22314, USA

Req #667

Tuesday, September 12, 2023

SHRM creates better workplaces where employers and employees thrive together. As the voice of all things works, workers, and the workplace, SHRM is the foremost expert, convener, and thought leader on issues impacting today’s evolving workplaces. With nearly 325,000 members in 165 countries, SHRM impacts the lives of more than 235 million workers and families globally.

SUMMARY

The Account Executive / Director of Strategic Accounts is responsible for building exceptional client relationships and developing sales within large enterprise organizations – from strategy to execution. In this role you will assist clients in connecting leadership programs with organizational strategy using multiple delivery modalities. The ideal candidate will always seek to understand the client’s needs and goals and assist in crafting solutions best tailored to the need to create the most effective outcome.

Responsibilities:

We are seeking an entrepreneurial, sales driven individual who has intense curiosity and passion for leadership development, advancing women in leadership and inclusion. A highly motivated, self-starter who is determined to showcase their sales skills and drive client acquisition, development, and retention through a strong consultative sales process.

• Prospecting strategically to build a robust book of business

• Reinitiating past client relationships

• Conducting deep discovery conversations

• Strategic application of our solution to our clients' needs

• Collecting customer and market feedback and tracking competitive offerings

• Driving both individual and team sales results

• Working collaboratively with consultants, fellow DSAs, Account Execs and business

• leaders to formulate client solutions

Education & Experience Requirements

• Bachelor’s degree or High School diploma with extended relevant experience required

• 10 years of professional experience in business development, client relationship management, and account development.

• Experience driving sales of HR-related programs or services (or equivalent products/services) at the executive level using consultative sales techniques.

• Successful past performance in business development (developing customer relationships, account strategies, developing a qualified pipeline, and capturing large scale deals).

• Interprets internal or external issues and recommends solutions/best practices

• Solves complex problems; takes a broad perspective to identify solutions.

• Exemplary communication skills, both written and oral.

• Strong executive presence, with the ability to connect quickly on significant business topics.

• Strong Client Relationship Management and Account Management skills.

• Ability to gain a thorough understanding of SHRM products and services to collaborate closely with internal stakeholders who have delivery responsibility for SHRM offerings and to bundle these offerings in creative ways to meet client requirements.

• Demonstrates agility and flexibility responding to issues and developing solutions.

• Strong sense of accountability for achieving results.

• Ability to negotiate large scale deals.

• Ability to understand and communicate concepts quickly and accurately.

• Accomplished skills in developing proposals and client presentations.

• Strong attention to detail.

Physical Requirements

• Must be able to perform essential duties satisfactorily with reasonable accommodation.

• Work is generally done sitting, talking, hearing, and typing. Visual acuity to use a keyboard, prepare and analyze data and figures; transcribing, viewing a computer terminal; extensive reading.

• Light lifting is required. Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force to constantly move objects.

Work environment

Work is regularly performed in a combination of office and conference settings and routinely uses standard office equipment.

Our employment practices are in accordance with the laws that prohibit discrimination against qualified individuals on the basis of race, religion, color, gender, age, national origin, physical or mental disability, genetic information, veteran’s status, marital status, gender identity and expression, sexual orientation, or any other status protected by applicable law.

SHRM is an equal opportunity employer (Minority/Female/Disabled/Veteran).

We do not sponsor applicants for work visas.

Other details

• Job Family Sales

• Job Function Linkage

• Pay Type Salary

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• 1800 Duke St, Alexandria, VA 22314, USA