The Account Executive of Commerce is focused on a specific solution set, and is aligned to our Perficient Commerce Solutions' partner relationships. This individual will be aligned to the TOLA region and will be responsible for solution growth with all clients in their territory. This role works in an overlay capacity with Account Developers in existing clients, but also have the responsibility to open new client relationships.
Your primary responsibility will be to drive growth for Perficient through the selling of services across our Strategy, Commerce Solutions, Digital Marketing and Experience Design portfolios. With an understanding of platforms like Magento, Insite, Hybris, Sterling, etc; you will work to develop client solutions encompassing commerce solutions, product information management, order management and other end-to-end digital experiences.
Leveraging your large personal network, you will establish and develop trusted advisor level relationships with B2B and B2C marketing and technology executives. You will manage the sales process and pursuit strategies that leverage some of the strongest digital strategy, marketing, technical and execution capabilities in the market…crafting cutting edge solutions to the challenges our clients and prospects face.
This position operates within Perficient’s Digital Commerce Solutions group. We take a data driven approach to garner the insights that, when combined with strategic design thinking and storytelling and subsequently enabled with technology platforms and system integration, helps our clients to dream big and build beautiful digital experiences. Validated with a track record of delivering on time and on budget, we take great pride in our ability to help our clients think big, yet start small and act fast in response to market demands.
At Perficient you’ll deliver mission-critical technology and business solutions to Fortune 500 companies and some of the most recognized brands on the planet. And you’ll do it with cutting-edge technologies, thanks to our close partnerships with the world’s biggest vendors. Our network of offices across North America, as well as locations in India, China, and LATAM will give you the opportunity to spread your wings, too.
Drive the end-to-end sales process, working closely with the Perficient strategy and delivery team (Initial lead inquiry, qualification, scoping, estimating, SOW, contract negotiation etc.)
Create and execute a strategic sales territory/account plan for your book of business: Identifying key stakeholders in the process, needs development and strategic approach to the pitch
Meet or exceed sales and profitability quotas on a quarterly and annual basis. Maintain accurate sales forecasting, thoughtful engagement of customers/prospects and resource utilization against any leads
Participate in and create new go-to-market solutions and messaging for Perficient
Represent Perficient with client partners and third parties at industry and demand generating events
Craft and deliver engagement plans for prospective clients through telephone, email, face-to-face meetings, corporate entertainment and all other methods available
Maintain awareness of competitive activities, positioning and pricing and develop effective approaches to competing and winning against these competitors
Manage the overall relationship and communication with key clients and have full command of their business model, application landscape and how Perficient solutions deliver value
Develop and manage key selling relationships with partners, clients and Partner Alliance personnel to drive additional new business and provide proper communication on account activity
Ability to travel to client sites and events where needed (up to 50+% travel)
Successful track record of achieving and exceeding revenue objectives in complex solutions environment at Fortune 1000 clients
5+ years of services sales or professional consulting experience.
Experience crafting and executing plans to close large revenue projects
Experience with- and deep knowledge of Enterprise-level Commerce Solutions
Experience with commerce platforms like Magento, Insite, HCL Commerce, Hybris, IBM Sterling, Fluent, EnVista
Subject matter expertise and success in selling complex, multi-faceted commerce solutions into matrixed organizations with multiple stakeholders
Deep knowledge of the commerce, PIM, Order Management, digital marketing and digital experience landscapes
Significant business relationships and personal network of senior marketing and IT executives
Strong vendor-partner network
Hunter mentality with the ability to farm existing accounts.
Ability to partner with clients to understand their organizational needs and recommend solutions that add value to their business.
Strong verbal, written communication, and listening skills; strong customer service and interpersonal skills.
Excellent leadership, collaboration and team-building skills. Comfort leading complex pursuits involving many disciplines.