Strategic Account Executive Job at Alight Solutions (Virtual, Massachusetts)

Job Description

The Strategic Account Executive must be strategic, proactive, agile, creative and confident in order to foster executive relationships at the C-Suite and Head of Shared Services level. They are responsible for revenue retention, growth, renewal motions, and client satisfaction for their assigned (1-6) accounts. The Strategic Account Executive cultivates relationships within their accounts to identify opportunities to enhance client product engagement and generates demand within accounts for bundled solutions that demonstrate our 'One Alight' advantage for the entire portfolio (Health, Wealth, Leaves, and Consumer Experience).

Job Responsibility

Understand their clients and the business challenges they face
Understand our services and product offerings
Understand our competition
Be able to effectively collaborate with Alight support and delivery colleagues
Be the trusted advisor to their assigned clients
Retains clients, maintains sustainable relationships, and understands all of our competitors
Ability to generate client demand for Alight product solutions and expansion of Alight services by demonstrating thorough understanding of client needs
Builds the overall commercial strategy and develops overall Alight narrative to communicate and educate clients about Alight's offerings and advantages over competitors
Drives renewals and executes end to end expansion within customer base
Pursues and develops new opportunities, and expansion opportunities at named accounts
Creates overall client plan that includes account mapping and renewals, retention, and overall strategic plan
Leverages strategic customer relationships to deliver growth across multiple relationships (e.g. HR, IT, Finance, Procurement etc.)
Proactively communicates successes, opportunities, and account direction to internal leadership
Lead high-level discussions at the corporate level of their Accounts
Develops expansion scope of solution set and brings in other resources such as Solutions Architects to help expand client understanding, conduct demos, and assist with scope management
Collaborates with internal resources (Finance, etc.) to plan at account level pricing strategy, analytics, business review prep & presentation
Demonstrates strong upselling aptitude to secure product adoption, renegotiate Key Performance Indicators, and secure incremental budgets that align with client objectives and drive client growth
Ensures client satisfaction and continuously monitors ongoing client satisfaction
Provide timely and accurate revenue forecasts and reports to inform management's strategic decision-making
Serve as a strategic partner/trusted advisor, understanding client needs to identify how client business goals can best be met and exceeded, and showcasing creative-thinking to establish long-term client trust
Develop full understanding of Alight's product suite, features, value proposition, and differentiating traits vs competitive landscape
display comfort in speaking to Alight's offerings and confidence in accurately identifying product and feature sets that will meet and surpass client needs and performance goals
Prioritize client engagement with an emphasis on maximizing revenue growth and efficiency, uncovering high potential opportunity, and implementing client retention strategies to minimize churn, while achieving client business goals and objectives
Deploy sound bid management and optimization strategies across client portfolio at scale
proactively identify ways to communicate new features and growth opportunities, while setting proper expectations and meeting deadlines
Develop collaborative relationships with internal commercial and operational teams, e.g. Sales/Delivery
display comfort in leading problem-solving discussions that add value to client relationships, solve challenges, and achieve company goals
Ensures client satisfaction and continuously monitors ongoing client satisfaction

Requirements

10+ years professional Sales/Account Management experience or 10+ years in either Benefits or Leaves experience
Excels in the areas of strategic sales methodology, forecasting accuracy, process and client management leadership
Exceptional presentation skills at the C-Suite level
Proven Strategic Thought Leader
Consultative strategic seller that can demonstrate value
Highly analytical approach to defining client outcomes and articulating value
Ability to use facts and data to tell a story that leads to revenue growth and retention
Ability to inspire the team and excite the organization to rally behind the strategy
Maintains strong content knowledge across entire Alight portfolio
Proven ability of working under pressure with resilience and tenacity
Proven ability to be a proactive leader
Proven ability to create energy and focus in highly matrixed team
Travel Expectation 25-50% (sometimes on short notice) to support meetings with clients