Senior Account Executive

Senior Account Executive

Title: Senior Account Executive
Location: US-Texas-Houston
Other Locations: US-Massachusetts-Cambridge


IHS (NYSE: IHS) is the leading source of information and insight in critical areas that shape today's business landscape, including energy and power; design and supply chain; defense, risk and security; environmental, health and safety (EHS) and sustainability; country and industry forecasting; and commodities, pricing and cost. Businesses and governments in more than 165 countries around the globe rely on the comprehensive content and expert independent analysis of IHS to make high-impact decisions and develop strategies with speed and confidence. IHS has been in business since 1959 and became a publicly traded company on the New York Stock Exchange in 2005. Headquartered in Englewood, Colorado, USA, IHS employs more than 5,100 people in more than 30 countries around the world.

Summary:

The Senior Account Executive develops and manages relationships with key assigned clients. The Senior Account Executive is responsible for achieving specified Renewal and Sales/Upsell targets

General Job Duties:


. Ensure client retention via responsive and proactive account management support
. Understand client application requirements and provide training and service to ensure the client's satisfaction with service(s) subscribed to
. Develop knowledge and thorough understanding of all Insight products and services, and apply knowledge to provide appropriate recommendations/solutions that meets their business requirements . Establish and maintain executive level relationships in major functional areas of the customer organization. Utilize the relationships to develop strong revenue growth initiatives for all Insight products within assigned account base.

Specific Job Duties:


. Manage renewal sales process for existing customer base, including setting of expectations, changing needs assessments, negotiating contracts and processing of contracts via relevant internal systems
. Follow up on all inbound client inquiries to uncover new and expanding opportunities within client base
. Maintain consistent and ongoing contact with end-users and decision makers
. Prospect, present to, and close on new sales opportunities within client base
. Accurately forecast expected sales and cancellations to Sales Manager on a monthly basis
. Provide ongoing product feedback from clients to Sales Manager and Product Managers . Maintain awareness of, and participate in all relevant training for, new products and capabilities, and market them to account base
Required Education:


. Bachelor's degree, preferably in Business or Economics . Superior oral and written communication skills

Required Experience:

. Minimum 12 years sales experience, with at least 8 years experience selling services, content, consulting, business solutions or other intangibles

Other Skills:


. Proficient in Microsoft Office applications
. Knowledge of contracts and proposal process.
. Ability to analyze business opportunities, develop effective sales strategies and close business.
. Ability to develop account and territory plans to achieve penetration and grow revenue.
. Ability to conduct effective presentations to all levels of clients.
. Ability to communicate effectively with most levels of decision-makers and employees of client
. Ability to write reports in a clear and concise manner.
. Ability to represent and communicate with a diverse population.
. Ability to maintain professionalism and confidentiality at all times.
. Basic skill in negotiating with clients.
. Entrepreneurial spirit.. Team player who works collaboratively with colleagues, management and all points of the organization.


Travel 25% of the time

*Only qualified candidates will receive consideration and follow up*

We are proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing.