Account Executive

Background:

Avasant is a Los Angeles, California-based top management consulting, advisory and analyst firm providing strategic sourcing, IT and business transformation, and global strategy services to the global Fortune 1000. Since 2006, we have negotiated over $250B in deals and operate in over 50 countries. The firm has been recognized as "World's Best Outsourcing Advisor" by the International Association of Outsourcing Professionals (IAOP) for ten consecutive years. In 2020, we were also recognized as one of the top five industry analyst firms by the Institute of Industry Analyst Relations (IIAR). Learn more at https://avasant.com/

The Senior Account Executive will be responsible for further developing Avasant's service provider and technology provider ecosystem. The program of engaging Service Providers and Technology firms is significant. Our relationships with these communities require continuous focus and investment. The individual will represent all Avasant vertical leadership and Management Consulting, Benchmarking, and Research solutions with a select set of service providers and technology companies.

Role:

Avasant is passionately dedicated to quality and service. As part of the Avasant team, we expect our sales professionals to maintain exceptional quality in all of their work, to conduct themselves in a professional manner, and to contribute to the overall success of the company by helping us identify, qualify, engage and close potential customers.

Sales leadership success on the Avasant team is based on inbound and outbound sales activity that involves performing company research, originating new Avasant account introductions and engagement, navigating to key decision makers, generating interest, qualifying and closing deals (contact through contract), and quota attainment. Specific responsibilities include:

• Target and create new account engagement for the end-to-end Avasant value proposition at focused enterprise and select mid-sized accounts.
• Interact with prospects via telephone, online meetings, and email, including in-person meetings on a case-by-case basis.
• Research target accounts, identify key players, generate interest, and develop accounts through engagement-based solutioning to create demand for Avasant products and services.
• Present the end-to-end Avasant value proposition to prospects and customers.
• Coordinate and work with Partners and extended team members.
• Successfully manage and overcome prospect objections.
• Become a trusted resource and develop excellent relationships with prospects and targets.
• Meet quota attainment for closed won contracts and contract value on a consistent basis.

Relationship Management

• Build trusted, sustainable relationships with Providers, Executives, & Influencers
• Scheduling and attending meetings with key Provider leadership and counterparts
• Facilitate the design, management, and coordination of impactful events with Providers and influencers
• Identify and participate in meetings, workshops, conferences, networking opportunities, and Avasant marquee Customer and Provider events
• Regular regional travel to meet Providers, Influencers, and Analyst leadership

Requirements:

• 3+ years of relevant experience, preferably in sourcing advisory, management consulting, and/or senior sales roles
• At least a 3.0 GPA from an accredited university
• A strong understanding of large deal sales processes (deal strategy, supplier selection, RFS, RFP, contract negotiations, governance, etc.)
• A superb communicator with outstanding networking capabilities and the ability to quickly develop long-lasting relationships
• Experience in working within or consulting for large multinational organizations
• The candidate can be based anywhere in the US.

What Avasant Offers:

• Entrepreneurial environment, with the ability to lead and drive new initiatives to further personal and organizational goals
• International exposure and a chance to work with global clients, including some of the largest multinationals
• Training and mentoring on the latest business and sector practices based on market requirements
• Opportunity to work with and learn from an international team of industry specialists
• Focused programs for career development, including funding of industry certifications and skill development programs
• Dynamic and multicultural work environment
• Leadership opportunities
• Industry-leading compensation and benefits program