Strategic Accounts, Principal

What is the goal of Strategic Accounts?

The Strategic Accounts program will streamline GES's GTM approach toward strategic accounts, improving long-term value creation and retention for the world's top HCM solution buyers. Our goals are to:

• Accelerate penetration and growth of most strategic accounts, comprised primarily of payroll new logos (i.e., pure prospects, and current US non payroll clients)
• Develop a long-term view of account relationship, sales and retention, with focus on driving synergistic value for both account and ADP
• Deliver attractive value proposition for the client and growth potential for sales rep, removing distractions for targeted focus on strategic accounts

• Serve as single point of contact for key decision makers in allocated accounts
• Identify opportunities in allocated accounts and execute successful sales process
• Ensure value creation for client by clearly defining business objectives and measuring success against it
• Identify cross-sell & upsell opportunities (land and expand); & ensure renewals / retentions in portfolio
• Liaise with ADP's cross functional teams to develop ADP's unique value proposition to the account
• Develop detailed account plans -- current client needs & evolution, solutions, short-term goals, yearly targets, planned activities
• Identify key decision makers & build relationships with C-suite, HR, Procurement, IT of Strategic Accounts
• Capture and communicate value created for client in quarterly reviews and end of year capstone
• Keep track of balance of trade with top accounts who are also suppliers to ADP, and devise means to address imbalance

• Steering on implementation and client service through periodic check-ins with Project Manager / Global Program Director
• Collaborate with client team to develop project scope, roadmap and timeline
• Assess and address roadblocks to ensure project delivery timelines

• ADP C-suite access/relationship through Executive Sponsorship Program
• End-to-end white glove service, from initial sales to implementation
• Thought partnership with ADP to drive product innovations and roadmap
• Connect with exclusive ADP facilitated community comprising Strategic Accounts' c-suite
• Access to ADP's Global Security Organization (GSO) for Insights on security and compliance
• Strategic advice on PR/HR processes and policies based on ADP's industry experience and benchmarks
• Global sales experience
• 10 or more years of HCM sales experience

• A college degree is great but not required. What's more important is having the skills to do the job.
• Experience working on a sales quota
• Demonstrated ability to exceed sales quotas
• Business-to-business experience in (HCM) human capital management, payroll, HR solutions, HRBPO or talent management
• Goal oriented and ambitious, with capacity and drive to reach and exceed quotas
• Demonstrated cold calling sales ability, with assertive, positive and persistent style
• Proven customer service and relationship building skills
• Ability to effectively communicate through all mediums (verbal, listening, written)
• Aptitude for acquiring sales skills and product knowledge
• Organized, with effective time management skills
• Ability to work independently and with a team
• General business acumen
• Mature and self-confident
• Capacity to work under pressure
• Strong work ethic
• Committed to building a career path

Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity or commissions.

We offer the following benefits:

• Medical
• Dental
• Vision
• Life Insurance
• Matched Retirement Savings
• Wellness Program
• Short-and Long-Term Disability
• Charitable Contribution Match Holidays
• Personal Days & Vacation
• Paid Volunteer Time Off
• and more

The compensation for this role is $87,500.00 - $ / Year.

ADP is committed to an inclusive, diverse and equitable workplace, and is further committed to…