Professional Services Account Executive

We’re hiring a Professional Services Account Executive!

Employment type: Full Time/Direct Hire (No Agency/No C2C)

Location: Charlotte, NC Metro Area

Location Type: Hybrid - Home Office & Local Ippon office (1-2 days per week onsite in CLT)

About Ippon:

The Ippon story started in 2002 in Paris, France - cue in the accordion. Our founder and CEO Stéphane Nomis used his unique experience as an international Judo champion to create a culture based on the sports values of ambition and excellence. Our USA Headquarters office is located in Richmond, VA, with additional offices in New York, NY, Washington DC, and Atlanta, GA.

We are a technology consulting firm that specializes in helping accelerate our client’s digital roadmap in the areas of Product Management, Cloud, Data, and Software Engineering.

About the position:

Ippon’s Account Executives have the unique opportunity to work with a team of talented and driven consultants to help the clients achieve their business and digital transformation goals. The Account Executives represent Ippon and its capabilities as they engage and support clients, and deliver a great experience throughout the sales and account management engagements. At Ippon, we love supporting our clients as they tackle their challenges, and the Account Executives are at the forefront of each adventure.

• Technical Consulting Discovery & Full-Cycle Sales:
• Develop and maintain a deep understanding of Ippon's service offerings, value propositions, and delivery capabilities, and effectively articulate them to educate prospective and existing clients on Ippon’s expertise
• Maintain a robust pipeline of greenfield & pre-qualified leads, partner sales opportunities, and current engagement expansions to achieve sales targets
• Leverage our strategic technology partnerships (AWS & Snowflake) to develop new co-selling opportunities and/or expand existing accounts
• Identify, analyze, develop, and actively manage comprehensive account sales strategies based on domain, specificity, market trends/size/data, partnerships, etc
• Thoroughly assess and qualify client needs in the Discovery process to ensure clients’ technical and business needs are fully vetted and understood
• Effectively negotiate pricing, activities/deliverables, assumptions, acceptance criteria, delivery personnel, and structure (i.e., work locations, remote capacity), and payment terms with clients
• Manage and facilitate the creation and execution of Proposals, MSAs, SOWs, SOW Extensions, and NDA’s with Practice Leads and Executive Leadership, internally and externally
• Prepare and share communication around opportunity and account statuses, including competitors’ offers and strategies
• Maintain flexibility, focus, organization, and prioritization to effectively manage multiple sales opportunities, clients, projects, and deadlines
• Monitor industry market trends and conditions to stay up to date on changes that may be impacting the target clientele
• Responsible for monitoring, escalating, negotiating, and closing potential sales-related expansion opportunities, including all related documentation and proposal management
• Manage and maintain all engagement-related documentation, such as account notes and sales plans via Salesforce as defined by Standard Operating Procedures (SOPs)

• Marketing & Relationship Management:
• Partner with Marketing, Business Development, and Practice Managers (Product, Data, Cloud / Dev Ops, Software Engineering) to identify new and existing client demands and opportunities
• Partner with the Marketing and Business Development in creating and articulating compelling value propositions, offerings, case studies, etc
• Build and maintain strong, long-lasting client relationships based on consistent and effective communication, frequent engagement, and top-notch delivery
• Develop trusted advisor relationships with customer stakeholders and executive sponsors
• Expand Ippon’s presence and recognition by participating in external meetups, conferences, or community events
• Consistently identify opportunities for continuous improvement in processes of both new business development and existing account management
• Work with the…