Archer - Account Executive 2, Direct Sales

5 days ago

مصر, Egypt RSA Full time

**Archer - Account Executive 2, Direct Sales**

The Archer Account Manager is responsible for maximizing customer retention rates and growing the Archer business within a territory of existing accounts by ensuring that Archer continues to deliver value to each customer, and to find opportunities for growth and additional value creation in those accounts.

**Principal Responsibilities**:

- Responsible for maximizing customer retention rates and securing renewal revenue.
- Responsible for identifying and developing new business to grow in the existing client base and ensure continued realization of value. SaaS conversions will be a top area of focus, as well as selling additional products and services that solve expanding sets of IRM challenges.
- Develop and execute a targeted sales plan to embed Archer Integrated Risk offerings within the existing install base through new target identification, prospecting, organizing resources, leading meetings and demonstrations with prospects, closing deals and facilitating contract negotiations with procurement personnel.
- Capable of understanding the customer’s business drivers, business issues and objectives so they can translate and articulate Archer’s value propositions at all levels, and across multiple domains including: (Enterprise & Operational Risk, Regulatory & Corporate Compliance, IT & Security Risk, Third Party Risk, Business and Operational Resilience, Audit).
- Maintain and nurture existing customer relationships (25-40 Accounts) via via effective account management and engagement activities within assigned accounts.
- Maintain efficient and effective operational command of the business.
- Build value-added relationships within the domain of the account - become the trusted advisor.
- Advise clients of product features, configurations, pricing, services, availability, etc. through ongoing, daily/weekly account engagement.
- Build a network within each account by being regularly available and responsive.
- Understand key business drivers and how to navigate the organization for client health.
- Explore new contacts and new initiatives through a deep understanding of the customer’s business, goals and needs - and map those to the capabilities of Archer.
- Achieve both quarterly and annual sales goals and objectives.
- Drive business development and pre-sales initiatives by leveraging both industry and technical background. Lead IRM campaigns from a business perspective, ensuring we have a full understanding of the customers’ pain, desired outcomes, and minimum requirements while establishing the value of Archer.
- Identify and pursue sales opportunities within assigned accounts.
- Deliver high impact presentations and product demonstrations to prove Archer’s strategy and comprehensive Integrated Risk Management approach can provide a differentiating value to existing Archer accounts.
- Grow overall account spend YoY via renewal and expansion business into existing accounts, including new products, services and support offerings.
- Work with, and drive a virtual team - engaging effectively with the broader Archer Sales Team, presales, professional services, channel, product management and other resources as required.
- Establish and build on relationships with the principal advisory partners, SI’s and channel partners who can affect current/future business within accounts.
- Work in a collaborative team environment to ensure each client is actively engaged and happy, and accurately position additional solutions to support a complete IRM strategy.

**Requirements**:

- Goal oriented with an innovative approach to solving problems.
- Ability to analyze information and draw accurate conclusions.
- Ability to effectively communicate with high level executive sponsors and convince them of the benefits of IRM, including creation and delivery of impactful presentations and demonstrations of the Archer solution and services
- Ability to assist executive sponsors to develop a business case for investing in IRM projects.
- Ability to negotiate both internally and externally to achieve customer and Archer goals.
- Ability to establish and accomplish aggressive goals to meet leadership expectations.
- Development and execution of a sales plan with focus on meeting and exceeding individual goals.
- Effectively forecast short-term and long-term business, and maintain good forecasting hygiene.
- Ability to work independently as well as manage a virtual team.
- Ability to effectively manage multiple priorities in a fast paced, dynamic environment, while maintaining a positive team-focused attitude.

**Education and Experience**:

- Passion for IRM / GRC and minimum of 2 years of proven enterprise sales experience in Enterprise / Operational Risk, IT Risk, Business Resiliency, Regulatory Compliance, or other relevant domains.
- Experience in Integrated Risk Management Software would be ideal.

**Desirable **Requirements**:

- Prior Archer experience, sales expe

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