Nordic Account Executive – Prosci

Job title:

Nordic Account Executive – Prosci

Company:

Hudson Nordic

Job description

ABOUT PROSCIFounded in 1994, Prosci is a global leader in change management and the provider of choice for 80% of Fortune 100 companies. Prosci combines scientific research with the people side of change to deliver results-focused solutions that enable clients to achieve change outcomes and grow organizational change capability. Prosci maintains the industry’s largest body of change management research-the basis for the company’s tools, methodologies, advisory services, and role-based development programs. To date, Prosci has certified over 100,000 change management practitioners worldwide.NORDIC ACCOUT EXECUTIVE – PROCSIThe Nordic Account Executive/Nordic Lead role drives large enterprise growth engagements with existing strategic large accounts and architects change success plans, to help Prosci enterprise clients establish change management capability. In this role you’ll have an opportunity to engage with C-level executives and senior leaders in Fortune 500 organizations to manage complex change management initiatives and lead a consultative sales process to secure multi-service engagements. The Nordic Account Executive will be a self-starter with a proven track record of building relationships, selling enterprise consulting solutions, and successfully navigating complex sales cycles with multiple stakeholders.SCOPE & RESPONSIBILITIES

• Drive revenue growth by identifying and engaging clients interested in developing organizational change capability and/or interested in applying change management on must-win business initiatives.
• Develop Account growth strategies that position the Prosci brand as a market leader inside target accounts.
• Establish relationships with C-level executives and senior level decision makers across a variety of Industries.
• Collaborate with account team and internal partners on regular client touchpoints, to include annual account reviews for our most important strategic accounts, provide direction and on-going feedback on change management strategy, and recommend Prosci offerings that will advance client’s change capability.
• Represent the organisation in a variety of marketing and growth activities, including onsite sales meetings, and online meetings with potential clients, tradeshows, and events.
• Responsible for driving key business development metrics such as deal in our top enterprise engagements, increased sales for new service offerings and strategic customer success measures to including service plans and client maturity assessments.
• Manage all aspects of Prosci’s client acquisition process from identifying new opportunities, assessing, and scoping needs of the client, creating compelling proposals, collaborating with Prosci team on timing and fit, and successfully negotiating contracts to close.

ATTRIBUTES, SKILLS & EDUCATIONAL REQUIREMENTS

• Strong solution sales experience and negotiation skills. Must have experience selling multi-year, large (DKK 5 – 15 mio.) professional service engagements.
• Proven ability to build complex proposals comprising multiple components, e.g. training, advisory, capability building, licensing.
• Track record of successful goal/quota attainment in sales or business development responsible role.
• High level of interpersonal and emotional intelligence, including the ability to handle complex client situations with poise, tact, and diplomacy.
• Ability to interact and communicate with individuals at all levels, from C-level/senior leaders to front line associates, both internally and externally.
• Strong interpersonal collaboration skills; comfortable partnering with multiple team members and other functional areas for team-based selling
• Experience of building strategic account plans for regional/global accounts, and a proven track record of successful account management.
• Problem solver with the ability to understand complex client challenges and arrive at results-oriented solutions.
• Proficiency in MS Office, specifically Word, Power Point and Excel are required, as well as experience with CRM systems (Salesforce.com is ideal).

PPROFESSONAL EXPERIENCE

• Bachelor’s degree in related field.
• 10+ years of experience acquiring new clients using a consultative sales approach with expertise in change management, advisory services and/or professional service sales.
• 10+ years of experience engaging with senior-level leaders across multiple industries.
• A track record of successful goal/quota attainment in sales or business development responsible role, in terms of growing existing accounts, and expanding the customer database in the Nordics region.
• Fluent in Danish & English
• Experience of solutions sales, ideally related to people and organisations, e.g. consultancy, professional services.
• Excellent professional judgment and a strong commitment to maintaining confidentiality.
• Creative thinker and problem solver, able to arrive at the best solutions for all parties.

RELATIONS

• Position reports to: VP Europe Growth
• Key Stakeholders: EVP Growth, AM, ASC, Advisory
• Work location: Hybrid-Remote / Copenhagen office
• Travel Requirements: 30% of the time.

WHAT PROCSI OFFERSFortune Magazine recognized Prosci as one of the top 20 Best Places to Work in Consulting and Professional Services.At Prosci, you’ll find more than a job. Here, you can be you, contribute to meaningful work in the world, enhance your overall wellness, co-create your professional experience, find your flow, and learn and grow. Prosci global team is rich in experiences and passion for helping our clients create change success.Benefits

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Family Leave (Maternity, Paternity)
• Short Term & Long Term Disability
• Training & Development
• Work From Home
• Wellness Resources

For more information, contact Partner, Claes Nørgaard at

Expected salary

Location

København

Job date

Thu, 11 Apr 2024 04:45:15 GMT

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