The Sales Account Executive is responsible for managing, retaining, and growing an assigned portfolio of commercial accounts while driving new business acquisition through targeted prospecting and strategic expansion efforts. Approximately 80% of this role focuses on maximizing value within existing customer relationships, with the remaining 20% dedicated to generating net-new opportunities alongside BDEs, referrals, and personal outreach. This position plays a critical role in delivering exceptional client experience, developing customized solutions, and contributing to Knight Watch’s overall revenue growth.
Key Responsibilities
Account Management & Client Retention (80%)
- Manage assigned commercial accounts with a focus on long-term retention, client satisfaction, and revenue growth.
- Develop deep understanding of client environments, business needs, and technology roadmaps.
- Identify and pursue upsell and cross-sell opportunities aligned with Knight Watch capabilities and client objectives.
- Lead client meetings, QBRs, and strategic planning sessions to strengthen relationships and uncover new needs.
- Partner closely with internal delivery teams to ensure high-quality service execution and customer success.
New Business Development & Expansion (20%)
- Identify new logo opportunities through BDE collaboration, referral networks, and personal prospecting efforts.
- Conduct discovery, qualification, and early solution scoping for potential clients.
- Build a consistent pipeline of prospective accounts through outreach, networking, and market engagement.
Solution Design & Proposal Leadership
- Work with Solution Architects, Account Managers, Sales Operations Specialists, and Enterprise Account Directors to create tailored solutions that meet client requirements.
- Lead proposal development, pricing discussions, and solution presentations with support from internal teams.
- Ensure proposals and scopes of work accurately reflect client needs, budgets, and expectations.
Pipeline & CRM Excellence
- Maintain disciplined and accurate CRM records, including opportunity stages, forecasting, activities, and account notes.
- Ensure forecasting reliability by consistently updating pipeline data and adhering to Knight Watch sales processes.
- Leverage CRM insights to identify trends, risks, and growth opportunities within assigned accounts.
Cross-Functional Collaboration
- Serve as the primary commercial point of contact for assigned accounts, coordinating with operations, engineering, project management, and support teams.
- Work collaboratively with leadership to share client feedback and support continuous improvement efforts.
- Participate in sales meetings, training sessions, and collaborative planning discussions.
Qualifications
Experience & Background
- 5+ years of B2B sales, account management, or business development experience.
- Demonstrated success in managing and growing existing accounts while simultaneously developing new business.
- Experience selling technology solutions, integration services, or managed services (preferred but not required).
Skills & Competencies
- Strong communication, presentation, and executive relationship-building skills.
- Effective negotiation capabilities and ability to navigate complex buying processes.
- Proficiency in CRM systems, pipeline management, and accurate forecasting.
- Ability to collaborate effectively with technical, operational, and sales teams.
- Self-motivated, organized, and capable of managing multiple priorities within a fast-paced environment.
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