Original listing text, shown exactly as published by the company.
About the position
Account Executives at Ippon Technologies are responsible for driving Consulting Services growth by networking, identifying prospects, developing pipeline, qualifying, negotiating, developing SOWs, and closing sales opportunities for new and existing clientele. This role will support full-cycle sales across the NYC region for clientele in the banking, insurance, hedge funds, asset management, and other regulated industries. We have an established portfolio of active clients in Major Capital Markets and Banks across the region. With that said, success in this position will require you to regularly be available for in-person initiatives that strengthen client, partner, and prospect relationships.
Ippon’s sales approach is outcome-oriented, positioning cloud, data, AI, engineering services, and enablement offerings through clear business value and ROI. Client relationships typically begin with assessments or pilot engagements and expand into larger initiatives over time that often lead to repeat business. A critical component of this role includes partnering alongside AWS and Snowflake to co-sell opportunities and bring value through aligned go-to-market strategies, enabling accelerated growth for us, our clients, and partners. We differentiate our consulting delivery with a player-coach approach, providing practitioners who understand the regulatory and operational nuances of FSI, combined with deep technical expertise.
Roles and Responsibilities
- 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
- Meet weekly with our technology partners, AWS & Snowflake, at their Manhattan offices, to strategize sales tactics, 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 / DevOps, 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 Client Success team to address and remediate any project delivery/success feedback, ensuring customer satisfaction and consistent engagement
Competencies we are looking for
- Minimum Requirements:
- 5+ years of enterprise full-cycle sales experience in the IT industry, ideally in tech consulting
- 2+ years of experience selling Cloud and/or Data-related professional services or consulting services
- 2+ years of proven success with greenfield sales efforts, co-selling alongside technical partners, & collaborating with business development representatives to achieve sales quotas
- 2+ years of sales experience with an AWS or AWS Premier Technology Partner
- 2+ years of experience leveraging Salesforce CRM to manage enterprise sales opportunities
- 2+ years of experience supporting industry events and conferences to expand sales efforts
- Experience collaborating with Marketing and Business Development teams in leveraging HubSpot for tailored outreach campaigns
- Excellent written and verbal communication skills, with the ability to present complex topics to technical and non-technical audiences in a compelling manner
- Ability to travel to office locations or events up to 50% of the time
- Preferred Requirements:
- Active AWS Certification (Certified Cloud Practitioner), or a willingness to obtain this certification within your first 90 days
- Ability to prioritize and deliver results in a fast-paced environment, with a history of surpassing sales quotas
- Bachelor's degree in Computer Science, Data Science, Business Intelligence, or a related field preferred
