Job Title: ABM Sales Executive

Location: New Delhi

Job Purpose:

The ABM (Account-Based Marketing) Sales Executive is responsible for driving sales growth by focusing on high-value, strategic accounts identified through account-based marketing initiatives. This role requires a deep understanding of target accounts, the ability to build relationships with key decision-makers, and the capability to move opportunities through the sales pipeline to close. The ABM Sales Executive will work closely with marketing, customer success, and other internal teams to ensure that sales efforts are aligned with the broader ABM strategy, maximizing the effectiveness of tailored campaigns and outreach efforts.

Role & Responsibilities:

- Target Account Engagement: Own and manage the sales process for a specific set of high-value, strategic accounts identified through ABM initiatives. Develop and execute personalized outreach strategies to engage key decision-makers at these accounts.

- Collaboration with Marketing & Customer Success: Partner with the ABM marketing team to ensure alignment on account targeting, messaging, and campaigns. Work with the customer success team to understand existing client needs and uncover opportunities for growth and upselling.

- Lead Qualification & Pipeline Management: Qualify leads and opportunities from marketing campaigns and drive outbound efforts to target accounts. Ensure that opportunities are accurately tracked and updated in CRM (e.g., Salesforce) and maintain an organized pipeline for follow-ups, negotiations, and closing.

- Relationship Building: Build strong, trusted relationships with key stakeholders at target accounts, including decision-makers, influencers, and C-level executives, to identify their pain points, challenges, and business goals.

- Consultative Sales Approach: Take a consultative approach to sales, tailoring presentations, demos, and proposals to address the unique needs of each account. Understand client challenges and offer customized solutions to drive value.

- Sales Forecasting & Reporting: Provide accurate sales forecasts and regularly report on account progress, pipeline health, and results to senior management. Utilize CRM and other tools to track sales activities and performance.

- Negotiation & Closing: Lead negotiations and close deals, ensuring all terms, pricing, and agreements are aligned with company goals. Maintain strong follow-up to drive deals to successful closure.

- Market & Competitor Intelligence: Stay up-to-date on industry trends, competitor offerings, and market conditions to effectively position products and services against competitors in each account.

- Customer Retention & Upselling: Collaborate with customer success teams to ensure smooth onboarding and implementation of solutions, while identifying opportunities for upselling, cross-selling, and long-term customer retention.

- Account Performance Review: Conduct periodic reviews with key accounts to ensure satisfaction and identify new opportunities for growth or expansion within the account.

Qualifications:

- Education: Bachelor's degree in Business, Marketing, Communications, or a related field. Advanced certifications or MBA are a plus.

- Experience: Minimum of 1 year of B2B sales experience, preferably in account-based selling or enterprise sales. Experience in a SaaS, technology, or other high-growth industry is highly desirable.

Skills & Expertise:

- Proven experience managing a sales pipeline and closing complex sales in a B2B environment.

- Ability to build relationships with senior executives and decision-makers in target accounts.

- Strong understanding of the ABM methodology and experience working closely with marketing teams on ABM strategies.

- Proficient in CRM tools (e.g., Salesforce, HubSpot) and sales enablement platforms.

- Excellent communication, presentation, and negotiation skills.

- Strong analytical skills and the ability to use data to drive decisions and adapt strategies.

Key Competencies:

- Results-driven with a proven ability to meet or exceed sales targets and quotas.

- Highly organized with the ability to manage multiple accounts and opportunities simultaneously.

- Strong interpersonal and relationship-building skills with the ability to influence at all levels within an organization.

- Ability to work independently and as part of a collaborative team.

- Strategic thinking with the ability to adapt quickly to changing market conditions and customer needs.

Preferred:

- Experience with account intelligence tools and platforms (e.g., Demandbase, LinkedIn Sales Navigator).

- Knowledge of ABM best practices and experience in developing tailored sales strategies for high-value accounts.

- Experience in upselling, cross-selling, and driving long-term customer success.

About Company:

Techworks is a leading provider of innovative digital signage solutions, empowering businesses to create engaging and dynamic visual experiences. We specialize in delivering cutting-edge software that transforms static displays into interactive and dynamic communication platforms. Our commitment is to provide top-notch digital signage solutions that redefine customer engagement.