Account Executive

The Account Executive is the primary driver of the firm’s growth and market reputation. Your mission is to identify high-value partnerships, navigate complex stakeholder ecosystems, and engineer bespoke advisory solutions that solve the most pressing challenges of C-suite leaders. You bridge the gap between a client’s current state and their desired future, ensuring every engagement begins with a clear "Return on Objective" (ROO) for both the client and the firm.

Key Responsibilities

Strategic Pipeline & Opportunity Engineering

• Inbound/Outbound Orchestration: Transform high-level marketing leads into qualified opportunities using a "Research-First" approach (never a "Cold-Call" approach).

• Stakeholder Mapping: Identify and cultivate relationships within the "Economic Buying Circle"—navigating through CEOs, CFOs, and Boards of Directors.

• Solution Architecture: Collaborate with the firm's Principals to scope complex advisory projects that align with the client’s specific strategic 2026 goals.

High-Stakes Negotiation & Closing

• Value-Based Pricing: Move away from "Commodity Billing" to "Value-Based Outcomes," ensuring the firm is compensated for the impact it creates, not just the hours it spends.

• Contractual Stewardship: Lead the negotiation of Master Service Agreements (MSAs) and Statements of Work (SOWs), ensuring clear boundaries and high-margin outcomes.

• Competitive Intelligence: Maintain a "Battle Card" mindset—understanding the strengths and weaknesses of global consulting rivals to position Marq Neasman Advisory as the superior choice.

AI-Augmented Sales Operations

• Agentic CRM Management: Utilize AI tools (e.g., Salesforce Einstein or Gong.io) to analyze sentiment in client calls, predict deal slippage, and automate non-revenue-generating follow-ups.

• Predictive Prospecting: Leverage AI-driven market intelligence to identify "Trigger Events" (M&As, leadership changes, or regulatory shifts) that signal a need for our advisory services.

Relational Continuity

• Smooth Hand-offs: Ensure a "Zero-Friction" transition from the Sales phase to the Delivery phase, briefing the consulting team on the client’s "unspoken" needs.

• Expansion Revenue: Partner with the Client Experience team to identify "Upsell" and "Cross-sell" opportunities within existing accounts.

Core Competencies & Skills

• Challenger Mindset: The ability to teach the client something new about their own business and assertively lead them toward a solution.

• Business Acumen: A deep understanding of P&Ls, market dynamics, and corporate governance—allowing you to speak as a peer to a CEO.

• Radical Empathy: The ability to hear the "problem behind the problem" during discovery sessions.

• Technological Fluency: Mastery of digital sales stacks and AI-enabled research tools to maintain a high "Touch-to-Close" ratio.

• Storytelling Mastery: Converting dry data and case studies into compelling narratives of transformation and ROI.

Key Performance Indicators (KPIs)

1. New Logo Revenue: Achieve a minimum of $1 Million in new contract value (ACV) annually.

2. Sales Velocity: Maintain a lead-to-close cycle of 90 days for mid-market engagements.

3. Average Deal Size: Increase the "Base Engagement Value" by 15% through strategic solution bundling.

4. Win Rate: Maintain a 35% win rate on all qualified proposals sent to the "Economic Buyer."

Qualifications

• Experience: 5-10 years of successful B2B sales experience, specifically within Management Consulting, SaaS, or Professional Services.

• Education: Bachelor’s degree in Business, Marketing, or Finance. An MBA is highly preferred for credibility with executive clients.

• Track Record: Proven history of consistently exceeding multi-million dollar quotas in a "Complex Sale" environment.

• The "Marq Neasman" Standard: A commitment to the Servant Leadership model—selling with integrity and never promising what the consulting team cannot deliver.