Alight Solutions Hiring for Strategic Account Executive-Virtual/NA at Chicago, IL  Full Time

At Alight, we believe a company’s success starts with its people. At our core, we Champion People, help our colleagues Grow with Purpose and true to our name we encourage colleagues to “Be Alight” It’s why we’re so driven to connect passion with purpose. Our team’s expertise in human insights and cloud technology, gives companies and employees around the world the ability to power confident decisions, for life. With a comprehensive total rewards package, continuing education and training, and tremendous potential with a growing global organization, Alight is the perfect place to put your passion to work. Join our team if you Champion People, want to Grow with Purpose through acting with integrity and if you embody the meaning of Be Alight. Learn more at careers.alight.com

Strategic Account Executive – Role Description

(Virtual Role)

The Strategic Account Executive must be strategic, proactive, agile, creative and confident in order to foster executive relationships at the C-Suite and Head of Shared Services level. They are responsible for revenue retention, sales growth, renewal motions, and client management for their assigned (1-6) industry-based accounts.

The Strategic Account Executive is responsible for the end-to-end revenue retention, sales growth, and renewal of strategic accounts. The Strategic Account Executive cultivates relationships within their accounts to identify opportunities to enhance client product engagement and generates demand within accounts for bundled solutions that demonstrate our “One Alight” advantage for the entire portfolio (Benefits, Payroll, Cloud, and Consumer Experience). The individual will work with assigned Solution Architects who are product experts and pre-sales support. Strategic Account Executives will be responsible for exceeding annual sales goals by leading and executing the expansion of Alight services within their assigned accounts developing relationships with clients to understand customer needs. The individual must be capable of executing the full sales cycle, understands our competition, able to effectively collaborate with Alight support and solutions colleagues, and be the trusted advisor to their assigned clients.

Responsibilities:

Domain expertise

• The sales executive ideally has a background in either Benefits or Payroll and will become a generalist in the entire Alight portfolio.

• Collaborates with Solutions Architects and other Subject Matter Experts to share market insights. This network is utilized to ensure we are bringing the latest insights to the sales process and product solutions.

Sales process

• Retains clients, maintains sustainable relationships, and understands all of our competitors

• Ability to generate client demand for Alight product solutions and expansion of Alight services by demonstrating thorough understanding of client needs – this individual is a strategic seller

• Builds the overall commercial strategy and develops overall Alight narrative to communicate and educate clients about Alight’s offerings and advantages over competitors

• Drives renewals and executes end to end expansion sales within customer base

• Pursues and develops new opportunities, and expansion opportunities at named accounts

• Creates and overall client plan that includes account mapping and renewals, retention, and overall strategic plan

• Identifies key success measures for solutions within account and then manages to the plan

• Qualifies, documents and updates opportunity and pursuit strategy throughout sales process

• Leverages strategic customer relationships to deliver sales growth across multiple relationships across HR, IT and Finance

• Proactively communicates successes, opportunities, and account direction to internal leadership

• Lead high-level discussions at the corporate level of the Strategic Account

• Develops expansion scope of solution set and brings in other resources such as Solutions Architects to help expand client understanding, conduct demos, and assist with scope management

• Collaborates with internal resources (Finance, etc.) to plan at account level pricing strategy, analytics, business review prep & presentation

• Demonstrates strong upselling aptitude to secure product adoption, renegotiate Key Performance Indicators, and secure incremental budgets that align with client objectives and drive client growth

• Ensures client satisfaction and continuously monitors ongoing client satisfaction throughout all phases in the sales cycle

• Provide timely and accurate sales forecasts and reports to inform management’s strategic decision-making

Client Relationship Management

• Serve as a strategic partner/trusted advisor, understanding client needs and l marketing dynamics to identify how client business goals can best be met and exceeded, and showcasing creative-thinking to establish long-term client trust

• Develop full understanding of Alight’s product suite, features, value proposition, and differentiating traits vs competitive landscape; display comfort in speaking to Alight’s offerings and confidence in accurately identifying product and feature sets that will meet and surpass client needs and performance goals

• Prioritize client engagement with an emphasis on maximizing revenue growth and efficiency, uncovering high potential opportunity, and implementing client retention strategies to minimize churn, while achieving client business goals and objectives

• Deploy sound bid management and optimization strategies across client portfolio at scale; proactively identify ways to communicate new features and growth opportunities, while setting proper expectations and meeting deadlines

• Develop collaborative relationships with internal commercial and operational teams, e.g. Sales/Delivery; display comfort in leading problem-solving discussions that add value to client relationships, solve challenges, and achieve company goals

• Ensures client satisfaction and continuously monitors ongoing client satisfaction

Qualifications

Formal education and certification

• Bachelor’s degree preferred

Knowledge and Experience

• 15+ years professional sales experience or 15+ years in either Benefits or Payroll firm experience and required to quickly become a generalist in the entire Alight portfolio with training Experience with both inbound and outbound lead generation, customer service, strategic based selling techniques

• Excels in the areas of strategic sales methodology, forecasting accuracy, process and sales leadership

• Exceptional presentation skills at the C-Suite level

• Proven Strategic Thought Leader

• Consultative strategic seller that can demonstrate value

• Highly analytical approach to defining client outcomes and articulating value

• Ability to use facts and data to tell a story that leads to sales

• Ability to inspire the team and excite the organization to rally behind the strategy

• Maintains strong content knowledge across entire Alight portfolio

• Proven ability of working under pressure with resilience and tenacity

• Proven ability to be a proactive leader

• Proven ability to create energy and focus in highly matrixed team

• Travel Expectation 10 – 25% (will vary but historical has been 50% +) of the time (sometimes on short notice) to support meetings with clients

By applying for a position with Alight, you understand that, should you be made an offer, it will be contingent on your undergoing and successfully completing a background check consistent with Alight’s employment policies. Background checks may include some or all the following based on the nature of the position: SSN/SIN validation, education verification, employment verification, and criminal check, search against global sanctions and government watch lists, credit check, and/or drug test. You will be notified during the hiring process which checks are required by the position.

Our commitment to Diversity and Inclusion

Alight believes diversity should be visible, valued, and sustained throughout the organization. And we’re committed to enabling an inclusive culture of belonging that engages all colleagues and grows the diversity of our talent to proudly represent the clients and communities we serve.

As an affirmative action employer, we adhere to the principles of equal employment opportunity in the workplace as defined in our diversity policy statement.

Diversity Policy Statement

Alight does not discriminate against anyone based on sex, gender, race, color, religion, creed, national origin, ancestry, age, physical or mental disability, medical condition, pregnancy, marital or domestic partner status, citizenship, military or veteran status, sexual orientation, gender, gender identity or expression, genetic information, or any other legally protected characteristics or conduct covered by federal, state or local law. In addition, we take affirmative action to employ and advance in employment qualified minorities, women, disabled persons, disabled veterans and other covered veterans.

Alight provides reasonable accommodations to the known limitations of otherwise qualified employees and applicants for employment with disabilities and sincerely held religious beliefs, practices and observances, unless doing so would result in undue hardship. Applicants for employment may request a reasonableaccommodation/modificationby contacting his/her recruiter.

Authorization to work in the Employing Country

Applicants for employment in the country in which they are applying (Employing Country) must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the Employing Country and with Alight. #LIRemote

Note, this job description does not restrict management’s right to assign or reassign duties and responsibilities of this job to other entities; including but not limited to subsidiaries, partners, or purchasers of Alight business units.

We offer you a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.

Pay Transparency Statement: Alight takes into consideration a candidate’s experience, education, certification/credentials, market data, internal equity, and geography when determining an offer for a successful employment candidate, and Alight does so on an individualized, non-discriminatory basis. Therefore, an offer may fall anywhere between the estimated minimum base salary for this role of $166,500.00/year (for full time employees) and the estimated maximum base salary for this role of $264,300.00/year (for full-time employees). Alight also offers a comprehensive benefits package; for specific details on our benefits package, please visit: https://careers.alight.com/us/en/alight-us-benefits-2023

DISCLAIMER:

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities of this job to other entities; including but not limited to subsidiaries, partners, or purchasers of Alight business units.

Alight Solutions provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, pregnancy, childbirth or related medical condition, veteran, marital, parental, citizenship, or domestic partner status, or any other status protected by applicable national, federal, state or local law. Alight Solutions is committed to a diverse workforce and is an affirmative action employer.