Interim Account Executive

Service Description

Winning large contracts and clients can be very difficult: - It is unclear who is responsible for the transition - Sales cyles are very long - No one answers the phone and usually have very little time to talk - They don't quickly grasp the technology benefits. I have worked 20 years as an international Key Account Director, selling and managing strategic client accounts including Analog Devices, Apple, Arup, IBM, Nokia, Severn Trent, Texas Instruments. This allowed me to acquire in-depth practice knowledge of a proven methodology to win large contracts called Account-Based Marketing (ABM). I then coached +65 cleantech startup leaders - accelerator beneficiaries - to adopt the ABM approach, and build the ABM capacity. Interim consulting is now available to accelerate growth, building pipelines from scratch, with a focus on sustainability. In practice, we will collaborate to: - Collect client needs - Map the sales process and sales . - Map your ecosystem - Co-navigate your system to bring about change using techniques like "The constellations" and systemic coaching. You with your technical skills, me with my ABM know-how. Attend discovery and other sales meetings together, and refine the approach continuously. - Build your ABM sales and marketing process, system and team. - Reflect on learnings and how it impacts the R&D and the commercialisation strategy. and much more. Impact: - Win your first pilots. - Gain deep client insights with strategic impact. - Obtain reference clients to convince investors of market traction. Your commitment: - Appetite to test a new sales approach. - A business and technical face-to-face briefing of 2 days. - Sales, marketing and R&D team alignment. - Marketing & sales tools with an optimised value proposition for each target "persona". - Commit to regularly promote your innovation. - Availability for the technical side of the pitch at sales meetings, conferences. - Set up ABM metrics to measure the new approach ROI & monitor. - MSTeams or similar with an email address and secure a visioconference tool. Terms and Conditions: - Pipeline size and focus are agreed up-front. - 6 working days per quarter with a minimum commitment of 6 months. - Quarterly face-to-face team meetings with additional travel costs - Prospecting is via videoconference with regular client face-to-face meetings within Europe. - Prospecting in English and/or French languages. Upfront technical and business briefing is required.