Topcoder Account Executive

Topcoder is a community where you can connect, learn, and earn. We are competitive in nature and nurturing at our core. We connect incredibly talented individuals across the globe with customers who have tough problems to solve. As an open talent platform, Topcoder offers competitive programming, coding competitions, and freelance gigs, along with learning and up-skilling opportunities. Customers include Adobe, BT, Comcast, Google, Harvard, Land O'Lakes, Microsoft, NASA, SpaceNet, T-Mobile, US Department of Energy, Zurich Insurance, and more Topcoder is looking for motivated self-starters to join our Sales team as Account Executives. An Account Executive is solely responsible for generating business for new accounts and expanding business at existing accounts within a specified territory. Our account executives are facilitators between stakeholders, clients, and the delivery team at Topcoder to drive revenue from crowdsourcing engagements. It is a mix of territory management and solution selling, including leveraging Topcoder’s growing partner ecosystem of GSIs and delivery partners to provide the best outcomes for customers. Ideally, Account Executives become the “crowd advisor” for enterprise customers and motivate them to expand usage of the Topcoder platform and offerings. Objectives Exceed sales quota within assigned accounts/geography Identify growth opportunities Customer success (keep customers for life) Drive crowdsourcing adoption & implementation RESPONSIBILITIES AND DUTIES Meet and exceed sales quotas. Provide account-based forecasting for revenue based on active and upcoming projects. Actively expand existing accounts to ensure the achievement of account-based revenue targets. Maintain awareness of industry trends concerning development, design, and data science, and articulate how clients can use crowdsourcing to approach these trends. Comfortable working across multiple industries and leveraging internal and partner expertise to translate crowdsourcing benefits into industry-specific messages. Quickly apply subject matter and technical expertise to client problems to map them to solutions using specific Topcoder crowdsourcing offerings and capabilities. Manage account-based sales programs (e.g., QBRs) and ensure interlock with other functions, including product management, marketing, etc. Build strong multi-level relationships with individual contributors through senior executives(including CxO). This will require participating in program and project discovery meetings through strategic planning sessions. Serve as an escalation point for the customer and internal resources related to all account operations, e.g., delivery, invoicing, and collections. Ensure high NPS across accounts and drive renewals to prevent churn. Provide account history updates (annually) and customer win details (as they happen) to marketing Orchestrate all engagements, from an opportunity to invoice payments. Be process driven 5+ years of experience in complex sales, solution selling, and strategic accounts selling, including any combination of hunting, farming, or technical sales roles Proven track record of meeting and exceeding quotas2 BA/BS or equivalent; MBA is a plus; or equivalent combination of education and experience This is a direct sales role. Superior communication skills (both for internal and external clients), strong leadership qualities, and team-oriented business values are essential. Must be located in the geographic territory - relocation may not be considered. Experience working through Account teams as a pre-sales or service line team member is a plus. You can help identify & sell growth opportunities Open to frequent customer-related trave Hands-on experience with design, development, or data science projects for either enterprise or technology companies Experience in IT technology consulting projects in the areas of analyzing existing system architectures and technology portfolios; making recommendations for improvements and alternatives Knowledge/understanding of emerging technology stacks and software development methodologies Drive and motivation to make crowdsourcing the next major industry trend. Ability to quickly learn new technologies and apply them in real-world situations Detail-oriented, ability to do some hands-on work if required