Enterprise Account Executive STB

Descripción

A Little About ADP

We are a global leader in human resources technology, offering the latest AI and machine learning-enhanced payroll, tax, human resources, benefits, and much more. We believe our people make all the difference in cultivating an inclusive, down-to-earth culture that welcomes ideas, encourages innovation, and values belonging. We've received recognition as a global Best Places to Work and a recipient of many prestigious awards for diversity, equity, and inclusion, including a DiversityInc® Top 50 Company, Best CEO and company for women, LGBTQ+, multicultural talent, and more.

Position Summary :

As a District Manager, Sales to the Base – Enterprise within the Multinational Accounts division, you will be responsible for driving revenue growth across an assigned portfolio of existing enterprise and multinational clients.

Your primary focus will be to identify, develop and close expansion opportunities through upsell, cross-sell and strategic account development. You will partner with senior business leaders to understand their evolving needs and position ADP's portfolio of solutions to support their growth, transformation and workforce management objectives.

Working closely with Customer Success, Service Delivery, Product Specialists and international ADP teams, you will build and execute strategic account plans designed to increase ADP's footprint and solution adoption within existing customers.

Key Responsibilities :

Grow Existing Client Revenue

• Manage and develop a portfolio of strategic enterprise and multinational accounts.
• Deliver and exceed assigned sales targets through upsell and cross-sell activities.
• Identify opportunities across ADP's Payroll, HCM, Workforce Management, Analytics, Compliance and HR Technology portfolios.
• Drive account expansion through additional products, services, countries, business units and employee populations.
• Develop and execute growth strategies aimed at increasing ADP's share of wallet within assigned clients.

Build Executive Relationships

• Establish trusted advisor relationships with key stakeholders across the client organization.
• Engage senior executives including CFOs, CHROs, CIOs, HR Directors and Global Payroll leaders.
• Conduct executive business reviews to uncover strategic initiatives and new opportunities.
• Increase ADP's visibility and strategic relevance within customer organizations.

Strategic Account Planning

• Develop and maintain comprehensive Account Plans and Power Maps.
• Identify white-space opportunities and build expansion plans across complex organizations.
• Leverage MEDDIC methodology to qualify opportunities and improve win rates.
• Build strong relationships with decision-makers, influencers and sponsors across assigned accounts.

Lead Complex Sales Cycles

• Manage opportunities from discovery through contract signature and implementation handover.
• Coordinate internal resources including Presales, Product Specialists, Legal, Operations and International Sales teams.
• Lead commercial discussions and negotiate complex agreements in French and English.
• Maintain accurate pipeline management and forecasting within Salesforce.

What You'll Do :

Drive Revenue Growth

• Execute growth plans across an assigned portfolio of Enterprise customers.
• Generate incremental recurring revenue through strategic account expansion.
• Increase solution penetration and adoption across existing customer organizations.
• Deliver accurate forecasts and maintain a healthy pipeline of expansion opportunities.

Create Customer Value

• Understand customer business objectives, challenges and transformation initiatives.
• Position ADP solutions as strategic enablers of business outcomes.
• Build compelling business cases that demonstrate measurable value and ROI.

Collaborate Across ADP

• Work closely with Customer Success, Operations, Marketing, Product and Country Teams.
• Coordinate global resources to support multi-country opportunities.
• Leverage the ADP ecosystem to maximize customer growth and success.

Your Background :

Must-Have

• Minimum 5 years of experience in Enterprise Account Management, Strategic Account Management or SaaS Sales.
• Proven success in growing revenue within existing enterprise accounts.
• Strong track record in upselling, cross-selling and account expansion.
• Experience engaging with C-level executives and senior decision-makers.
• Strong account planning, territory management and opportunity management skills.
• Experience using MEDDIC or a comparable sales methodology.
• Excellent commercial, negotiation and consultative selling capabilities.
• Proficiency with Salesforce or equivalent CRM tools.
• Native French and business fluent English.

Preferred

• Experience selling HCM, Payroll, Workforce Management or SaaS solutions.
• Experience managing multinational and enterprise customers.
• Understanding of global HR, payroll and workforce transformation initiatives.
• Experience working within a matrix and international organization.
• Strong Challenger Sales capabilities and strategic selling approach.

A little about ADP: We are a comprehensive global provider of cloud-based human capital management (HCM) solutions that unite HR, payroll, talent, time, tax and benefits administration and a leader in business outsourcing services, analytics, and compliance expertise. We believe our people make all the difference in cultivating a down-to-earth culture that embraces our core values, welcomes ideas, encourages innovation, and values belonging. We've received recognition for our work by many esteemed organizations, learn more at ADP Awards and Recognition.

Diversity, Equity, Inclusion & Equal Employment Opportunity at ADP: ADP is committed to an inclusive, diverse and equitable workplace, and is further committed to providing equal employment opportunities regardless of any protected characteristic including: race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, protected veteran status or disability. Hiring decisions are based upon ADP’s operating needs, and applicant merit including, but not limited to, qualifications, experience, ability, availability, cooperation, and job performance.

Ethics at ADP: ADP has a long, proud history of conducting business with the highest ethical standards and full compliance with all applicable laws. We also expect our people to uphold our values with the highest level of integrity and behave in a manner that fosters an honest and respectful workplace. Click https://jobs.adp.com/life-at-adp/ to learn more about ADP’s culture and our full set of values.