Global Account Executive

Job Description:

This position is responsible for the sales and account management activities associated with assigned prospects and Vertex customer accounts, including account management strategies as well as engagement and expansion plans to ensure profitable growth within these customers. The focus of this position is to maximize the value that customers and Vertex receive through adoption and use of the Vertex Solutions. The GAE is expected to serve as the primary point of contact for the customer and to maintain customer satisfaction through issue mitigation and escalation management. The GAE is responsible for retention of the revenue associated with customers within their portfolio, effective positioning of the specific Line of Business value proposition in order to leverage adoption of our solutions and services necessary to support the customer. Most GAEs are field-based and will be assigned to approximately 60-80 named accounts.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

Develop and implement account strategies and plans that further existing account adoption and identify new business opportunities within assigned accounts. These plans should:

• Expand the customer relationship, resulting in an increase in overall account value
• Ensure rapid adoption and enablement of solutions that drive value for the customer
• Expand tax process automation across Vertex Line of business applications
• Increase and expand the customer’s usage of Vertex Enterprise (VE)
• Track performance and overall customer satisfaction
• Meet or exceed account-specific revenue and profitability goals for account portfolio including but not limited to renewals, subscription software expansion, and services billings
• Maintain a close working relationship with other Vertex teams and Work Centers (such as Solution
• Teams, Strategy Teams, Support, Consulting) in support of global customers and corporate functions necessary to support all assigned accounts.
• Act as primary escalation point for those accounts within their portfolio
• Drive opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and VE growth opportunities
• Partner with Vertex Renewal Management group on opportunity management and commercial negotiation of the entire opportunity (from opportunity to close) for renewals
• Facilitate quarterly Account Reviews with customer and Account team members to confirm ongoing customer account goals and strengthen relationships
• Manage new account assignment into portfolio of accounts
• Travel required - 25% time estimated
• Participate in other projects or duties

SUPERVISORY RESPONSIBILITIES:

• N/A

KNOWLEDGE, SKILLS AND ABILITIES:

• Selling, Account Management or delivering consulting services
• Managing complex customer engagements, including VP and C level communications
• Complex Account Management
• Proficiency in Microsoft Office: Excel, PowerPoint, Word and Outlook
• Ability to apply broad expertise or unique knowledge and professional concepts to develop resolutions to critical issues
• Ability to manage multiple complex, high visibility or high impact projects simultaneously
• Ability to work without supervision. Complete latitude for decision making
• Ability to create formal networks with key decision makers
• Ability to listen and understand information and communicate the same
• Must possess strong interpersonal, organizational, presentation and facilitation skill
• Must be results oriented and customer focused
• Sufficient knowledge of business communication, including telephone, voicemail, and e-mail

EDUCATION AND TRAINING:

• Bachelor's degree in Accounting, Tax or related field required
• 18+ years of experience in Tax Technology sales and/or consulting service required
• CPA and/or Masters in Taxation preferred
• Commercial experience including experience developing account management plans and contract negotiation required
• Line of Business specific experience - Income Tax or Transaction Tax required
• Tax Technology or Tax Professional Certifications and/ or Credentials preferred
• ERP financial application training a plus
• Or equivalent combination of education and/or experience

Other Qualifications
The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.

• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.

• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.

• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.

• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.