About Soroco

Soroco is on a mission to discover how the world works to help teams be their best. To do this we are evangelizing and commercializing a new technology category called Work Graph, which is a structured view of how teams get work done across people, process, technology, and documents. The ‘work graph’ unifies disjoint categories like Process Mining, Task Mining, user training, BPM and RPA to provide a single source of truth. Teams can use the work graph to identify and resolve sources of friction at work, such as technology impediments, poor process design, opportunities for learning and collaboration, among others. Soroco’s work graph platform, Scout, enables a culture of continuous improvement and identifies benefits from applying a portfolio of change levers, delivering targeted change programs at scale.

Soroco has offices in Boston, London, and Bangalore with a roster of Fortune 500 customers across 30 countries. Our team has published 150+ papers and patents. Visit www.soroco.com to learn how we help teams discover their work graph.

The role purpose and scope: -

The Enterprise Account Executive role has two tracks: (a) new business and (b) account growth. In the case of the former, we are looking for EAE's who can successfully land new clients for Soroco; with the latter, we are looking for EAE's who can take more of a customer success approach to expanding accounts. EAE's report directly into the Regional Sales Manager and will be expected to travel up to 4 days per week. Specific responsibilities per track include:

  • EAE, New business
    • Identify, qualify, and pitch to strong prospects by:
      • Conducting or overseeing market research to shortlist prospects
      • Completing requisite stakeholder mapping to secure meeting with decision makers
      • Preparing and delivering initial pitches to senior-level audiences
    • Evaluate and propose either:
      • Opportunities for Scout engagements, by explaining the importance of a data-driven approach to planning automation journeys, and drafting the requisite proposal
      • Opportunities for automation, by applying your understanding of Soroco tech to demos of customer processes, and drafting the requisite proposal
    • Close contract for first project by:
      • Building relationships with client legal team to work through contracting
      • Building relationships with client finance team to sort out pricing terms
      • Building relationships with client IT and compliance to resolve an security or infra issues
    • Oversee smooth hand-off of first engagement to delivery team and EAE (account growth) by:
      • Hosting internal kick-off to review SOW and project goals with delivery team
      • Attending initial days of client kick-offs to build continuity
  • EAE, Account growth
    • Ensure mutual value realization of initial (and all subject) projects by:
      • Clearly defining a customer’s goals for the engagement, and treating those goals as your own
      • Mapping out escalation protocols in case the goal gets compromised
      • Calendaring touchpoints and expectations for each one that helps the customer move closer to his/her goal; incorporate data and analysis into all these sessions, wherever possible
      • Promoting adoption and usage of each live automation system by reviewing automated reports against critical KPIs
    • Expand initial project into a program (i.e., suite of projects) by:
      • Collaborating with economic buyers as well as COE groups to map out a journey for further mutual value realization; enrich these conversations with case studies and marketing
      • Assessing and proposing automation projects that help to meet the client’s value realization targets
      • Leveraging existing relationships with procurement and legal to close necessary contracts
    • Ensuring C-suite recognition of all success and future growth plans through:
      • Well-timed communication around success moments
      • Frequent in-person visits to demonstrate and echo the success stories you’ve built across the org
      • Neutralizing any blockers in the communication chain to the C-level
      • Facilitating engagements outside tactical reporting (such as product showcases and executive briefing workshops) to ensure that Soroco shows success both in execution but also though leadership

Experience and skills

  • 10-14 years in software sales or client management, preferably in the software or management consulting spaces
  • Extensive experience in Enterprise/Global Management of accounts
  • 2+ years managing senior-level relationships and stakeholders, preferably at the EVP and C-suite level
  • Outstanding listening skills, target oriented, driven and a genuine interest in partnering with your client on challenging goals, and a passion for customer success
  • Excellent data analysis skills, and an ability to learn new technologies and industries quickly
  • Outstanding ability to communicate clearly and effectively with executive-level sponsors as well as technical practitioners
  • BE, MBA would be ideal

 

Apply for this Job

* Required