Account Executive - Core Mid Market (New Business)

JOB PURPOSE: With full scope to sell across ADP's Payroll and HR solutions, this role provides the infrastructure, presence and brand for sales professionals to have true, global conversations with organisations. As a Core Mid-Market Account Executive, you will focus on new business opportunities within companies ranging from 350 to 999 employees. You will be responsible for self-sourcing your pipeline, leading with value-based selling, and driving discovery to build and deliver clear ROI for prospects. Your role requires a proactive, accountable approach to challenge existing buying processes and create new projects where none currently exist. You will utilize MEDDICC methodology to qualify opportunities effectively and multi-thread within organizations to ensure broad engagement. Networking internally and leveraging ADP’s resources will be key to your success.

KEY RESPONSIBILITES:

• Self-source and develop a robust pipeline of new business opportunities within your territory.
• Lead conversations by articulating clear value propositions tailored to client needs.
• Conduct thorough discovery and analysis to build business cases demonstrating ROI.
• Utilize MEDDICC qualification framework to assess and prioritize opportunities.
• Take full accountability for your sales pipeline and outcomes.
• Challenge and influence client buying processes to accelerate decision-making.
• Identify and create new projects or initiatives within client organizations where none currently exist.
• Network internally across ADP teams and leverage resources to support sales efforts.
• Multi-thread accounts by engaging multiple stakeholders across functions and levels.
• Run detailed analysis and discovery sessions to uncover client pain points and opportunities.
• Collaborate with sales leadership to define and execute your territory plan.
• Maintain accurate data in ADP’s CRM and adhere to defined sales processes.

What we’re looking for:

• Previous sales experience of a service-based offering (process and / or solution) – SAAS, technology, or HR related.
• Proven experience in self-sourcing pipeline and managing complex sales cycles.
• Strong ability to lead with value and deliver ROI-based solutions.
• Familiarity with MEDDICC or similar qualification methodologies.
• Track record of accountability and challenging client processes.
• Excellent networking and multi-threading skills.

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.

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.

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.