Channel Account Executive - Accountants

Rippling·Remote(United States)
Sales
GTM

WFA Digital Insight

The demand for skilled sales professionals in the tech industry has grown exponentially, with a 25% increase in job openings in the past year alone. As companies like Rippling continue to innovate and expand their offerings, the need for talented individuals who can drive growth through strategic partnerships has never been more pressing. With Rippling's commitment to streamlining HR, IT, and Finance operations for businesses, this role offers a unique opportunity for sales professionals to make a significant impact. Candidates should be prepared to showcase their expertise in GTM strategies, partnership development, and sales process management. Before applying, it's essential to understand the current market landscape and the skills required to succeed in this role, such as a deep understanding of the accounting and HR advisory ecosystem and the ability to build strong relationships with key partners.

Job Description

About the Role

The Channel Account Executive role at Rippling is a dynamic and challenging position that requires a unique blend of sales, marketing, and partnership development skills. As a key member of the Accounting and HR Advisory Channel team, you will be responsible for driving growth through strategic partnerships with accounting and HR advisory firms. Your primary focus will be on acquiring and activating new partners, building strong relationships with key decision-makers, and positioning Rippling's value proposition to help these firms scale and grow their workforce advisory practices. The role involves managing a highly consultative sales process, building and executing strategies to drive partner penetration, and ensuring activation of new partners. You will work closely with the SDR team to drive new partner pipeline demand and collaborate with other Account Executives to maximize value and win rates for accountant and HR advisory firm clients. Rippling's Accounting and HR Advisory Channel is experiencing exponential growth, and this role is critical to the company's mission of delivering exceptional value to its partners. As a Channel Account Executive, you will be part of a growing team that is passionate about making a significant impact in the industry.

What You Will Do

  • Manage a highly consultative sales process and position the value of Rippling to new prospective partners, utilizing Rippling's MEDDPICC sales methodology
  • Build and maintain strong relationships with key decision-makers at accounting and HR advisory firms to drive growth and activation
  • Develop and execute strategic account plans to align with partners' growth goals and priorities
  • Keep accounting and HR advisory contacts up-to-date on new product developments and best practices to get the most out of Rippling's platform and partner program
  • Win new partners and partner client business by deeply understanding and positioning against our competition
  • Deliver best-in-class product demos to position the value of Rippling for our partners and partner clients
  • Work collaboratively with the SDR team to drive new partner pipeline demand
  • Collaborate with other Account Executives to maximize value and win rates for accountant and HR advisory firm clients
  • Forecast and manage your sales pipeline to meet quarterly and annual targets
  • Build and maintain a deep understanding of the accounting and HR advisory ecosystem and the competitive landscape

What We Are Looking For

  • 3+ years of experience in sales, preferably in the tech industry, with a focus on partnership development and growth
  • Proven track record of success in driving revenue growth through strategic partnerships
  • Strong understanding of the accounting and HR advisory ecosystem and the ability to build strong relationships with key partners
  • Excellent communication, presentation, and negotiation skills
  • Ability to work in a fast-paced environment and prioritize multiple tasks and projects
  • Strong analytical and problem-solving skills, with the ability to think strategically and creatively
  • Experience with sales methodologies such as MEDDPICC
  • Strong technical skills, with the ability to learn and adapt to new technologies and platforms

Nice to Have

  • Experience working with accounting and HR advisory firms, or a deep understanding of their business needs and challenges
  • Familiarity with Rippling's platform and partner program
  • Experience with sales tools such as Salesforce and HubSpot
  • Certification in sales methodologies such as MEDDPICC or Challenger Sales

Benefits and Perks

  • Competitive salary and bonus structure
  • Equity in a fast-growing and innovative company
  • Comprehensive health, dental, and vision insurance
  • 401(k) matching program
  • Flexible PTO policy and remote work options
  • Access to cutting-edge technologies and tools
  • Professional development opportunities and training programs
  • Collaborative and dynamic work environment with a team of experienced professionals

How to Stand Out

  • Tip: Develop a deep understanding of the accounting and HR advisory ecosystem and the competitive landscape to stand out as a candidate.
  • Tip: Showcase your ability to build strong relationships with key partners and drive revenue growth through strategic partnerships.
  • Tip: Highlight your experience with sales methodologies such as MEDDPICC and your ability to think strategically and creatively.
  • Tip: Be prepared to provide specific examples of your success in driving revenue growth through strategic partnerships.
  • Tip: Research Rippling's platform and partner program to demonstrate your knowledge and interest in the company and role.
  • Tip: Prepare to talk about your long-term career goals and how this role aligns with your aspirations.

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