Praecipio

Own and execute sales strategy for enterprise accounts, develop account plans, negotiate commercial terms, and maintain executive client relationships. | 7+ years enterprise account management and business development experience, proven multi-million dollar sales success, expert sales process knowledge, and strong communication and negotiation skills. | Why Praecipio? We Are On a Mission to Build Connected Enterprises, One Organization at a Time. At Praecipio, we don’t just deploy tools; we integrate them seamlessly, aligning your strategic vision and the teams executing it. We understand that tech’s true value lies in how it’s used—empowering, not complicating. We leverage our VISTA approach to dive into the heart of your business, aligning strategies, processes, and people. We’re the hands-on experts who get the right shit done, redefining how you work, not just the tools you use. We are looking for an experience Enterprise sales professional, located on the east coast that is not afraid of "No" and has the drive to go after new business while nurturing warm leads. This role combines executive-level account strategy, relationship management, and hands-on sales execution to ensure the achievement of personal sales targets and the overall success of the accounts. This individual is the "Head Coach” for their own accounts, acting as a trusted advisor to clients. What You'll Do Own the overall sales strategy for assigned enterprise accounts, focusing on significant revenue growth and account expansion. Develop and execute comprehensive account plans that align with revenue targets and leverage our VISTA solutions. Identify and prioritize target growth areas within the Atlassian ecosystem with key stakeholders within the organization. Create SOWs and proposals in collaboration with internal teams, and negotiate commercial terms to secure new business, leveraging AI tools and techniques for enhanced productivity. Cultivate deep, executive-level relationships within client organizations, acting as a trusted advisor. Lead the strategic alignment with the Atlassian, Tempo, Appfire and SmartBear Account teams to maximize partnership opportunities within our account base and target account list. Sales Execution & Solution Development: Work in close partnership with Field CTOs (fCTOs) to drive the development of winning Statements of Work (SOWs). The Account Executive is responsible for the commercial strategy and positioning, while the fCTO is responsible for authoring the technical solution and SOW document. Lead the negotiation of commercial term for high-value opportunities. Proactively identify and sell opportunities for change orders, aligning scope adjustments with client objectives and driving additional revenue. Adhere to defined sales processes, from discovery and solutioning through to final negotiation. Collaboration & Communication: Collaborate with fCTOs and other internal leaders (Marketing, Delivery) to align messaging, develop solutions, and ensure seamless account execution. Manage and monitor customer satisfaction, proactively addressing any issues to maintain strong client relationships. Maintain accurate and up-to-date information in SFDC for personal opportunities to ensure reliable forecasting. Work with our Consulting Operations team to manage the staffing of projects and allocate the right talent for VISTA engagements. Qualifications/Requirements: 7+ years of progressive experience in enterprise account management and business development, preferably in IT consulting or technology services. Demonstrated track record of meeting and exceeding multi-million dollar sales targets. Expert-level understanding of complex sales processes, opportunity management, and CRM tools. Exceptional communication, negotiation, and executive presentation skills. Proven ability to develop and execute multi-year strategic account plans. Deep experience selling complex solutions 💰 Enjoy a competitive base salary and commission structure 🩺 Benefit from comprehensive healthcare coverage that includes vision and dental plans. 💸 Take advantage of our high deductible plan with an HSA. 👴 We offer a 401K match of up to 4% to help you save for your future. 🏖️ Experience the freedom of flexible time off to recharge and relax. 🤝 Participate in our volunteer program with 40 hours of paid time off each year! 💰 Join our employee referral program and earn up to $2,000! 👕 Show off your style with some cool Praecipio swag! 💻 Work in a remote-first environment for your convenience. Praecipio Consulting is an equal opportunity employer and will consider all qualified applicants without unlawful discrimination based on race, color, creed, national origin, sex, age, disability, marital status, sexual orientation or citizenship status.Praecipio complies with applicable federal, state, and local laws governing nondiscrimination in employment.

Coach clients on adoption and execution of Atlassian, Apptio, and Planview tools to drive organizational transformation and strategic execution. | Experience in execution-focused coaching, certifications in agile and Atlassian/Apptio/Planview tools, strong facilitation skills, and willingness to travel. | At Praecipio, we don't just implement tools; we reshape how businesses see, understand, and achieve their most critical objectives. You are more than a consultant—you are a strategic partner who empowers our clients to connect their vision directly to value. You'll work alongside a "brilliant, together" team, tackling our clients' most complex challenges and delivering the "aha!" moments that redefine their potential for success. If you are passionate about turning data into insight and strategy into reality, join us and be the driving force behind the VISTA revolution. What is VISTA? Visibility, Intelligence, Strategy, Technology, Agility - VISTA is how Praecipio builds the organizational capabilities that evolve how businesses operate and compete. It's our approach to helping clients become intelligent enterprises that see clearly, decide confidently, and execute with precision. It's how we move our clients beyond siloed teams and disjointed projects into a future of unified strategy and data-driven execution. Share your resume and expertise, we’ll be in touch. This is an ongoing application for review against a variety of sold consulting engagements. A dynamic and highly experienced capability and organizational Coach is critical to our consulting team. This critical role focuses on guiding and empowering our clients through significant organizational change, with a keen emphasis on execution and adoption. The ideal applicants will possess deep expertise in Atlassian, Apptio, and Planview platforms, coupled with a proven ability to drive practical implementation, foster new ways of working, and ensure sustainable results for the client's organization. Requirements Consultant Expectations • Execution-Focused Coaching & Guidance: Serve as a hands-on coach and trusted advisor, working directly with client teams to facilitate the adoption and effective use of new processes, tools, and mindsets. Your primary focus will be on the practical application and successful execution of transformation initiatives within the client's organizational context. • Driving Adoption of Atlassian, Apptio, & Planview: Leverage your in-depth knowledge and practical experience with the Atlassian suite (e.g., Jira, Jira Align, Confluence, Jira Service Management) to coach teams on agile methodologies, efficient workflows, and enterprise-level planning. Guide clients in effectively utilizing Apptio's Technology Business Management (TBM) solutions to achieve financial transparency, optimize IT investments, and align technology spending with business value. Coach organizations on best practices for implementing and leveraging Planview's project portfolio management (PPM) and work management tools for strategic execution, resource allocation, and value stream optimization. • Facilitating Organizational Change & Mindset Shifts: Work closely with client leadership and teams to identify resistance, build commitment, and embed new behaviors. You'll facilitate workshops, provide direct coaching, and develop practical strategies to accelerate skill development and cultural shifts necessary for successful transformation. • Translating Strategy into Action: Bridge the gap between strategic transformation goals and day-to-day operational execution. You'll help clients break down complex initiatives into actionable steps, establish clear ownership, and implement effective measurement frameworks to track progress and demonstrate value realization. • Practical Problem-Solving & Tool Optimization: Identify common pain points and inefficiencies in existing client processes and coach teams on how to leverage the full capabilities of Atlassian, Apptio, and Planview to solve these challenges. This includes optimizing configurations, refining workflows, and ensuring the tools support the desired transformational outcomes. • Continuous Learning & Best Practice Sharing: Stay current with the latest trends in organizational transformation, agile methodologies, and the evolving features within Atlassian, Apptio, and Planview platforms. You'll proactively share best practices and insights to continuously improve our clients' capabilities and our own consulting approach. What We Look For • Experience in an execution-focused coaching, consulting, or enablement role, specifically driving organizational transformation and adoption within client environments. • Certifications • ICP-ACC (Agile Coaching) • ICP-ATF (Agile Team Facilitation) • ICE-AC (Agile Coaching Expert) • Certified ScrumMaster (CSM) - Foundational • Advanced Certified ScrumMaster (A-CSM) • Certified Scrum Professional - ScrumMaster (CSP-SM) • Certified Team Coach (CTC) • Certified Enterprise Coach (CEC) • Certified Agile Leader (CAL) • PMI-ACP (Agile Certified Practitioner) • Disciplined Agile Scrum Master (DASM) • SAFe Program Consultant (SPC) • Demonstrable hands-on experience and deep practical knowledge of implementing and optimizing solutions across the Atlassian suite (Jira, Jira Align, Confluence, Jira Service Management). • Proven ability to coach and guide clients on effectively utilizing Apptio's TBM solutions for IT financial management, cloud cost optimization, or enterprise agile planning. • Strong practical understanding and experience with Planview's offerings, including their use for strategic portfolio management, project and work management, and resource optimization. • Exceptional coaching, facilitation, and communication skills, with the ability to build rapport quickly and influence stakeholders at all levels, from executive leadership to front-line teams. • Experience in translating strategic objectives into actionable plans and guiding teams through complex implementation cycles. • Certifications in agile methodologies (e.g., SAFe, ScrumMaster, Product Owner), change management (e.g., Prosci), or specific Atlassian, Apptio, or Planview products are highly advantageous. • Strong problem-solving abilities with a focus on practical, sustainable solutions and a results-oriented mindset. • Willingness to travel to client sites as required. Benefits The Impact You Will Make Joining Praecipio means you will be the catalyst for profound and lasting change for our clients. You will directly enable them to: • Achieve Unprecedented Clarity: You will replace ambiguity and data chaos with a single source of truth. By leveraging advanced analytics and integrated systems, you'll provide executive leaders with real-time, transparent views into their entire value stream, from strategic investment to customer delivery. • Drive Data-Driven Decision-Making: You will empower clients to move from guesswork to confident, strategic choices. Your work will provide the critical insights they need to pivot faster, optimize resource allocation, and ensure their investments are generating measurable returns. • Connect Strategy to Execution: You will help clients ensure that every task, project, and program is perfectly aligned with their overarching business goals, eliminating wasted effort and maximizing impact. • Unlock True Business Agility: You won't just be helping teams run faster sprints; you will be instilling a culture of enterprise-wide agility. This allows our clients to adapt to market changes, outperform competitors, and consistently deliver value to their customers.