Major Account Sales Executive
1 month ago
About our client:
A global leader in credit information and information management services, our client empowers businesses, consumers, and communities worldwide to achieve their aspirations. Businesses rely on our client for enhanced risk management and customer relationships, consumers trust them to navigate towards financial success, and communities thrive with robust economies and fulfilled dreams.
About the role:
As a key member of the team, you'll drive the management and expansion of our client's market share. We're looking for someone passionate about sales, eager to pioneer innovative approaches to address clients' business challenges. Your mission will be to uncover opportunities, secure existing revenue, and drive growth through strategic solutions that deliver tangible results.
**Responsibilities**:
- Responsible for achieving revenue quotas for large strategic, opportunity clients by hunting for new opportunities, client acquisitions, additional solution sales at enterprise or large sized clients
- Develops sales strategies to grow revenue from existing and new sales opportunities.
- Connects client accounts and new clients to TU’s solutions with real impact and measurable results by developing business value analysis (e.g. ROI) and providing strategic advice.
- Participates in and/or ensure quality in customer engagements with the most strategic customers and deliver increased customer satisfaction and better opportunities for TU.
- Develops three-year strategic view of client base detailing transformational ideas.
- Owns the C-Suite relationship.
- Facilitates ideation, white boarding sessions to optimise share shift opportunities.
- Understands competitor awareness to maximise penetration in markets held by the competition and foster partnerships with new and existing customers.
- Understands client’s financials to co-create effective strategies to identify opportunities.
- Uses prolonged silences and handles objections to seller advantage.
- Properly interprets verbal and physical cues to gauge customer reaction and interest.
- Diagnoses when customer is unclear and ensures comprehension.
- Establishes deep and effective relationships with all key clients due to credible and influential network.
- Acts consistently with the organisations values and ensures that words and actions are consistent.
- Understands TU workflow and value chain, understand internal client delivery processes in order to ensure C-Suite satisfaction.
- Creates opportunities to provide a unique or contrarian perspective during commercial conversations.
- Works with clients to understand CBI's and positions TU as a partner to jointly solve problems.
- Engages with clients in a manner that makes them feel they own the solution.
- Utilises probing and questioning techniques to understand client context, client’s strategic drivers and gaps to fix problems.
- Develops and implements solutions to assist clients.
- Has diverse commercial and deal structuring acumen.
- Develops sales tactic plans that caters for what is the action item and what are the results by when.
- Reviews client industry standards, follow industry trends.
- Management of pipeline opportunities to engage directly with partners and product management teams to close opportunities.
- Meets or exceeds monthly and yearly Sales Revenue and Gross Profit target goals.
- Maintains all customer records in Salesforce CRM database.
- Develops and manages a 30 day forecast and 60-90-120 day pipeline within CRM.
- Provides weekly and monthly forecasts to management.
- Participates in marketing events such as seminars, trade shows, and webinar marketing events.
- Conducts early customer engagement and registering of opportunities with key vendor partners early in the sales cycle to get special pricing for developing the opportunity.
**Requirements**:
- Degree or Diploma with five to seven years of advanced consultative solution-selling experience.
- Proven history of meeting/exceeding yearly quotas.
- Demonstrated sales experience in selling data driven solutions.
- Must have the ability to present to “C” level audience.
- Focused, ambitious self-starter who exhibits attention to detail with excellent organisational skills.
- Eagerness to learn complex enterprise software and hardware solutions to enable successful development of sales opportunities.
- A team player capable of working within a collaborative environment and making contributions when appropriate.
- Experience in structuring large business deals with knowledge of different commercial constructs and how these can be used.
- Demonstrate outstanding analytical and problem solving skills, and strong management consulting skills to influence thinking or gain acceptance of multiple customer constituencies.
- Good negotiation skills
- Strategic Thinker
- Problem Solver
- Deep Industry knowledge /case studies and trend
- Influential network
- Hunter Skillset
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