FILLED | Director of Business Development:Financial Services Technology

Reporting to the SVP Sales and; Business Development, the Sales Director will drive revenue initiatives of complex, multimillion dollar, multi-year, SaaS deals with North American Financial Institutions. This is a strategic, executive sales position.

Major Responsibilities:
• Develop and lead a sales strategy and account plan for Strategic and Target Accounts.
• Develop new opportunities through cold calling, prospecting, networking; follow up from inside sales generated leads.
• Maintain a visible presence with ISVs/enterprises/software enabled firms and personally close key deals. Contribute to solving customers' development challenges by applying a combination of technology, business, interpersonal, and professional experience.
• Achieve aggressive sales and profit targets.
• Achieve high levels of customer acceptance and satisfaction, resulting in the renewal of contracts.
• Continue to grow strategic accounts through executive relationships, technology and business leadership, and company alignment.
• Provide accurate sales forecasts; maintain accurate and timely contact and sales pipeline information.
• Leverage market knowledge and customer feedback to enhance company strategy, positioning, solutions, and marketing efforts.
• Stay abreast of marketing trends and business drivers and the corresponding technology solutions required.
• Function as a creative, effective leader both within and outside the company, demonstrated by actions and results.

Profile:
• Combines the attributes of presence, confidence, professionalism, and authenticity.
• Driven, self-starter, high sense of urgency; hands-on, roll-up-the-sleeves; strong desire and ability to make direct, positive impact on the company's bottom line.
• Developed business/sales acumen.
• Strong blend of analytical and communication skills; can create and implement plans with tactical efficiency.
• Background that combines the sophisticated training from a large company with experience from a smaller, developmental organization.
• Strong organizational and proven time-management skills; meets deadlines and maintains clear and concise documents and records.
• Team player with the ability to interact across company organizations.

Experience:
• Professional technology sales executive with a minimum of seven (7) years of sales experience; proven track record of exceeding sales targets; experience selling strategic technology, business consulting, or strategic services to CTOs, Vice Presidents and CEOs. Must be familiar with SaaS and Managed Service offerings and can work with clients to recommend appropriate business operations outsourcing solutions
• Track record of proactively approaching, opening and managing complex, multi-year, multi-tier deals with enterprises; proven and quantifiable record of aggressively growing sales and exceeding quotas, with deals sizes in the range of $2 - 10M.
• Superior contract negotiation skills; good at negotiating win-win agreements at the senior executive-levels.
• MUST HAVE experience in selling systems to Financial Institutions.

Requirements:
• Bachelors degree; MBA preferred.
• Significant travel within the selected geography.
• Computer literate. Competent in MS, Windows-based and SFA applications.

Location and type:
Full-time employment in Burlingame, California. Will accommodate remote office for right candidate.

Compensation and benefits:
Compensation will be a competitive salary with benefits, including health, dental, and vision, 401k with fully vested company match, and generous paid time off / holidays. Pre-IPO stock options are available for the exceptional candidate.

FILLED | Field Sales Manager (San Francisco Bay Area)

This role is based in the San Francisco Bay area and will be responsible for selling the company's Agile Application Lifecycle Management (ALM) products and services within the Western US geographic territory. The candidate should be a self-starter with excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences. Experience with Challenger Sales Model is preferred. Insight selling or Solutions Sales experience is a must.

Responsibilities

·         Primary driver for adding new accounts and growing existing client relationships within the territory.

·         Solution selling to existing customer base and new prospects.

·         Manage the overall relationship with the client from the initial engagement through contract negotiations and into a long-term relationship.

·         Generate quotes and respond to Requests for Proposal (RFPs).

·         Management of sales pipeline and forecasts in Salesforce.com.

·         Must live in the greater San Francisco / Silicon Valley area -- and have a strong experience working with IT managers, development managers, IT business executives and procurement personnel of the accounts located in the region.

·         A proven track record with a minimum of 5 years field sales experience in Application Lifecycle Management (ALM) or Software Configuration Management (SCM) software, consulting and solution selling experience.

·         Strong team selling background: ability to work with inside sales, field engineering and field consulting.

·         Knowledge of Challenger sales techniques, insight selling or solutions sales.

·         Demonstrated success in closing large, complex, conceptual sales transactions required.

·         Ability to work with both the business and technical client contacts.

·         Exceptional selling skills and excellent oral/written communication skills.

·         Industry knowledge of Agile, Scrum, ALM and SCM software development market and track record of success in the market highly preferred.

·         Travel as necessary to call on customer accounts, work with expanding partner network and work at trade shows.

Education/Experiential Requirements

·         Bachelor’s Degree – technical degree, ideally.

·         8 years of industry background with at least 5 of those in field enterprise software sales.

Our client is a well established and a global leader of enterprise cloud development. Over the last decade, they have successfully pioneered collaborative and distributed agile software development in the cloud for many of the world’s largest organizations.  Due to expansion, we have an immediate opportunity for a seasoned sales / business development professional to drive growth in Western US. This is an outstanding opportunity for a solid technical sales pro.

Business Development : Software Sales in NYC area

This role is home-based in the NYC/NJ area and will be responsible for selling the company's Agile Application Lifecycle Management (ALM) products and services within the North Eastern US geographic territory.

 The candidate should be a self-starter with excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences. Experience with Challenger Sales Model is preferred. Insight selling or Solutions Sales experience is a must.

Responsibilities

·         Primary driver for adding new accounts and growing existing client relationships within the territory.

·         Solution selling to existing customer base and new prospects.

·         Manage the overall relationship with the client from the initial engagement through contract negotiations and into a long-term relationship.

·         Generate quotes and respond to Requests for Proposal (RFPs).

·         Management of sales pipeline and forecasts in Salesforce.com.

·         Must live in the greater New York City metropolitan area -- and have a strong experience working with IT managers, development managers, IT business executives and procurement personnel of the accounts located in the region.

·         A proven track record with a minimum of 5 years field sales experience in Application Lifecycle Management (ALM) or Software Configuration Management (SCM) software, consulting and solution selling experience.

·         Strong team selling background: ability to work with inside sales, field engineering and field consulting.

·         Knowledge of Challenger sales techniques, insight selling or solutions sales.

·         Demonstrated success in closing large, complex, conceptual sales transactions required.

·         Ability to work with both the business and technical client contacts.

·         Exceptional selling skills and excellent oral/written communication skills.

·         Industry knowledge of Agile, Scrum, ALM and SCM software development market and track record of success in the market highly preferred.

·         Travel as necessary to call on customer accounts, work with expanding partner network and work at trade shows.

Education/Experiential Requirements

·         Bachelor’s Degree – technical degree, ideally.

·         8 years of industry background with at least 5 of those in field enterprise software sales.

Our client is a well established and a global leader of enterprise cloud development. Over the last decade, they have successfully pioneered collaborative and distributed agile software development in the cloud for many of the world’s largest organizations.  Due to expansion, we have an immediate opportunity for a seasoned sales / business development professional to drive growth in New York City / New Jersey and the surrounding area. This is an outstanding opportunity for a solid technical sales pro.

Business Development Director for Cloud Services company

The candidate should be a self-starter with excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences. Experience with Challenger Sales Model is preferred. Insight selling or Solutions Sales experience is a must.

Responsibilities

• Primary driver for adding new accounts and growing existing client relationships within the territory.
• Solution selling to existing customer base and new prospects.
• Manage the overall relationship with the client from the initial engagement through contract negotiations and into a long-term relationship.
• Generate quotes and respond to Requests for Proposal (RFPs).
• Management of sales pipeline and forecasts in Salesforce.com.
• Must live in the greater Chicago or surrounding area -- and have a strong experience working with IT managers, development managers, IT business executives and procurement personnel of the accounts located in the region.
• A proven track record with a minimum of 5 years field sales experience in Application Lifecycle Management (ALM) or Software Configuration Management (SCM) software, consulting and solution selling experience.
• Strong team selling background: ability to work with inside sales, field engineering and field consulting.
• Knowledge of Challenger sales techniques, insight selling or solutions sales.
• Demonstrated success in closing large, complex, conceptual sales transactions required.
• Ability to work with both the business and technical client contacts.
• Exceptional selling skills and excellent oral/written communication skills.
• Industry knowledge of Agile, Scrum, ALM and SCM software development market and track record of success in the market highly preferred.
• Travel as necessary to call on customer accounts, work with expanding partner network and work at trade shows.

Education/Experiential Requirements

• Bachelor’s Degree – technical degree, ideally.
• 8 years of industry background with at least 5 of those in field enterprise software sales.

Our client is a well established and a global leader of enterprise cloud development. Over the last decade, they have successfully pioneered collaborative and distributed agile software development in the cloud for many of the world’s largest organizations.  Due to expansion, we have an immediate opportunity for a seasoned sales / business development professional to drive growth in North Central US Region - Chicago IL  - and the surrounding area. This is an outstanding opportunity for a solid technical sales pro.

Business Development Sales Rep in San Francisco

We are looking for a highly motivated and customer-obsessed sales development rep to dive headfirst into cloud computing. This offers an upwardly mobile opportunity to start your sales career in a high-growth yet established cloud computing leader with a clear career growth track. Sales Development Representatives (SDRs) are responsible for managing free trials and inbound lead activity, qualifying active buying interest, and driving prospecting for opportunities in Target Accounts. The SDR will close B2C sales, while contributing to the B2B sales pipeline by identifying B2B sales opportunities for Account Executives.

Responsibilities
     Interact with prospects via telephone, Skype and email
     Manage B2B sales process in Salesforce.com
     Qualify inbound leads
     Prospect into Target Accounts
     Manage a pipeline of evaluators to sale
     Pass qualified B2B sales opportunities to the Enterprise team when appropriate
     Update lead scores and prospecting activities in salesforce.com and Marketo
     Collaborate with Customer Success team
     Consistently achieve qualified opportunity quotas
     Provide closed-loop feedback to ensure continuous process optimization

Desired Skills & Experience
     Opportunity qualification and objection handling
     Positive and energetic phone skills, excellent listening skills, strong writing skills
     Ability to work in a high-energy sales team environment; team player
     Concentrated yet flexible multi-tasker
     Time and territory management
     Proficient with standard corporate productivity tools (email, voicemail, MS Office)
     College degree or equivalent work experience Salesforce.com experience a plus
     Software/engineering/technical aptitude a plus

The Company

Our client is a well established and a global leader of enterprise cloud development. Over the last decade, they have successfully pioneered collaborative and distributed agile software development in the cloud for many of the world’s largest organizations.  Due to expansion, we have immediate opportunities for inside sales representatives. These growth-oriented positions can be based out of the San Francisco Bay CA area, or in Portland, OR.

Sr Partner Marketing Manager : Telecom Industry Focus

We are searching for a Sr Partner Marketing Manager with special focus on the Telecom industry for our global client.  This person would be based out of the San Francisco Bay Area, or possibly Texas.

The Senior Partner Marketing Manager is part of an innovative worldwide team and the key marketing point of contact between the VP of Partner Marketing, the Business Development Team and the Global Marketing Organization. As a Partner Marketing Manager you are responsible for designing and executing a successful partner marketing plan and budget for the assigned partner/s, in alignment with global market objectives, global company positioning, and vertical strategies. 

Development of a global program to be localized by the regional marketing teams to deliver on global and regional sales objectives and drive the success of our client’s cutting-edge global platform and region P&L. This role requires great creativity, the ability to communicate effectively across varying organizational levels and teams, the ability to manage competing priorities, and exceptional project management skills.

Responsibilities

·         Develop and execute the partner marketing plan, managing the marketing mix and budget, including sales enablement programs, company brand awareness activities, channel promotions, events, marketing collateral, public relations, social media and web presence.

·         Leverage the regional, global and vertical functional expertise, as well as global programs and content, to achieve the greatest return on global marketing resources.

·         Drive demand generation programs and develop additional lead nurturing activities to achieve lead goals with a balance of inbound and outbound marketing programs.

·         Ensure region marketing needs are effectively communicated to the global marketing organization.

·         Provide input to identifying in-region customer targets by vertical, drive sales plays, advise on how to customize/build playbooks and measure progress against targets

·         Manage lead funnel by assessing lead quality through quantifiable program metrics/KPIs, engaging with sales team, guiding and accelerating lead movement thru the funnel, and drive sales SLA for leads and follow-up

·         Contact acquisition & development strategy for local market: by vertical, job role, target account, suspect/prospect/customer.

·         Key touch points: VP Partner Management & Sales team, programs managers, PR manager, web/digital marketing team, content managers, and marketing operations.

·         Success Metrics:  MRR & TCV Pipeline contribution from marketing-generated leads; MQLs generated for in-region customers; MQL-SQL-Closed Won conversion rate; program delivery KPIs, sales activities/participation in programs and utilization of tools, PR metrics, upsell/xsell metrics

Qualifications & Experience

·         Possesses an expert understanding of how to drive business and marketing through the sales channel to grow market share

·         Excels at cross-group collaboration

·         Strong project management skills, creative thinking and analytical ability

·         Demonstrated experience in working with partners, driving pipeline and revenue

·         Proven success developing business, marketing planning/analysis, opportunity identification and optimizing Return on Investment

·         Motivated self- starter who thrives on working in complex and challenging environments of a rapidly evolving business

·         Strong written and verbal communication

·         IT or network marketing experience preferred

·         Familiarity with: Excel, PPT, marketing automation tools

·         BA or BS, marketing focus preferred

Business Development Manager- Healthcare Services - Nashville, TN

Our client is a global publically traded company with operations in over 10 countries serving clients in over 50 countries in the BPO/ITO space.  We are looking for a Business Development Manager to help drive new business to their Healthcare BPO pratice.  The incumbent will work on helping to improve the performance of customers’ operational processes and expand on the partnership.

Key Responsibilities

·         Work with clients to uncover business needs and objectives, develop strategies, and identify/implement appropriate solution to help achieve client goals.

·         Develop broad industry knowledge in terms of trends, challenges, best practices etc.

·         Ultimate responsibility for Account governance

·         Understand clients business and generate ideas to enhance client performance. 

·         Build trust, credibility, and client referrals. 

·         Achieve client targets within the context of the underlying opportunities.

·         Work with business development, solutions, and technology teams to develop sales proposals. 

·         Balance client demands with participation in broader organizational initiatives. 

·         Coach and mentor delivery leadership and account management teams

·         Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones.

·         Proactively assesses, clarify, and validate customer needs on an ongoing basis.

·         Liaise with Industry bodies and institutions to bring in global best practices and build a brand.

Skills/Experience

·         10 - 15 years of experience in client facing roles

·         8+ year’s account management experience; Business Process Outsourcing projects, large IT-outsourcing projects or complex IT-solutions (multi-million dollar projects).

·         Bachelor’s Degree or higher education credentials

·         Having a background in Technology is a plus but not essential

·         Ability to manage, support, develop and coordinate the actions of the assigned solutions teams

·         Experience in Insurance, Real Estate, Healthcare, Financial Services, logistics or similar  services industry is essential.

·         Extensive knowledge and experience in consulting, building shared services in distributed  delivery model is desired.

·         Demonstrated track record of building client relationships, development business and providing quality service 

·         Ability to interact with C-Suite level executives with proven global expertise and perspective

·         Must be able to travel domestically and internationally to cover global client sites  

·         In-depth knowledge of the ITO/BPO Industry 

·         Strong business acumen with excellent negotiation skills and an ability to conceptualize and sell ideas.

·         Strong mediation and conflict management skills

·         An ability and experience to manage accounts globally is a must, overseas work experience would be a plus

·         Strong organizational, multi-tasking, time-management and analytical skills.

·         Excellent communication & interpersonal skills

Areas of Experience - Insurance Services/ Healthcare Services

·         Policy administration

·         Claims services

·         Broking services

·         Workers’ compensation

Sales Director : Outsourced Procurement Services (Chicago or NYC or Atlanta)

We are searching for a Business Development resource to sell outsource Procurement services.

The position will also be responsible for marketing and branding of the company’s brand within the procurement marketplace.  

The person will be will be responsible for developing and implementing successful, strategic sales plans aligned with organizational goals and values.

A self-starter and highly motivated, this individual will be expected to quickly learn the product offerings and strategy, while leveraging previous sales experience to meet sales goals.  

This individual will have a high level of external visibility, representing the company at customers, trade shows and industry events.

This is a high profile position that plays a key role in the successful acquisition of new customers by prospecting and selling Gain-share Procurement Outsourcing and related offerings. 

Deal making, contract negotiation and closing are key components of this role.

The role provides an exciting and high impact opportunity to join a new and growing division, reporting to the Vice President of Business Development.

Key Accountabilities

• Market, prospect, and develop leads and prospects for procurement outsourcing, targeted at successful addition of new procurement outsourcing customers and increased revenue.
• Develop a systematic and targeted sales plan consisting of activities aimed at maximizing sales across existing and new customers to achieve and exceed annual sales targets.
• Develop effective customer relationships and communicate efficiently to key stakeholders, internally and externally.
• Document and get agreement SLA’s/KPI’s/Dashboards, service definitions and process maps.
• Working with Solution Design and the Commercial teams, create a compelling value proposition and commercial model for prospective customers.
• Execution of high quality customer deliverables, including clear and concise proposals and appropriate presentation and sales collateral
• Uphold values, foster diversity and an inclusive work environment. Mentor and develop other team leaders as needed.

Requirements for the role

Skills:

• ·         Superior influencing and persuasion skills with the ability to gain credibility and build relationships with customers and staff at all levels of the organization
• ·         Strong business acumen and customer focus
• ·         Ability to represent company at a senior level within key customers
• ·         A good understanding of managing the complete sales cycle from identification to close, to deliver a profitable sale.
• ·         Must display high levels of resilience, enthusiasm and patience working though deals with a long lead time
• ·         Strong interpersonal, verbal and written communication skills
• ·         Innovative problem solver and self-starter
• ·         Ability to travel regularly, including internationally (30-50%)

Experience & Qualifications:

• ·         12+ years of sales experience, preferably having sold procurement related services  into manufacturing, CPG, utility or energy industries
• ·         A proven track record of identifying, leading and closing major sales opportunities ($3milion +), driving company profitability
• ·         Undergraduate degree required, MBA preferred
• ·         Experience working in a global and virtual organization is a plus
• ·         Experience selling outsourced procurement solutions is desirable