Director, Sales Client Development

Our client is the world’s leading provider of on-demand Employee Spend Management services.  We are searching for a Director of Client Development.  This position can be seated anywhere in the United States.

Job Overview:

Responsible for meeting and/or exceeding the Company’s annual revenue and booking quota for assigned segment. Responsible for hiring, training, developing and managing a successful team of Sales Executives that consistently exceeds annual revenue quota for the assigned region. Responsible for regional sales and assisting with account management and customer satisfaction.

Responsibilities:

Directs the activities of Regional Sales Executives within assigned region to ensure that company revenue goals and objectives are exceeded.

• Establishes department measurements to manage and report progress toward revenue plan goals.
• Regularly participates in sales and coaching calls.
• Coaches and mentors assigned Regional Sales Executives to develop their skill and knowledge of software products and sales techniques.
• Establishes and maintains processes that generate strong customer satisfaction.
• Consistently negotiates and closes new business.
• Develops and maintains a business, sales and marketing plan for assigned region.
• Accurately and consistently forecasts monthly, quarterly, and annual revenue numbers for assigned region.
• Documents all sales contacts and activities using sales tools and systems.
• Effectively demonstrates and presents the software solution.
• Develops sales strategies that link prospect’s business driver to the software solution.
• Establishes feedback mechanisms from customers, prospects, and partners to the marketing department.
• Develops and maintains strong alliance partnerships within the assigned region.
• Provides constant feedback to Sales management on the territory environment.
• Shares input with other departments in preparing sales materials and technical publications.
• Responsible for the overall direction of Client Development Sales Executives in assigned territory.
• Selects, manages, trains and coaches departmental personnel.
• Identifies and supports opportunities for the training and professional development of department personne
• Conducts performance appraisals in accordance with corporate guidelines.
• Operates under little supervision.
  

Education, Experience & Training required:

• BA/BS in a business or a technical related field of study or equivalent work experience.
• Five plus (5+) years of successful experience selling software products.
• Three plus (3+) years of successful experience managing a sales team.

Job Specific Specialized Knowledge & Skills:

• Demonstrated ability to consistently generate revenue and exceed quota by identifying, qualifying, and closing new business.
• Demonstrated ability to develop and maintain effective business, sales, and marketing plans.
• Demonstrated knowledge and ability to implement a successful sales process that generates revenue.
• Demonstrated knowledge of software direct and re-seller sales channels.
• Strong ability to create sales presentations messages, position statements, and other sales collateral.
• Demonstrated ability to accurately forecast revenue monthly, quarterly, and annually.
• Proven ability to successfully manage a regional budget.
• Demonstrated ability to successfully negotiate complex contracts.
• Demonstrated ability to establish and maintain an effective follow up system to ensure timely and accurate handling of information requests.
• Demonstrated ability to successfully resolve situations that are broadly defined, complex, diverse, and occasionally unprecedented.
• Excellent communication skills, both verbal and written.
• Demonstrated ability to read, analyze, and interpret complex contracts, proposals, and other sales related documents. Successful experience creating and presenting sales programs to a diverse audience.
• Ability to perform in a dynamic and fast-paced environment.

Critical Performance Competencies:

• Leads by example
• Develops employees into positions in which they can succeed
• Build and maintain strong cross functional relationships.
• Provides a strong and positive role model and sets an example for employees
• Demonstrates different influence styles as appropriate to situation while maintaining positive relationships
• Builds and maintains trusting relationships with associates and customers
• Effectively transfers thoughts and expresses ideas using speech, and listening skills to influences others and gain support
• Listens with objectivity and checks for understanding
• Competitive, high achiever
• Holds self accountable for results
• Conveys a sense of urgency and drives issues to closure
  

Value Competencies:

• Displays passion for & responsibility to the customer
• Hires, develops & rewards great peopl
• Displays leadership through innovation in everything you do
• Displays a passion for what you do and a drive to improve
• Displays a relentless commitment to win
• Displays personal & corporate integrity

Please send resumes to cheryl@pullmanblaine.com

Sales Business Development Representative - Ecommerce

My client company is a leading provider of comprehensive outsourced e-commerce systems and services to the fashion apparel/accessories and entertainment industries. They provide an e-commerce solution that enables branded manufacturers, entertainment companies and retailers, to operate online businesses.

The company’s e-commerce products and services include: Website design and development, e-commerce technology, managed hosting, warehousing, order management & fulfillment, customer service, online merchandising, content development and online marketing. The company operates either all or portions of the e-commerce businesses for approximately 40 partners.

The Sales Business Development Rep is responsible for developing a sales prospect pipeline, creating business relationships and generating sales of the Company's products and services with high-level contacts through face-to-face client site visits.

The Sales Business Development Rep represents the company to their prospects and clients in the highest degree of professionalism and integrity and insures proper business etiquette and responsibilities of the position are maintained at all times.

The ideal candidate must be based in the New York City area.

Job Duties and Responsibilities:

• Develops and executes a prospecting plan in assigned territory to sell eFashion Solutions products and services
• Maintains an ongoing business relationship with current industry clients to facilitate future sales
• Crafts solutions leveraging the company's capabilities with client directional needs
• Meets quarterly and annual revenue goals according to sales plan
• Maintains accurate and timely contact, prospecting, and sales data thru CRM
• Demonstrates business acumen in assessing potential business deals, negotiating favorable terms, and acquiring prospect commitment
• Serves as a liaison between company and targeted client prospects
• Displays a thorough understanding of assigned target industries and company's competitive advantages
• Listens to, identifies and understands clients' viewpoint and tailors communication to meet clients’ needs and expectations
• Generates a high volume of sales related activity including presentations, Corporate visits and RFP's

Education / Experience Requirements:

• 5-7 plus years sales experience required, technology or ecommerce outsourcing related sales
  
• Technical background
  
• Exceptional research, presentation, and communication (written and verbal) skills
  
• Bachelors degree required
  
• High competency level in PowerPoint, MS Word, Excel and Outlook
  
• Proven track record of sales success and strong industry relationships
  
• Self -motivated team player who consistently strives to exceed goals and push revenue and meet client and company’s expectations
  
• Success in an entrepreneurial environment
• Willingness to work the hours characteristic of a high-growth company
• Strong negotiation skills
  
• Strong closing skills
• Requires up to 30% or more travel

Send resumes to cheryl@pullmanblaine.com

Sales Executive, Client Development - Atlanta

Position Description
Our client is the world’s leading provider of on-demand Employee Spend Management services. Trusted by thousands of organizations to reach millions of employees, their award-winning solutions streamline travel booking, expense reporting and invoice processing – delivering rapid ROI by helping companies increase efficiency, control employee spend and drive down operational costs.

Job Overview
Responsible for meeting and/or exceeding the Company’s annual revenue quota for customer accounts in assigned territory. Identifies, develops and closes new business opportunities within existing client base. Through strategic account sales planning and team selling, develops and closes revenue opportunities for new services and upgrade services, following established sales process and methodology. Reports to the Sales Director, Client Development.
This position can be seated anywhere in SE United States

Responsibilities

• Consistently negotiates and closes new services and upgrade services within existing client base.
• Develops and maintains an effective business and account management sales plan for accounts in assigned region.
• Follows established sales process and methodology.
• Properly forecasts monthly, quarterly and annual revenue numbers for assigned territory.
• Documents all sales contacts and activities in CRM application.
• Develops sales strategies that link prospect’s business drivers to services.
• Establishes feedback mechanisms from customers and partners to the Marketing department.
• Provides constant feedback to Sales management on the customer account environment.
• Accurately qualifies and prepares Pre-Sales Consultants and Services staff for customer demonstrations and presentations.
• Shares input with other departments in preparing sales materials and technical publications.
• Interacts with sales, marketing and external customers.
• Operates under moderate supervision.

Position Requirements Education, Experience & Training required

• BA in business or technical related area of study, or equivalent experience.
• Minimum of 10-12 years of selling license software and or on-demand services in cross-vertical markets
• Experience selling ERP or financial solutions desirable
• Ability to pass a background check.
• Successful experience in identifying, qualifying and closing new business within existing client base and accounts.
• Demonstrated knowledge of software direct and reseller sales channels.
• Knowledge of industry travel and entertainment products.
• Demonstrated ability to successfully negotiate complex contracts.
• Strong ability to create sales presentation messages, positioning statement and other sales collateral.
• Demonstrated ability to work independently and achieve goals.
• Comfortable working over the phone.
• Ability to perform in a dynamic and fast-paced environment.
• Flexibility in work schedule is required.
• 20+% travel.
• Displays passion for & responsibility to the customer
• Displays leadership through innovation in everything you do
• Displays a passion for what you do and a drive to improve
• Displays a relentless commitment to win
• Displays personal & corporate integrity

Forward resumes to cheryl@pullmanblaine.com

Regional Sales Manager - Bay Area

Our award-winning Access Assurance solutions are used by more than four hundred organizations and over 7.5 million users worldwide to quickly and easily solve their most complex identity and access management (password management, provisioning, and role management), risk and compliance challenges.

We are seeking an experienced, highly motivated sales professional to join our sales team. As a Regional Manager, you will be primarily responsible for selling an integrated suite of Enterprise Identity Management solutions to new and existing accounts within your territory. Leveraging your proven skills in identifying, qualifying, and building opportunities, you will target Fortune 1000 companies, and strategically drive leads to closure. The successful candidates will be tenured in a consultative selling style, leveraging established relationships with executive level contacts to drive new business opportunities. The ideal candidate will establish a strong presence in your territory as you meet with, present to, and build relationships with prospective clients.
In this role, you will utilize the expertise of experienced pre-sales Systems Engineers, Inside Sales Reps, and Professional Services resources. Ideally you will have experience working with cross-functional teams to accomplish objectives during the sales process.

Requirements:

• 7-10 years relevant experience selling enterprise software solutions to Fortune 1000 clients and a background in consultative and relationship selling
  
• Successful enterprise software sales experience
  
• Proven track record of consistently exceeding quota
  
• Preference given to candidate with experience working for a small company
  
• Experience working remotely from a home office
  
• Accomplished speaker and presenter
  
• Self-starter
  
• Ability to travel within sales territory and occasionally elsewhere domestically
  
• BA/BS required

Send resumes to cheryl@pullmanblaine.com

Account Executive - Bay Area

POSITION SUMMARY

We are looking for an action-oriented, energetic Account Executive who can close deals. This person will be responsible for developing and maintaining new and existing enterprise level accounts.

ESSENTIAL FUNCTIONS

Generate revenue for our Sales Enablement Solution through a consultative selling approach to companies in the North American territory.
Develop sales plans, pipeline, and strategies that are designed to enhance revenue growth and meet customer needs.
Solicit business customers through various forms of contact.
Remain knowledgeable of products to facilitate sales efforts.
Maintain positive client relations with new and existing customers to discuss their needs and how to best utilize our product to achieve their intended outcome.
Deliver presentations to multiple levels of decision makers during face-to-face meetings.
Perform other job duties as assigned.
High level of travel

POSITION QUALIFICATIONS
Over 5 years experience in software or services/hi-tech sales/marketing/partner management positions.
An excellent and proven, track record in developing new business – therefore a proven ability to play with the team and coordinate resources internally.
Previous background in closing 6 figure deals.
Record of success in a similar role. Consistent overachievement of quota.
Highly motivated individual who has strong organizational agility and a proven record of engaging at the executive level.
Demonstrated competence with technology including PowerPoint, SFDC, etc.
Build effective internal, consultative relationships with customers.
Excellent verbal, written and interpersonal communication skills.
Self starter and take the initiative.
Previous experience selling Content Management or CRM is a plus.
Our ideal candidates should reside in or around the Bay area.

WHO ARE WE

We are smart, innovative and customer-focused people working at the leading Sales Enablement company. Although we are based in the Chicago Loop, our culture is more like Silicon Valley with a dose of Wall Street. We are innovative, technically savvy, customer-focused, hard workers, and we spend a lot of time thinking about salespeople and how we can make their jobs easier. We enjoy coming to work every day because we deliver a cutting-edge technology that continues to be a challenging, creative, and fun workplace. We celebrate our successes as a team and value the insights and opinions of every employee. We have a unique opportunity as trailblazers in this growing space, and we never lose sight of that.

Send resumes to cheryl@pullmanblaine.com

Mid Market Account Executive
Location: Princeton, NJ

Description:

My client is a leading provider of online engagement solutions that facilitate real-time assistance and expert advice. Connecting businesses with consumers seeking help on the Web, the hosted software platform creates more relevant, compelling and personalized online experiences. Every month, their intelligent platform helps millions of people succeed online; more than 8,000 companies, including EarthLink, Hewlett-Packard, Microsoft, Qwest and Verizon, rely on them to maximize the impact of the online channel.

I am currently recruiting high-energy, driven Account Executives with relevant knowledge of the web and ecommerce space to help accelerate growth in the Midmarket sector, with specific focus on the following verticals: Telecom, Retail, Fi-Serv, Travel and High Tech.

Ideal candidates should possess strong B2B sales and account management experience. The majority of time will be spent in the office with occasional visitis to client sites and tradeshows. The company offers a fast-paced, innovative environment where you will be provided the tools, resources, and leadership to these best in class hosted business solutions. The right candidate will benefit from seasoned sales leadership, strong brand and loyal and passionate customer base.

Responsibilities:

• Develop and manage relationships within the Mid Market Corporate Sales Segment
• Manage fast sales cycles and present the value of the solutions to C-level executives
  
• Forecast sales activity and revenue achievement in salesforce.com, while creating referencable, satisfied customers
  
• On line demos of product via web technologies and web-based presentations
  

Required Skills/Experience:

• 5+ years of quota carrying software or technology sales and account management experience.
  
• Experience managing the sales cycle from business champion to the CIO, CEO and CFO levels.
  
• Track record of success in carrying a quota of 1M at a minimum
  
• Track record of over-achieving quota (top 10-20% of company) in past positions
  
• Strong and demonstrated written, verbal and presentation skills
  
• Experience managing and closing complex sales-cycles
  
• Previous Sales Methodology training, CRM experience, and strong customer references preferred
  
• Strong computer skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel
  
• Bachelor or University Degree required
  

Benefits:

• Very competitive compensation package with uncapped commissions
• 1 week sales training boot camp at hire with continuous sales training
  
• Career Advancement opportunities. Strong track record of internal promotions and mobility within the Corporate Sales team
  
• Competitive benefits package including 401k match
  
• Base salary $70K - $85K; $140K - $170K OTE
  

Email resumes to cheryl@pullmanblaine.com

Business Development/Strategic Account Manager

The following is the position is Boston-based:

EMC/RSA Strategic Account Executive

My client is looking for an experienced Strategic Account Executive to develop and manage joint EMC/RSA/ sales opportunities; identify, evaluate, new sales opportunities; and support Sales Executives and EMC/RSA Sales Executives in driving sales opportunities for their identity management solutions - including user provisioning, password reset/synchronization, and compliance management. The right individual will complement our existing direct sales force by leveraging his/her past experience and existing relationships to develop and manage the sales and business development of this Strategic Account.

RESPONSIBILITIES:
· Work directly with both EMC/RSA Sales Executives/Sales Management and company Regional Sales Managers/Sales Executives to help drive sales opportunities – including coordinating company resources needed to impact the sales process.
· Build pipeline by executing targeted demand generation campaigns in conjunction with EMC/RSA Corporate and Field Marketing Representatives.
· Verify and manage joint EMC/RSA pipeline information and provide accurate and timely forecast information from RSM data.
· Achieve and then exceed assigned strategic partner sales quota.
· Develop and maintain strong working relationship and communication with EMC/RSA Management/Principals.
· Along with the Channel Services manager, work to drive EMC/RSA on boarding, training, contract management, program certification and compliance.
· Along with Director of Product Marketing, deliver messaging and programs to EMC/RSA that support business development and qtr-qtr growth in channel revenue.
· Manage annual business plan development and quarterly business reviews for the EMC/RSA relationship.
· Learn/maintain in-depth knowledge of company's provisioning, compliance, and password management products and services - as well as competitive and industry trends.

REQUIREMENTS:
· Bachelor's degree.
· 5+ years of successful Strategic Account Management/or direct sales for enterprise software and related services.
· Demonstrated technical solution selling skills and a proven track record of exceeding sales quota.
· Experience in the security and/or identity/access management software industry is ideal.
· Ability to draw on a network of existing relationships within EMC/RSA in order to quickly establish revenue producing relationships is highly desirable.
· Able to work independently as well as in a team environment.
· Excellent negotiation and relationship-building skills.
· Business Plan development and project management skills.
· Superior oral and written communications skills, attention to detail.

Send resumes or inquiries to cheryl@pullmanblaine.com.