Would you like join our team? Etcetera Edutainment is always looking for creative and talented individuals to become a part of our growing company. Interested parties should send electronic copies of their resumes to: careers@etcedu.com.
Essential Job Functions
- Manage the entire sales cycle from start to finish for delivery of all products and services.
- Initiate and develop strategic business relationships with Fortune 500 clients including key decision-makers and influencers throughout each organization.
- Identify, evaluate, qualify and close business opportunities within assigned channels/ clients.
- Deliver profitable revenue to meet/exceed short and long term company and personal targets.
- Develop and deliver business growth plans for existing and new channels/clients to support the company’s long term strategic vision and business requirements.
- Interface with internal stakeholders providing the “voice of the customer” to integrate into strategies and plans.
Additional Duties and Responsibilities
- Maintain, document and share deep understanding of each client including their business, organization, key personnel, culture and challenges; develop compelling value propositions and rationale for action.
- Obtain, coordinate, lead and follow through on customer meetings/demonstrations
effectively promoting the company’s capabilities, products and services.
- Lead major, complex client projects that increase the strategic value of the company and its products and services including coordination of all internal departments and resources.
- Convert transactional business relationships into strategic business partnerships with recurring revenue.
- Understand and translate the clients' requirements, challenges, culture and environment internally within the company.
- Work closely with marketing/product management and other internal resources to manage the sales process and ensure a very high level of client satisfaction.
- Remain highly informed of and regularly expand knowledge on forums, opportunities and competitors relevant to clients and potential clients that could impact business development.
- Ensure expertise in technology relevant to the position and products; proactively use most current technology to further teamwork, client service and efficiency.
- Consistently and accurately forecast monthly and annual revenue.
- Maintain lead, account, and opportunity updates in CRM system.
- Produce regular lead, account, and opportunity reviews in conjunction with Sales & Marketing leadership.
- Participate in trade shows and represent company at client and channel events.
- Craft effective and persuasive business correspondence, presentations and proposals.
- Manage and negotiate standard business agreements (non-disclosure, master services, scopes of work, contracts, etc.) with limited direction and oversight.
- Focus on 100% client satisfaction, driving reference-able accounts and advocates.
- Leads and delivers additional business development opportunities as assigned.
Education
- Bachelor's degree in business administration, computer science or related field
- MBA a plus
Experience
- 7+ years of overall sales and business development experience with Fortune 500 clients.
- 3+ years of consultative selling of enterprise-based software products and/or
related IT services
- Successful sales experience into one or more of the following channels is required; existing industry relationships are a strong plus:
- Industrial manufacturing
- Environmental Health & Safety
- Medical devices
- Corporate training/LMS
Qualifications
- Consistent track record of meeting and exceeding annual targets
- Experience working in large as well as small corporate environments; early stage company experience strongly preferred
- Track record of developing customer sponsors, identifying influencers and decision makers; navigating and leveraging into sales success
- Successful experience selling to a broad spectrum of decision-makers including "C" level executives, functional leaders and operational managers in Fortune 5000 companies
- Independent self-starter that balances initiative with team orientation and cooperation
- Ability to thrive in a dynamic and fast moving, “white space” environment where the company offerings are novel and disruptive
- Leadership skills and bandwidth to advance to increasing levels of responsibility over the next 2-3 years
- Excellent verbal and written communication skills with presentation “gravitas”
- Excellent project and time management skills with proven track record of managing heavy workload, prioritizing responsibilities and delivering exemplary customer service
- Must be willing and able to "roll up the sleeves" and handle any aspect (from administrative to strategic) of the task at hand to accomplish the job
- Understand deal financials, terms and conditions and be experienced in managing and negotiating business agreements with clients
- Prior people management experience a plus
- Willingness to travel overnight up to 40-50%
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