You will work with installed accounts and have many manager and "C" level contacts at banks, insurance
companies, agencies, catalogers, hotels; leading companies that are
potential MarketingPilot customers.
A background, or degree in marketing is a big plus... while this is an 'inside' job, you will travel
to meet clients 1-2 times per month.
REQUIREMENTS AND QUALIFYING POINTS TO BE CONSIDERED FOR AN INTERVIEW:
- You must have 2+ years of very CURRENT successful sales/account management experience working with a technology product or service.
- You must have excellent telephone skills and a history of knowing
how to work with to decision makers. Are you a good, no, a great listener?
- You must have excellent sales skills. Can you do on-line presentations? Do you have a great phone
approach and loads of energy and interpersonal skills?
- Candidates must live in the Chicagoland area and be able to commute to our Evanston sales office.
Client/Account Relationship Management
- Builds strong professional working relationships with the CMO, project managers and IT, as needed.
- Establishes a high level of personal credibility as a trusted advisor to key client decision makers.
- Maintains high-level of customer loyalty and builds trust and integrity
- Leverages client and MarketingPilot executives/sponsors and other resources to strengthen MarketingPilot’s relationship and credibility with client influencers and decision makers.
- Researches and understands the client's industry. Deeply understands client marketing strategies and challenges.
- Acts as a trusted advisor to client leaders. Advances opportunities that result in profitable revenue growth for MarketingPilot
- Demonstrates breadth and depth of knowledge in aligning MarketingPilot capabilities to client marketing priorities.
- Leverages existing engagements and run-rate business to seed and grow new opportunities.
- Advocates for client needs and requirements.
Business Management
- Builds and executes an Account Plan that includes both transactional and strategic initiatives to grow MarketingPilot’s presence and share in the account.
- Actively drives Account Plan results through effective account management and reviews.
- Builds and orchestrates sales pipeline activity.
- Identifies, nurtures, and closes new opportunities that result in growth in MarketingPilot revenues. Represents the entire MarketingPilot portfolio of products and services. Ensures active nurturing of opportunities and movement of opportunities to close.
- Proactively protects MarketingPilot's position and claims MarketingPilot leadership positions in strategic and emerging solution areas.
- Proactively engages and manages partners to strengthen solution capabilities and drive greater value for the client and MarketingPilot.
- Meets or exceeds quarterly and annual revenue targets.
- Coordinates activities by the MarketingPilot team, including sales, support, development, training and implementation to execute the account plan.
- Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
- Proactively engages MarketingPilot management to build a strategic relationship.
- Takes responsibility for transitioning clients from sales to support/development
Scope and Impact
- Typically manages 1 to many accounts.
- Works with all levels of decision-makers in the client organization including the CEO.
- Participates in account investment decisions in pricing and resources.
Qualifications
- University or Bachelor's Degree; advanced degree or MBA desired
- Experience in IT industry
- Experience in marketing and advertising industry preferred
- 5+ years account management experience
- Extraordinarily strong track record of account management and account management performance
- Demonstrated experience using consultative, solution selling and business development skills at the executive level.
- Highly developed business development and negotiation skills at the executive level.
- Demonstrated experience using key business challenges and drivers to position himself/herself as a trusted advisor at the executive and decision-make level.
- Coaches teams on their individual contribution to their success in achieving the targeted business results.
- Strong coaching and team leadership skills.
- In-depth knowledge of client's business, organizational structure, business processes and financial structure.
- Develops a comprehensive business-case approach in crafting client proposals and in MarketingPilot-internal requests for resource and / or investments.
- Expertise in managing end-to-end sales processes involving complex, multi-application and large opportunities.
- Demonstrates strong executive presentation and communication skills.
- High ethical values.
- Demonstrated track record of developing industry knowledge
- Keeps abreast of industry trends as related to opportunities to create added value for the client.
- Demonstrates strong presentation and communication skills.
- Knows MarketingPilot's broad portfolio and how to integrate different solutions, or engages the appropriate resources, to create unique and innovative solutions for the customer.
Specialty Knowledge
- Is considered an expert in knowledge of MarketingPilot's products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
- Uses expertise in specialty, consultative, solution selling and business development skills to align the client's needs with MarketingPilot's solution.
- Demonstrates leadership and initiative in successfully driving sales in accounts - prospecting, negotiating and closing deals.
- Demonstrates a successful ability to leverage MarketingPilot's portfolio of products and services to change the playing field against our competition.
We offer an outstanding financial and benefits package, as well as training
with plenty of room for career development in a casual and relaxed environment.
Submit Resume to HR@Marketingpilot.com. |
