Drive new sales and grow an existing customer base of public records content and investigative solutions into a named list of accounts in the Corporate Major Accounts Channel.
Candidate must reside in sales territory, ideal locations are San Francisco, Los Angeles, Minneapolis, Nashville or Texas.
- Meet annual new sales quota
- Sell at least 10% of new sales quota, and build pipeline of 30% of new sales quota in the first 90 days.
- Conduct at least 5 face-to-face appointments per week
- Pierce the corporate veil of assigned accounts to target, and nurture to SFDC staging of 10%, 10 new pipeline opportunities each month
- Demonstrate and sell across the whole product bag
- CLEAR, WL Public Records, WL Court Express, Batch, system-to-system and other workflow solution tools
- Maintain a pipeline of at least 3 times new sales quota
- Update salesforce.com on a daily basis and stage all pipeline opportunities accurately along with tagging the appropriate sales team members.
Competencies – Skills:
- Consultative Selling Skills: Listen, ask probing questions to uncover customer needs, and quickly gain trust and credibility. Become one of the Corporate Investigative thought leaders in the MA channel.
- New business mining, prospecting and cold calling skills: Uncover high volume of new business opportunities within a small set of organizations via web or other databases,
- Effective sales presentation skills: Engage in two-way dialogue to effectively tie value proposition back to customer needs
- Territory Management Skills: Ability to consistently close sales while also working very large opportunities. Good balance between NTO sales opportunities and growing an existing customer
- Accurate Forecasting: Forecast with 90% accuracy
- Communication Skills: Hold effective and persuasive conversations with C-level executives and identify key decision makers
Competencies – Culture:
- Commitment to People: Professional, courteous, respectful and friendly
- Collaboration/Partnership: Team oriented, generous with sharing best practices and feedback. Ability to work in a cross-functional environment and capable of resolving issues around differences in strategy.
- Customer first: Customer-centric mentality
- Integrity: Operates honestly and with high standard of ethics
- Delivering results: Focused and able to take initiative, motivated, self-starter
- Positive attitude: Enthusiasm, energy, passion, curiosity. Open and adaptable to change
- Minimum of 4-5 years direct field sales experience (sales experience selling to large complex corporate organizations preferred) with exemplary track record of sales quota overachievement
- 4 year college degree required, Law degree a bonus
- Able to work from home office and travel to customer locations over 50% of the time.
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