Skillsoft is seeking an experienced professional outside sales executive with a history of over performance in quota attainment to join our Field Sales, New Business team. This position is part of a team of strategic new business development executives focused on new customer acquisition for Skillsoft, a talent management/eLearning software solutions provider. The profile that we are hiring towards is a strategic consultative/solution sales attributed with an entrepreneurial, high energy, hunter-based attitude that will enable the person to effectively penetrate the 6-8 key buying points within any organization.
Our CSDs are passionate and enthusiastic about sales and understand how to sell value – not products – to our customers and prospects. Our Customer Sales Directors work remotely from home offices to manage all aspects of sales cycles within an assigned region. Some of the key characteristics of the opportunity are:
- Strategic solution that enables clients to more effectively manage cost and engage/develop their talent
- One of the largest companies in our industry segment leading a high-growth software industry
- Sales-focused organization lead by executives with field sales backgrounds
- High exposure to senior management and tremendous career development/advancement opportunities
Win new business and develop existing accounts for the leading global provider of e-learning content and technology products within assigned territory
Work independently and with business development resources to develop and execute prospecting strategies to identify, qualify and close new business
Perform as self-starter who can effectively work within a strong team culture while being independent in managing his/her business
Set face-to-face meetings with business leaders and decision makers including “C” level executives within our target marketplace
Deliver compelling customer presentations that expertly articulate the Skillsoft Value Proposition
Develop, maintain and grow an ongoing sales pipeline
Maintain current and accurate information on account status and sales activity in SalesForce.com
Manage the sales process from initial contact through close using Salesforce CRM.
Accurately forecast order intake.
Develop and deploy strategies for securing new accounts.
Develop a thorough understanding of the Skillsoft consultative and solution selling process.
Desired Skills and Experience:
8-10 years background of successful sales experience to Fortune 3000 accounts
Proven ability to prospect for and drive new customer business
Ability to create new account opportunities via cold calling and other prospecting techniques/activities and convert the opportunities into new customer relationships
History of exceeding annual sales quotas for the last 3-5 consecutive years
Ability to manage major customer account sales cycles
Key contacts in the corporate training industry
Excellent written/verbal communication skills to interact with senior level corporate management
Ability to operate with a sense of urgency and a positive, winning attitude
In depth understanding of the different steps involved in a sales cycle and ability to leverage each stage in the sales cycle to advance the sale
Ability to call into an organization at senior decision making and executive levels
Formal understanding of Solution/Consultative Selling skills/techniques
Proven relationship building skills
Independently motivated and self-directed
Must have a strong desire for high earning potential
Negotiate effectively based on value and time to close
Solid grounding in business concepts and dynamics
Possess the ability to understand complex client requirements and to clearly articulate the company’s offerings to develop solutions to meet those requirements
Possess understanding of current web and cloud technologies
Willingness to travel (30% plus)
Education and Certifications:
Bachelor’s Degree; MBA preferred