Our client wants high volumes of confidential information to travel comfortably online. The company provides its clients with secure, collaborative online digital workspaces for conducting financial transactions, discussing mergers and acquisitions, exchanging documents, and collaborating with advisers, customers, and suppliers. They sell their products to companies in the financial services, life sciences, and mergers and acquisitions markets referenceable. Customers list includes the top 20 names in just about every major vertical. Due to growth and expansion and the economic turnaround they are looking for a senior account executive to handle their accounts in the hedgefund and alternative investment vertical.

Position Description:

Role

Drives business in key channel accounts. Has the specific responsibility of developing relationships with advisors in the channel accounts to drive business.

Measurement

• Overall account booking


• Channel bookings
• 
  

Essential Duties & Responsibilities:

• Establish relationships with key decision-makers at channel accounts ( Investment Bankers, Corporate Attorneys, etc.)


• May work with Account Director to develop and execute strategy and plans to gain grater market share a with channel accounts


• Work to source media, press releases and case study opportunities


• Be responsible for the day-to-day activity is assigned accounts. Duties include:
  
  
  
  • Monitoring and follow up all current deals
  
  
  
  • Facilitate introductions to new prospective clients
  
  
  
  • Communicate issues and concerns to Product Management, Customer Service, Development, etc.
  
  
  
  • Manage the contract and approval process on new deals
  
  
  
  • Assist training of new users within our client base
  
  
  
  • Coordinate sell-through opportunities with direct sales representative as appropriate
  
  

·        Ensure IT and Business Management support contacts are properly availed of new release functionality

·        Provide contacts to Product Marketing for development planning discussions

·        Manage all information in our CRM System related to account(s). This includes clients contacts, client feedback etc

• Minimum of 5 years in a client facing sales position


• Bachelor Degree or equivalent experience.

Skills

• Product skill: Ability to give a customized demo which responds to client needs



• Selling skills: Proficient in all aspects of solution selling including discovery, giving polished presentations or demos, and providing a solution that clearly resolves an articulated customer pain.



• Able to network to and work with senior vice president and C-levels



• Team: Ability to work with technical teams and personnel to overcome service delivery obstacles. Able to participate effectively as part of and within a team atmosphere.



• Personal attributes: Shows control and maturity in facing difficult situations, demonstrates creativity and resourcefulness, most successful in highly ambiguous situations, is driven for success, and has intellectual curiosity.



• Other: Demonstrated ability to work independently and efficiently out of home office if necessary

       Proficient knowledge of and ability to work with general PC business applications.

Typical AE Channel activities may include:

·        Developing account plans for communication and focus. Need to include Account Director and other  staff to be effective.

·        Maintaining and developing relationships with existing channels via meetings, telephone calls and emails.

·        Creating and managing prospecting campaigns for new business that include:

o       Telephone prospecting for new business through new channels

o       Trade shows and events

o       Visiting potential channels to prospect for new business

·        Acting as a contact between a company and its existing and potential markets

·        Negotiating the terms of an agreement and closing sales.

·        Gathering market and customer information

·        Representing the organization at trade exhibitions, events and demonstrations

·        Negotiating variations in price, delivery and specifications with managers

·        Advising on forth coming product developments and discussing special promotions

·        Liaising with suppliers to check on the progress of existing orders.

·        Managing channel and customer expectations relative to delivery capabilities.

·        Managing internal resources includes sales engineers, project managers an other corporate resources to benefit of the customers

·        Recording sales, order information, contact information, and all activity in Salesforce.com

·        Reviewing own sales performance, aiming to meet or exceed targets.

·        Gaining a clear understanding of customers’ businesses and requirements with the ability to translate those into benefits

·        Making accurate, rapid cost calculations and providing customers with quotations.

·        Feeding future buying trends back to employers.

·        Managing regularly scheduled account review that include benefit summarization and resource consumption

Businesses around the world rely on clients On-Demand collaboration software to help them share sensitive documents safely and securely online-anywhere at anytime. Their solution has been adapted by the debt capital market and much of the Fortune1000 marketplace as the solution of choice for any projects that requires a secure online workspace. Over 500,000 users from 15,000 organizations use their solutions to bring together people-processes and information.

Position Description:

They are seeking a senior sales executive to help them manage and develop their most strategic relationships and develop new business in your area. None of the sales team earned below 240K in 2005. Top rep earned over 400K last year. The position is open due to a recent promotion.

Day to Day Responsibilities include:

1)      Prospect and develop relationships with potential customer to qualify and penetrate an account and demonstrate their value proposition.

2)      Work with existing accounts to maintain and grow their relationships, 50% of quota should come from existing accounts.

3)      Focus on selling to “C” level exec’s that run business units (not IT decision makers) to achieve and exceed quota responsibilities.

4)      Manage the execution of the sales process from qualification through closing and orchestrate the precursory corporate resources to close deals.

5)      Consistently build, forecast and deliver on an accurate territory pipeline.

Qualifications/Requirements: 

The successful candidate for this position will have a track record of over quota achievement that can be validated with W-2 earnings and President’s club or similar awards. Ideal candidate will have experience selling enterprise software solutions such as content management, document management and collaboration commerce for companies such as (Documentum-Open Text-Hummingbird-Vignette – Interwoven- Filenet-Bowne-Merrill Corp-Fatwire-RedDot-Sitescape-WorkShare etc.) Additional requirements include:

1)      College Degree (or equivalent business experience)

2)      5 (+) years of selling “software” (not hardware) to the financial services vertical at the “C” level

3)      Consultative, value proposition/business case driven sales methodology and experience

4)      Comfort level using Sales Force Automation tools such as  salesforce.com

5)      Executive presence and boardroom presentation skills.

All resumes should be submitted in a Microsoft word format and will be kept confidential. Qualified candidates will be contacted within 48 hours.

NO PHONE CALLS PLEASE

This position is a key role and will have a tremendous opportunity to make an impact at the company. This is an exciting challenge and will provide an excellent opportunity for an energetic, strategic minded individual looking for an opportunity to make a difference for a growing company.

REQUIRED QUALIFICATIONS  

• Minimum Bachelor’s Degree in Business or Science, MBA preferred


• Minimum 10 years marketing experience in medical device field is essential


• Above average financial, mathematical and analytical aptitude


•  Demonstrated experience profitably growing a product line or segment


• Able to work with multiple sources of data to build plans and strategies


• Above average communication and presentation skills


• Ability to interpret data and make recommendations


• Able to work independently and as a part of a cross-channel, team


•  Strong Attention to detail a complex fast paced environment


• Demonstrated ability to manage and optimize external partnerships


• Excellent communication and presentation skills: persuasive, concise, clear verbal and written communicator

OBJECTIVES:

6-9 months:

• Have good working & detailed knowledge of key elements and drivers in marketing mix of select products within key appropriate segments of the market.


• Understand all relevant competitors, market shares, trends and market data and utilized the learnings to drive key product decisions.


• Learn appropriate products, medical and clinical facts and be able to train field sales reps


• Understand and do appropriate SOP and Quality training and adhere to all procedures.


• Learn and utilize key computing programs/systems – AS400, COGNOS, sf.com, to help make decisions and drive growth of appropriate products according to plan.


• Attend appropriate congresses and symposia and work in-field with reps to glean information appropriate with driving planning, programs and sales.


• Analyze product line performance, develop plans to improve the performance and begin initiation of plans.


• Lead appropriate product teams to deliver on Product Life Cycle and Roadmap plans, giving regular senior management updates.


• Drive development of marketing plans and budgets for 2010 budget

1-3 years:

• Drive growth of appropriate franchise of products in line with long term growth goals and plans.


• Attain EBITDA goals for company


• Successfully drive the product teams to achieve on roadmaps and product life-cycle plans.


• Have developed enduring marketing plans utilizing all of the elements of the marketing mix that support the sales efforts and attain growth and profitability targets.


• Be viewed by the sales team as the ‘go to’ person for the appropriate franchise of products for which you are responsible.

Our client provides software for delivering content -- including ring tones, games, and graphics -- to mobile devices. It provides its products to wireless carriers, Web portals, handset manufacturers, and retailers, who use their platform to deliver and sell licensed content to customers. The company also delivers applications through consumer portals it operates, such as PalmGear.com, PocketGear.com, eReader.com, and SmartPhone.com.

Position Description:

The sales director role is for a high performance sales leader who leads and owns the company strategy, execution, attainment of goals and complete customer relationship with our Mobile Operator.  This sales leader must have strong history / track record of sales success in the Mobile Internet Services/Mobile Data Solutions Industry. 

Established relationships with the specific Mobile Operator necessary with multiple organizations and multiple levels including the executive decision makers (this will be analyzed as part of process). 

A proven track record to establish new business, grow existing business and manage run-rate business important.  Must show ability to introduce new concepts and take to close with large revenue.  Proven track record with sales fundamentals, metrics, strategy and execution required.  Exact locations only when specified.

Qualifications/Requirements:

• Mobile Operator Relationships & Industry Knowledge:
  
  
  
  • Established relationships with multiple groups within the Mobile Operator to improve our current relationships as well as greatly expand our relationships beyond where they are today
  
  
  • Established relationships with multiple levels within the groups at the Mobile Operator.  We need to operate and have relationships and on-going meetings at multiple levels to execute on the business of today while having business level discussions with the senior level leadership on where we will be a trusted advisor partner for them tomorrow. 
  
  
  • Well rounded industry knowledge of the Mobile Internet Solutions / Mobile Data Offerings space.  Ability to represent differentiated offerings, how the ecosystem is today and is evolving resulting in the Mobile Operator meeting and exceeding its’ revenue targets.
  
  
  
  


• Business:
  
  
  
  • Sales Performance
    
    
    1. Looking for sales and sales leadership performance excellence having exceeded personal and leadership targets for multiple contiguous years. 
    
    
    2. Meeting & exceeding all monthly, quarterly & annual sales targets (Top Line Revenue, GAAP Revenue and Profitability)
    
    
    3. Past high income attainment and fiery disposition/passion to overachieve
    
    
  
  
  • Sales Cadence – Ability to lead by example with business cadence
    
    
    1. Sales Reporting:  Weekly, Monthly, Quarterly and Annual forecast.  Sales CRM – Salesforce.com.  Understanding of the business metrics that matter and managing the business for growth:  Funnel, Backlog, etc.
    
    
    2. Ability to identify, develop and close sales opportunities, maintaining and growing existing revenue streams plus finding new areas for revenue growth.
    
    
    3. Ability to introduce large, complex concepts that will be revenue growth of tomorrow through understanding the customers pain points, developing the business case, value propositions, presenting, cultivating and closing multiple, simultaneous revenue streams.
    
    
  
  
  • Sales Strategy
    
    
    1. Developing and continuously improving the overall Mobile Operator Account Strategy
    
    
    2. Leading the sales team (Account Managers, Sales Engineers and extended team that supports the Mobile Operator) to achieve sales goals
    
    
    3. Execute on a Strategic Selling Methodology (TAS, Blue Sheets, Value Selling, etc.) for our largest, most complex opportunities
    
    
  
  
  
  


• Trusted Advisor / Partner Status
  
  
  
  • Sales leader with the ability to foster, cultivate & grow our trusted advisor / partner status
  
  
  • Ensure people and process are working together for the mutual success of Motricity and the Mobile Operator and overall customer satisfaction
  
  
  • Ensure Contractual Obligations and SLA’s are met
  
  
  
  

Skills and Experience

·         MBA or undergraduate or graduate degree in business administration, commerce, or a related discipline

·         10 years’ experience in technology or media marketing /or business development with a minimum of 5-8 years of proven strategic consultative solution selling or business development in a complex sales cycle environment, ideally in the Telco domain

·         Must have extensive network of strong carrier relationships

·         Understanding of and experience within the Mobile marketplace

·         Strong and proven track record of exceeding goals

·         Sophisticated relationship management skills and cultural awareness.

·         Superior presentation skills, communication skills, compelling delivery – able to evangelize in new markets

·         Combines the self-sufficient drive of an individual contributor, lead any direct/dotted line reports, extended team - with ability to work as part of team

·         Demonstrated experience negotiating multi-faceted contracts

·         Domain Expertise: Search, Telecommunications, Wireless, J2ME understanding and exposure is a tremendous asset

All resumes should be submitted in a Microsoft word format and will be kept confidential. Qualified candidates will be contacted within 48 hours. Priority is given to candidates that apply directly to our website. Visit our site (www.sales-talent.com) to view similar jobs that may be of interest and match your background.

NO PHONE CALLS PLEASE

Our client helps companies soar through business changes without being tied down by their old processes. The company provides rules-driven business process management software designed to help clients in the financial services, insurance, and health care industries update their operations and systems to reflect changes to business goals and strategies. They offers tools for analyzing and simulating processes, integrating enterprise applications and portals, managing content integration, and managing processes for customer service, claims resolution, and transaction processing. Established in 1983, its customers have included many of the Fortune 500. Financial services and health care companies are their primary markets, but the company also sells to clients in the manufacturing, government, travel and hospitality, retail, consumer packaged goods, and telecommunications industries.

Position Description:

Responsible for managing an assigned Accounts sales team to achieve specified goals. This includes; hiring and coaching of world-class enterprise sales team, pipeline development, strategic planning, account mgt., accurate forecasting and consistent achievement of defined sales quota. Responsible for assisting account executives ensure customer success from initial sale through implementation by management of the entire sales cycles, with an emphasis on strong relationship building for continued customer reference ability.

Core Responsibilities:

• Meet or exceed overall individual and team sales goals and quotas.


• Performance management: Hire, train and coach sales team, and complete regular performance reviews to ensure AE productivity across your accounts.


• Build senior level relationships in assigned accounts and expertise within your vertical industry.


• Oversee successful execution of sales plays at every stage of the sales process.


• Liaise with services organization to ensure project success


• Manage the sales process and sales forecast in SF.com.


• Work with Marketing to build target account campaigns to generate pipeline in assigned accounts


• Maintain acceptable levels of expense control.


• Provide industry feedback from customers to feed the product development lifecycle

Qualifications/Requirements:

Functional Expertise:

• Knowledge of complex data relationships and rule-based system design.


• Extensive, deep understanding of how customers intend to use the software


• Understands the competitive landscape and how best to position their solutions.


• Proactively develops customer relationships by listening to, understanding and anticipating, and providing solutions to customers.


• Possesses the appropriate level of technical/functional expertise and knowledge.


• Understands and applies procedures, regulations, and policies related to areas of specialized expertise.


• Utilizes technology-based tools and processes


• Business management: forecast accuracy, pipeline development, expense management


• Continuous learning and development


• Responsible for enforcing pricing guidelines and driving negotiations.

Behavioral and Interpersonal:

• Actively listens, hears and understands what is said as well as not said, and comprehends the meaning and the intent when dealing with customers and employees.


• Explores alternatives and positions to reach outcomes that gain support and acceptance by all parties.


• Uses appropriate interpersonal styles and communication methods to gain acceptance of thoughts, plans, activities, services and products.


• Coaches employees to high levels of performance.


• Performance management


• Team builder


• Role modeling

Supervisory Responsibility:
Managing a team of 5 - 8 sales executives

Sphere of Influence:
Sales Revenue and Bookings as assigned.

Minimum Level of Education:

• BA/BS Degree or equivalent work experience. MBA a plus.

Type of Experience and Minimum Number of Years:

• 8–10 years of sales experience with at least 5 years in enterprise software sales. At least 3–5 years experience in sales management. In depth knowledge of and proficiency in relationship selling software solutions to large target accounts.

Travel Requirements:

• 50 to 75% - travel to and work on client/other sites

All resumes should be submitted in a Microsoft word format and will be kept confidential. Qualified candidates will be contacted within 48 hours.

NO PHONE CALLS PLEASE

Roles and Responsibilities:
+  Development of technology road maps for Internal Research and Development activities – direct interface with product development vision to determine mechanical packaging needs of this organization’s power and system control electronics 
+ Manage multi-site engineering staffing levels.  Facilitation of employee career growth and development.
+Determination of standard processes and tools.
+Assurance of program execution – performance, cost and schedule
+Budget responsibilities
+Customer resolution collaboration – mitigation of technical, process and/or field related issues via trade studies, design proposals
+Key business relationships with cross-site managers, business unit managers, customers, partners, strategic suppliers
+Significant travel:  >30%

Education: 
+  BS/MS Mechanical/Electrical Engineering
+  MBA

Experience:
+ Consistent career growth as a result of past achievements
+ > 15 years electronics packaging experience
+ Electronic hardware integration – aerospace / military industries – motors, power supplies, embedded processors, emission components – for manned applications
+ Boxed chassis – wide range of materials – Mil-Std 461, DO-160
+ Tools:  Unigraphics (3D), and Thermal / Structural dynamic analysis software – examples: ANSYS, SINDA, Betasoft
+ Program / Project Management skill sets

Clearance:
+  Secret Clearance a significant plus

Language Skills:
+  English

Sr. Reliability Project Engineer - for Safety Critical Systems opportunity.  An excellent career opportunity to utilize and build on your strong Mechanical/Electrical Control Systems career foundation across three divisions of this growing organization. 

Duties & Responsibilities:
• Provide Project Reliability expertise for electro-hydraulic-mechanical Safety Critical systems 
• Support new product development and product improvement endeavors
• Interface directly with Design Engineering, Project Leadership and Customers
• Utilize statistical reliability methods in the development of analytical and test solutions for system projects. 
 • Utilize ARP-4754 and 4761 as guidance Control System Safety and Reliability Certification  

Specific Experience Required:
• 5+ yr experience as a Sr. Reliability engineer within a Safety Critical Industry – Aircraft, Automotive
• 10+ years total experience
• Demonstrated leadership skills

Education:
• BS Mechanical or Electrical Engineering

Citizenship Requirement:
• Due to potential for Government related contracts --- must be a US Citizen or Permanent Resident

Language Skills:
• English

Salary:
• Competitive Salary, Commensurate with Experience
• Competitive Benefits Package
• Relocation Provided

A recognized leader in pricing and revenue optimization theory, science, and application development, continues to expand its Pricing Optimization division as a result of demand for their products and services. Applicants with strong analytical skills are sought to help shape the future of pricing and revenue optimization for new and existing industry verticals.

Requirements:

·        3+ years of software sales experience

·        Experience with companies involved in pricing and revenue optimization, SCM, software sales or CRM

·        Self-starter with experience in cold calling, building a pipeline and relationship building

·        Excellent written and verbal communication skills

·        Proficient working with Microsoft Office Applications

·        Education and/or experience in Economics, Statistics, Mathematics, Accounting, Marketing, Finance, or Operations Research preferred

·        Willing to travel up to 50%

·        Bachelor’s Degree Required, Master’s Degree Preferred



Responsibilities:

·        Develops and implements strategies and directs activities to increase sales

·        Participates in calls, web casts, demos, and direct face-to-face contact with the prospective customers

·        Coordinates market research to identify potential leads, opportunities and teaming partners

·        Identifies business trends to capitalize on growth potential across industries

·        Specifically identifies appropriate target markets

·        Tracks market trends to ensure product-positioning effectiveness

·        Estimates market penetration and market potential

·        Works with product marketing on positioning products and designing demos

·        Responsible for business alliance development of product plans

·        Provides management with predictions of future market conditions



They offer competitive compensation, excellent benefits, incentive programs, a 401k plan, and the opportunity to work with the most talented people in the industry. They place great emphasis on providing the opportunity for personal and professional growth.

All resumes should be submitted in a Microsoft word format and will be kept confidential. Qualified candidates will be contacted within 48 hours.