Strategic Analytics is looking for a Director of Sales based in Frankfurt, Germany to expand our products and services throughout Europe.
Principal Responsibilities and Essential Duties
- Manage the entire relationship between Strategic Analytics and clients/partners/prospects; maintain close contact to secure a broad corporate relationship; coordinate involvement of senior Strategic Analytics as required.
- Deliver sales presentations to customers and prospect at all levels and in a variety of departments (such as production, default management and loss mitigation, servicing, credit, secondary and operations); address product uses, benefits, competitive advantages and business terms; facilitate aggressive technical follow-up to close sale.
- Generate new leads through networking and prospecting, effective territory management and pursue leads from others within the Strategic Analytics organization.
- Target account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiations, etc.)
- Coordinate and actively participate in contract negotiations
- Partner with Strategic Analytics Marketing Department on leads from trade shows and campaigns.
- Manage the sales process.
- Ability to identify the client’s relevant business issues and identify the appropriate pursuit team from SA to effectively propose a solution for the client. Collaborate with Marketing, Professional Services and the Executive Leaders to include other proposal team members throughout the sales cycle to submit winning proposals
- Meet or exceed established annual sales plan quota expectations.
- Document and track all activities using Salesforce.com in a timely manner.
- Participate on weekly pipeline status meetings.
- Travel required as needed and will vary depending on responsibility. Approximately 50-60% time spent outside the office in on-site presentations, service calls, conferences and sales-related meetings.
- Act as representative of Strategic Analytics at industry conferences and association meetings.
- Articulate Strategic Analytics organization structure and successfully navigate through the different parts of the infrastructure.
- Maintain in-depth knowledge of Strategic Analytics software and service solution offerings.
- Maintain a real-time understanding of the competitive landscape to assist in determining win based proposals and pricing.
- Completes all responsibilities as outlined on annual Performance Plan.
- Completes all special projects and other duties as assigned.
- Must be able to perform duties with or without reasonable accommodation.
Requirements
- Bachelor's degree (B.A.) or equivalent from a four-year college or university.
- 10+ years of sales experience with emphasis on selling credit risk models and scoring solutions and to leading retail banks.
- In-depth experience with customers in your designated territory and ability to act in that culture strongly preferred
- Strong verbal and written communications skills in English and German
- Deep consultative selling experience and executive relationships in relevant industry (e.g., financial services) preferably with an emphasis in the technology or credit risk management software. The ability to craft a compelling comprehensive client business plan. Demonstrated ability to craft and sell multi-million dollar client value propositions to “C-suite” executives.
- Experience with building teams, establishing relationships and third party alliances. Proven ability to deliver financial results and outstanding client satisfaction.
- Has developed and executed tactical sales plans including gap analysis, annual quotas and account objectives. Fully competent in the use of sales database tracking and pipeline programs.
- Excellent oral, written, and interpersonal skills
Strategic Analytics offers a competitive salary and benefits package and is an Equal Opportunity Employer. Employment decisions are based on merit and business needs, and not on race, color, national origin, ancestry, gender, sexual orientation, age, religion, creed, physical or mental disability, marital status, veteran status, political affiliation, or any other factor protected by law.
How To Apply
Please send résumés and inquiries to resumes@strategicanalytics.com; ASCII or MS Word preferred. |
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