TITLE: Sales Manager - Information Services and Publishing
LOCATION: New York, New Jersey, Boston, Washington, DC, Chicago preferred
THE COMPANY:
Our client is a world leader in consulting and information technology services. They successfully partner with Global 500 companies to provide end-to-end business solutions that integrate business process improvements, application development and integration and global sourcing of operations to deliver maximum business value in a fast and predictable way. The company has an outstanding reputation for customer and employee satisfaction and retention. Through this success they are changing the landscape in today’s competitive consulting world with their global delivery model.
RESPONSIBILITIES:
• Work closely with the Industry Business Unit (IBU) Leadership and Engagement Management team to create market penetration strategies along with Enterprise Capability Unit (ECU) aligned sales managers. Take specific Industry Solutions to the target market.
• Pro-actively lead sales activities to convert prospects into qualified opportunities. Leverage personal network to identify and pursue business development opportunities. Develop and own the strategy for winning the deal.
• Form peer relationships with client personnel at the VP/Director level, and working relationships with CXOs. Maintain and coordinate an effective partnership with the client through senior executive contacts and with those who influence the decision-makers.
• Showcase Company’s Capabilities, Value, Relationships and Governance in all interactions and work effectively with the ECUs to deliver key messages to the market.
• Manage proposal pricing, negotiations and closure process. Lead multi-disciplinary solution teams to develop complex technical solutions for specific client opportunities. Work with the pre-sales function to craft a suitable and compelling proposal for the client.
• Own the Opportunity Management process - Prospect-Evaluate-Propose-Close - for new prospects and/or new clients. Once a contract is signed, actively pursue new opportunities within the Account and provide sales leadership to the account team.
• Stay current on industry trends and issues within the Information services (media, magazine, and publishing) space. Coordinate with management team to participate in forums for knowledge acquisition and business development.
QUALIFICATIONS:
• 12-15 years of overall experience
• 2-3 years of frontline selling experience
• Experience selling high end consulting or outsourcing services
• Experience working for a Big 4/5 consultancy preferred or experience working for a niche consultancy within the Information Services, Media, Publication industry
• 2-3 years of recent experience in the media or publishing industry (media, magazine, online publishing)
• IT consulting industry experience required
• Consistent track record of overachievement against quota
• Person must be comfortable and experienced in opening and developing new accounts
• Excellent interpersonal, presentation and communication skills
• Global Delivery Model/offshoring experience a plus
• Ability to lead matrixed teams in a large organization.
• Ability to drive planning and execution of consulting/outsourcing engagements, from conceptualization to project planning, analytical framework/methodology selection, and resource level planning, resource identification and staffing, etc.
• Ability to develop customer sponsors; identify influencers and decision makers; create and present the company’s solutions and proposals.
• Understand deal financials, terms and conditions and be able to effectively negotiate and close Master Service Agreements and related contract schedules with customers.
• Business strategy and/or business process expertise. Must be able to demonstrate deep understanding of the customer’s business, organization, culture, pain points, and compelling reasons to act.
• Ability to map the company’s solutions/capabilities to solve specific customer issues
• Strong analytical skills
• At least 50% travel will be required
• MBA or equivalent preferred
COMPENSATION:
Base salary + bonus + commission on billed revenues
ABOUT DNL GLOBAL, INC:
DNL Global is the leading recruitment firm in the global services industry. Our expertise is in identifying, screening and recruiting mid-to-executive level managers for the buyers, providers and advisors of global outsourcing services. We are committed to servicing companies in this industry and the professionals that make them successful. The DNL Global team aims to connect passionate, globally minded candidates with driven companies seeking "global leaders". For more information, please visit www.dnlglobal.com. |
