Website glenbornjobs Glenborn Corporation

As a specialist firm for the Middle Office, Our client helps customers transform their legal, sales and procurement operations to be faster, easier and smarter. From their diverse background and deep experience to how they interact with clients and each other, they cultivate an environment of mutual respect, trustworthiness, teamwork, and excellence.

About the Role:

The successful candidate will achieve maximum sales profitability, growth and account penetration for CLM Implementation projects, including Contracts Migration & Analytics services by effectively selling our client’s professional services. He/She will personally contact and secure opportunities from new and existing clients, in order to boost top-line revenue growth, customer acquisition and profitability. Sales professionals with a strong sales acumen and CLM experience (or related solution) located anywhere in the continental US are invited to apply. 

Core Functions:

  • Promotes/sells/identifies opportunities from CLM partner reps, i.e., Conga (former Apttus), Ironclad, Agiloft, DocuSign, Aavenir, Coupa
  • Create/support strategies to make sales with new customers and to expand markets while keeping a strict focus on building customer retention rates
  • Promotes/sells/secures opportunities from existing and prospective clients through a relationship-based approach
  • Demonstrates products and services to existing/potential clients and assists them in selecting those best suited to their needs

Responsibilities:

  • Establishes, develops and maintains business relationships with current clients and prospective clients in the assigned territory/market segment to generate new business for our client’s CLM Implementation, and Contracts Migration & Analytics services
  • Follows our client’s formalized Sales process leveraging the ValueSelling, MEDDPICCC, Target Account Selling (TAS) methodologies/forms/techniques
  • Researches background for information about existing and prospective clients to prepare for conversations and further qualify opportunities
  • Schedules and conducts telephone calls, conference calls and in-person visits and presentations to existing and prospective clients
  • Captures and verifies key scope parameters for estimating a project, including client artifacts such as sample contract templates, process flows, approval rules and/or existing CLM policies
  • Understands and prepares a first pass at a budgetary estimate for a quote on Professional Services for a project using the firm’s Bottom-up Estimating (BUE) calculator
  • Develops clear and effective written proposals/quotations for current and prospective clients Escalates resolution of client issues and complaints to our client’s Director of Delivery Services
  • Coordinates sales effort with marketing, delivery services and the firm’s Partners.
  • Analyzes the territory/market potential and determines the value of existing and prospective clients value to the organization
  • Creates and manages a client value plan for existing clients highlighting profile, share and value opportunities
  • Identifies advantages and compares organization’s products/services
  • Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment, i.e., CLM Implementation
  • Supplies management with oral and system updates in Salesforce on client contacts, needs, problems, interests, competitive activities, and potential for new products and services
  • Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.
  • Participates in trade shows, user conferences and conventions
  • Reach out to customer leads through cold calling/warm leads via network contacts

Requirements:

  • Minimum 2-3 years Enterprise Sales experience with a proven track record
  • Minimum of 2 years experience in CLM or related solution (Content Management, Document
  • Management, Quote-to-Cash, Source-to-Pay, ERP) a plus
  • Excellent sales, communication and negotiation skills
  • Possession of a post-secondary degree
  • Demonstrated aptitude for problem-solving; ability to determine solutions for clients (consultative sales approach)
  • Ability to create and deliver presentations tailored to the client’s needs
  • Knowledge of ValueSelling, MEDDPICC, or TAS methodologies a plus
  • Must be results-oriented and able to work both independently and within a team environment with a professional “sense of urgency”
  • Detail-oriented with a strong ability to multi-task
  • Must possess excellent verbal and written communication skills
  • Proficiency in using Microsoft Office Suite applications and Salesforce
  • Reporting: Reports directly to the VP of Sales & Alliances.

To Apply:

Apply below or email us your resume at info@glenborn.com

To apply for this job email your details to info@glenborn.com

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