Responsibilities
- Develop comprehensive knowledge of company offerings, strategic direction, and product roadmap.
- Identify and engage new prospects while expanding relationships within existing accounts in assigned sectors.
- Apply a consultative sales approach centered on customer challenges and aligned with the integrated platform solution.
- Establish trusted connections with clients by prioritizing their needs and linking them to internal teams to support product adoption.
- Formulate and implement account strategies to meet revenue goals, customer objectives, and collaborate across departments for joint success.
- Coordinate with sales team members to align priorities across multiple accounts based on opportunity value and risk factors.
- Design customized business plans that deliver measurable outcomes, leading to new opportunities and expansion within accounts.
- Initiate and manage feedback channels with product teams to share customer insights and improvement suggestions.
- Execute the full sales process from initial contact to contract close using established sales methodologies.
- Leverage sales technology tools to identify prospects, schedule meetings, and improve conversion rates.
- Maintain accurate and up-to-date records in Salesforce, including forecasts, deal progress, and expected revenue.
- Analyze competitive market dynamics, customer business models, and industry trends to inform sales strategy.
Responsibilities
- Proactively build a deep knowledge of and expertise in Diligent’s products, solutions, strategy and business priorities.
- Responsible for prospecting new and existing business within the designated vertical / territory for complex accounts with longer sales cycles.
- Adopts a ‘solutions’ selling approach, understanding customer needs and developing solutions through the lens of the Diligent One Platform.
- Build deep relationships with prospects and customers during interactions by being customer-focused and consistently honouring commitments and connecting the customer to internal commercial stakeholders to foster product growth.
- Develop and execute on account plans to ensure revenue targets, quota and customer business needs are met and collaborates with key stakeholders to drive integrated joint account wins for mutual business growth.
- Leads the coordination of Sales stakeholders to prioritise actions for multiple assigned accounts based on customer needs, sales generating importance, and account risks.
- Develops specialised business plans for customers that drive business outcomes to generate new business and upsells. Presents business plans to customers to generate new non-qualified opportunities.
- Create and lead feedback loop processes with product management and product marketing to communicate and relay customer pain points and feedback.
- Demonstrate Sales excellence by managing the end-to-end sales cycle from opportunity to deal close using the Diligent approved sales methodology.
- Effectively utilise sales tools to prospect new leads, schedule initial meetings, increase win rates and generate bookings.
- Accurately maintain SFDC records, forecast and report out on projected bookings, deals closed etc. on a regular basis.
- Demonstrates a deep understanding of the competitor landscape externally, including customers’ business strategy and the direction of the industry.
