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Enterprise Sales Lead - Senior Director - Media Services - Minneapolis

Employer
Merkle
Location
Minneapolis
Salary
Competitive

View more

Industry
Marketing and Advertising
Role
Sales
Job Type
Long-Term
Hours
Full Time

The Enterprise Sales Lead is responsible for originating and responding to and leading efforts to close sales leads that support the Merkle team. This individual will be a highly motivated, quick learner, self-starter able to lead sales efforts that are not only focused on the capabilities in which they serve but also able to cross sell within and between capabilities within the company. A dynamic personality with a drive to reach decision makers is essential.

Key Responsibilities

Drive business growth for Merkle with new and existing accounts in several ways:

Originating and responding to new logo opportunities and owning sales pursuit efforts for RFPs
Working with the Sales Growth Officer and Vertical Leaders to partner in closing new logo and new to existing sales opportunities
The qualification, upsell and cross-sell within and across our core capabilities
Leading renewal efforts if/when the opportunity needs extra sales expertise

Meet sales quota goals
Successfully supporting the sales cycle and Client Partners and Consultants architecting Merkle's solutions during the sales phase of a deal
Architecting and setting up complex projects usually involving multiple Merkle solutions
Analyzes customer business goals, objectives, needs, process and existing infrastructure
Applies business outcome-based sales principles and demonstrates relevant and transferable company experience in developing sales strategy, opportunity briefs and sales plans to drive new logo and client solution
Ensure availability of suitable collaterals for the offerings
Work closely with the verticals and operating groups to define and extend the core offerings
Understands the prospect and client decision making process and organizational map
Establishes trusted relationships with CMOs and other client executives to originate new opportunities in new logo and existing accounts support new and existing accounts to position our capabilities
Develops and maintains an accurate, high quality pipeline that is aligned to our company's sales process

Qualifications:

Bachelor's degree from an accredited college/university; Masters degree a plus
>10 years consultative sales experience
Experience with closing large, complex sales deals (origination experience a plus)

Knowledge and understanding of the database marketing and agency marketplace
Knowledge and an understanding of the marketing cloud and ad-tech marketplace
Experience architecting complex solutions for large corporations
Ability to propose solid solutions to meet customer requirements
Must have solid knowledge in Marketing Technology, Data & Analytics and Digital Agency
Must have deep technical experience in integration of multiple solutions and the ability to determine scope, duration, resources required prior to beginning a project
Experience in Financial Services, Insurance, Travel, Media, Entertainment, Non-Profit, High Tech or Retail will be an added advantage
Strong ability and desire to prospect
History of success working within an individual and team environment
Must have a history of quota attainment
Deep general business knowledge and acumen
Innovative and creative
Viewed as a thought leader in sales and well connected/networked
Exceptional communications and presentation skills
Ability to lead through influence over authority
Strong collaboration capabilities are critical to this role

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