Job Profile Summary
MUST reside near/in Northern California
The purpose of the role is to establish strategic business relationships with new enterprise clients while driving client satisfaction and maximizing revenue results for SoftServe. Function as an integral part of the Business Development team while supporting all current go-to-market strategies including but not limited to, healthcare, financial services, retail, CPG, and manufacturing.
Duties & Responsibilities
- Cultivate and pursue opportunities with new and existing enterprise clients, supporting the full sales cycle from prospecting through each deal win
- Effective use of SoftServe's sales technology to build and accurately represent a healthy pipeline of opportunities
- Represent SoftServe's value propositions proficiently to both prospects and existing clients
- Leverage and drive SoftServe's sales process, collaborating in a team sales environment with support teams (engagement management, marketing, legal, finance, delivery, and account management) to effectively close new client deals
- Identify client needs and goals and sell value-added consulting services and solutions accordingly
- Manage legal relationships, including contract renewals, NDAs, MSAs, etc., as necessary
- Strive for maximum profitability within each sales opportunity
- Establish and maintain contact with various client groups, including product management and executives
- Monitor customer satisfaction at each stakeholder level and initiate changes as needed to improve satisfaction
Preferred Competencies & Experience
- 4+ years of work experience as a Sales Executive in the IT services industry
- 4+ years of applicable experience in selling into ISV's, healthcare, financial services, retail, CPG, or manufacturing
- Background in technology services
- Strong understanding of technology and its applications in business
- Global mindset to function in a matrixed environment with multiple demands
- Experience in a complex, highly matrixed, and professional services company, with familiarity across business development and delivery functions
- Expertise in selling custom application development or digital services in new client accounts
- Proficiency in consultative sales and business development techniques, including prospecting, initiation, deal qualification, closure, and customer satisfaction
- Strong network and connections across varied lines of business to promote SoftServe's capabilities
- Drive and determination to achieve assigned quotas and drive revenue growth within the assigned territory
Required Skills
- Solid communication and presentation skills
- Strong executive presence
- Great account planning skills
- Proficiency in sales techniques and negotiation
- Strategic thinking and problem-solving skills
- Relationship building, negotiation, and management skills
- Proficiency in managing legal relationships and contract negotiations
Qualifications
- Education: bachelor's degree in business, marketing, communication, or a related field (master's degree preferred)
- Certifications are not required but are a plus, such as professional project management certifications (e.g., PMP) or professional account and sales executive certifications like Certified Sales Professional (CSP), Certified Professional Sales Person (CPSP), Certified Sales Executive (CSE), Strategic Account Manager (SAM) certification, and Certified Inside Sales Professional (CISP)
Other Requirements
- Willingness to travel internationally
- Travel >50% of the time within Northern California
- A global mindset to operate effectively in a matrix environment
- Commitment to maintaining high levels of client satisfaction and business growth