We are looking for new members to join our tribe who can run the sales cycle from a "demo call" stage to winning the deal.
I don't think I can be clearer than this ;-)
Let us get to the details:
[THIS IS ULTRA IMPORTANT]
A must for this opportunity is:
1. Communication Skills (to be brutally honest, we need people with exceptional email writing skills and proficient phone skills). Please avoid applying here if you feel that emails are not alpha factor.
2. Extremely fast learning skills in an independent environment. (if you ask your manager, tell me what should I do next?, well I can assure you that this is a job not for you)
Area(s) of expertise desired: Sales, Business Development, Client Engagement, Account Manager, Relationship Building, B2B Sales, Enterprise Selling, Solution Selling, Inside Sales, and Excellent email skills
Summary of Job Function:
1. The candidate will be responsible for selling of services dealing in niche area of Intellectual Property Research and Analytics. For us, each assignment from a client is unique in scope, topic, deliverable, and time frame. {Message - the number of projects are more vs single high dollar deal}
2. The target audience is mixture of existing old clients and newly acquired clients, who are based out of North America (USA and Canada) and maybe Europe (Germany, France, Switzerland, Sweden etc.). {Message - Proven ability to both manage existing clients but also in developing new or lapsed clients}
3. The candidate will be running sales initiatives to manage repeat work from the old clients, work diligently to help convert the first time buyers of our services into repeat clients, follow up on feedback about service that helps to create happy customers. {Message - Engaging with a client in consistent fashion and with solid content is desired.}
4. For initial few months, senior management at GreyB will provide support and knowledge to you in connecting with clients, helping you prospect new clients, support you with industry knowledge. {Message - Don't fear the industry - we will make you comfortable. We don’t expect you to be from IP industry}
5. Ability to run discovery sessions (support of tech team provided) with customers while managing and leading the sales cycle to close a deal. A distinct advantage in the candidate’s profile is ability to articulate analytic solutions in terms of ROI to the customer {Message: this job requires consultative selling mindset}
6. The candidate will be interacting with top-level executives (Partners) in large-sized law firms and IP attorneys in the mid to large technology companies. Organizations targeted as clients will have hierarchy with different stakeholders, decision makers and administrative staff. The candidate needs to have experience and self-confidence to chalk out the structure and build associations with the influencers, consumers and approval authority. You will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs {Message – Polished approach to mapping the hierarchy of organization buying our services is must}
7. The candidate should be highly skilled in interacting with the clients over phone and emails (great and super creative content on emails is one of the most valued skill at GreyB). As we work in the outsourcing industry - we expect high number of connects and interactions on Phone and Email vs in person meetings. {Message – If you feel that you have not interacted significantly with individuals from North American and European community on phone and emails, we discourage you to apply for this job}
8. The candidate will fill in daily, weekly and monthly sales sheets to create tracking of his accounts and very frequent discussions with the manager. You will be also involved in CRM software based updates to keep a tab on pulse of the client that is shared with the manager. Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders. Manage and track customer engagement and activity through established sales processes and systems as well as keeping customer account data current and accurate. {Message – The founders of company love numbers and trust numbers}
Requirements (from must haves to desired skills)
1. Discipline to work in a services selling environment with aptitude to sell value
2. Ability to drive the sales cycle end to end, from RFQ to closure.
3. Excellent communication skills and ability to network within client´s organization and access decision makers.
4. Understand client business mandate and pain points through solution selling strategies.
