Senior Account Manager/Director | London

By 20 October, 2016Careers, London

Job description

Background:
The UK is a key region and has seen consistent long term growth for Cint over a sustained period. We are seeking to expand the existing team with a permanent hire (whilst also providing temporary maternity cover for an existing senior sales) and to bring an experienced and capable senior sales person into the team. We are also transitioning from being predominantly focused on Market Research customers (selling access to our exchange for research projects, on a transactional and operational level), to sell SaaS technology solutions to MR companies, at a senior and strategic level, and selling data technology to digital media companies and beyond. So the right candidate will be capable and willing to maintain existing MR business (and overseeing project sales, supporting customers using our platform) whilst helping to accelerate our transition bringing in new skills and experience.
  • Role Responsibilities:
    Meet and exceed revenue and GM targets set by the Company
  • Generate significant new business across the Market Research, Media Owner and Media Agency verticals
  • Identify strategic growth opportunities across an existing and established base of customers in the region through selling to senior execs, business leaders and C-suite
  • Develop new opportunities in emerging vertical markets for Cint’s “next generation” product offering; including
  • Communications, HighTech, Retail, e-Commerce, Gaming and Gaming & Entertainment
  • Selling to SME (especially innovative start-ups), MM’s and Enterprise scale businesses
  • Maintain existing operational relationships with established customers (MR Project Managers, Operations
  • Directors, Procurement etc), responding to incoming leads and project feasibility and pricing requests from customers
  • Own and manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business and strategic growth from existing accounts
  • Prospect for new customers through LinkedIn, your existing network, and proactively identifying and engaging key target customers
  • Employ a strategic value based selling approach, identifying customer needs, business cases and customer ROI analysis, and developing compelling solutions for long term customer success
  • Position Cint as a market leading SaaS technology company and work with all internal departments to support the sales effort
  • Proactively suggest improvements and support needed in the organisation to assist sales growth (R&D, Marketing, Delivery etc).
  • Learn Cint’s technology product value proposition, understand how we fit in the mar-tech / digital media / ad-tech / data ecosystem and the value we add for pour customers as part of their wider technology infrastructure
  • Be seen as a trusted partner, thought leader and industry expert to help advise customers on the best technology choices and business processes
  • Coordinate internal resources, eg; Pre-Sales Engineers, Professional Services, Business Executives, Customer
  • Success, Partners etc. to drive account strategy and to assist individual sales processes
  • Exercise judgement and adopt Cint sales methodologies to qualify opportunities, manage your time effectively and optimize sales potential in each account
  • Create and drive strategic emphasis and a personal territory plan where none previously existed (using Cint’s sales plan framework)
  • Accurately forecast pipeline and update CRM and order management systems
  • Support internal operational teams in ensuring the smooth delivery of projects and services to the clients
  • Ensure client retention and high satisfaction scores through relationship development
Essential Experience & Education:
  • Minimum 3-5 years of sales experience selling MR, data, digital media, ad-tech and mar-tech or technology solutions F2F
  • Proven and successful solution sales (value selling), negotiation and account management experience
  • Strong academic background (university degree preferred)
  • Demonstrable experience in generating new business
  • Strong written and verbal communicator
  • Demonstrable understanding of the online market research market, supply chain and industry value chain
  • Reasonable/Strong understanding of the emerging mar-tech, digital media, SaaS, and consumer data ecosystems
Preferred Skills, Experience & Abilities (preferred but not all essential):
  • Self-motivated, proactive, risk taking, and a driven to succeed
  • Must be a team player
  • Strong at developing deep personal relationships to key people in customer organizations
  • Social Selling experience and a strong LinkedIn profile
  • Understanding of solution selling methodologies
  • Ability to sell both an application and advise on implementation and integration of a platform
  • Successful track record in formally presenting at to C-level
  • Ability to negotiate complex deals
  • May have own network in MR, Media or other target verticals
  • Fun and open-minded personality

 

Travel Requirement

You will be required to travel within the market to meet existing and potential clients.

 

Remuneration Package

Cint believes in offering a competitive compensation package that reflects the sales focus of this position, combining a fair fixed salary with a competitive and motivating commission structure.
Range of Company benefits applicable to the role and market

Please send resume to tim.kelso@cint.com

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