CEB - Pre Sales & Business Development Manager

The Pre Sales and Business Development will be responsible for sourcing / engaging prospective clients for business, and through the CEB commercial operations framework ensure clients understand the CEB value proposition and express interest in joining our growing network. The business critical role will involve supporting and growing CEB’s India revenue through our scalable service and advisory model.

Business fundamentals & Product support:

- Discuss cutting edge strategic issues & research insights with an executive/ C-level level audience.

- Engage executives in CEB value proposition through effective communication

- Understand the business terrain and related problems that these executives face; leverage diagnostic skills and knowledge of program research agenda and existing resources to effectively position the right CEB services to address their requirements.

- Plan monthly email campaigns for key prospects on relevant themes resulting in a strong inbound lead pipeline

- Creation of Service plans

Commercial operations:

- Drive high quality of engagement with clients in terms of scheduling timely sales interactions, product support & follow ups

- Build professional relationships/networks with primary/tertiary business prospects and nurture them for business growth

- Manage the overall sales process, from qualification through closing.

- Work with the team to maintain a consistent and accurate account and sales lead pipeline.

Process management:

- Manage coordination with revenue operations teams & finance on portfolio related needs

- System compliance - Execute sales contracting process, i-sell & CEBMaps in salesforce CRM

Pre-sales process management:

- Database management

- Proposal management based on Customers’ Requirements

- Proof of Concept Creation

- Creation of Marketing Documents

- Pro-active cold-calling initiatives and persistent timely follow-ups to open communication channels with erstwhile dormant corporate/business groups/units

A successful candidate will possess:

- 1-2 years’ of Pre-Sales / Insight Selling / Inside sales operations / Business development experience with a proven track record of success, preferably in a Research & Consulting environment.

- An MBA from institution.

- Excellent written and oral communication skills

- Ability to diagnose client needs and conduct substantive content discussions with senior-level contacts.

- Demonstrated success in managing full cycle sales or service support, including forecasting and metrics.

- Exposure and deep understanding of different kinds of research and analytic products.

- Product perception management / ability to differentiate product offering from competitors

- Desire to succeed in a target driven revenue environment for a high-growth, global company.

- Intellectual curiosity and excitement about selling & serving a research based product.

- Excellent relationship-building skills

- Excellent organization, multitasking, and prioritization skills

- Ability to work across a wide variety of internal and external stakeholders

CEB, the leading member-based advisory company, equips more than 10,000 organizations around the globe with insights, tools and actionable solutions to transform enterprise performance. By combining advanced research and analytics with best practices from member companies, CEB helps leaders realize outsized returns by more effectively managing talent, information, customers and risk. Member companies include approximately 85%of the Fortune 500, half the Dow Jones Asian Titans, and nearly 85% of the FTSE 100. More at www.cebglobal.com.