Research Sales - Consulting Firm

Research Sales - Consulting 10-20 Years Bangalore/Mumbai

Knowledge, Skills and Experience Qualifications :

- Practical sales knowledge of the outsourcing industry and research and information products, as demonstrated by relevant experience.

- 10 or more years of account management or other consultative B2B sales experience in a research, professional services or service provider firm with a focus on selling; solutions, subscription based research services, information services and other complex offerings.

- Successfully worked with (qualifying) CxO level executives and VP, and Director-level contacts within global outsourcing providers.

- Has a strong personal network of marketing, Advisor Relations and functional leadership contacts at global outsourcing providers, and the ability to effectively build new relationships.

- Track record of success in complex sales cycles.

- Demonstrated experience and success in generating leads within a particular target market.

- Exceptional communicator in terms of verbal and written presentation skills. Able to effectively articulate a unique value proposition that resonates with client needs.

- Excellent listening skills.

- Conveys a professional image and maintains a strong company attitude.

- Demonstrated experience of sound business judgment and superior business acumen.

- Highly self-motivated, needing minimal support, training and guidance from management; however, keeps them appropriately informed.

- Excellent time management, organizational and project management skills to maximize on time output and results.

- Active participant in industry social networking, trade shows and corporate events.

Education :

- Bachelor of Arts or Science degree in a business, technical or scientific field

- MBA or other advanced degree(s) desirable

Travel :

- Up to 30% may be required; significant amount of sales activity conducted through phone, webinar and email.

Duties & Responsibilities :

- Quickly gains an in-depth understanding of all of the Research & Subscription offerings and capabilities for service provider clients, as well as how these are supported by and enable consulting and managed services offerings.

- Develops knowledge and/or understanding of competitor's products and services in order to demonstrate competitive advantage and unique value proposition.

- Utilizes a solution based consultative sales approach to accurately identify client needs and develop appropriate solutions to best address them.

- Develops and deploys sales processes and infrastructure, including salesforce.com, to support well-managed sales pursuits.

- Timely follows up on leads provided by Business Development Executives, vertical leadership and consulting staff.

- Works with Research & Subscriptions leadership to ensure appropriate profitability and delivery specifications are included in all proposals.

- Utilizes prospect feedback to identify common client needs and suggest new or enhanced service offerings.

- Maintains relationship with accounts after sale to ensure satisfaction and farm new opportunities.

- Monitors and sustains a robust pipeline of qualified new business opportunities sufficient to achieve the annual revenue goals.

- Develops and executes account plans for assigned accounts to ensure a comprehensive and targeted approach to each account.

- Collaborates with Business Development Executive to develop lead generation strategies and ensure successful handoffs in pursuits.

- Works closely with Research & Subscriptions leadership, translating strategic objectives into differentiating go-to-market programs.