• Location: Portland, Oregon
  • Type: Direct Hire
  • Job #51

Commercial Account Manager

Our client is a pioneer in data security and analytics where they focus on protecting enterprise data on premises and in the cloud: sensitive files and emails; confidential customer, patient and employee data; financial records; strategic and product plans; and other intellectual property.

Their goal is to protect companies most sensitive information from insider threats and cyberattacks. They do this by allowing organizations to analyze, secure, manage, and migrate their volumes of unstructured data.

The Commercial Account Manager is responsible for selling and presenting our clients products and services to current and net-new prospective enterprise accounts.

The Commercial Account Manager will be aligned with a local Sales Engineer. The goal, as a team, will be to build a strong business justification to the end-user, while ensuring that the given annual quota is met/exceeded.

Responsibilities

  • Prospect and identify key decision makers within the targeted leads.

  • Present and sell our clients SW products and services to current and potential clients.

  • Follow up on leads and referrals resulting from field activity, while maintaining and expanding the database of contacts within the targeted organizations.

  • Uphold sales activities which include prospecting, cold calling, booking appointments, performing demos, and creating proposals.

  • Present to C-Level prospective clients as well as to resellers through effective and enticing product demonstrations.

  • Partner with Sales Managers and Channel Managers to determine a strategic sales approach.

  • Establish and maintain current customer relationships by responding to customer requests and managing/resolving customer issues.

  • Support the reseller communication channel throughout the sales process.

  • Maintain accurate account information and activity detail in Customer Relationship Management system (CRM).

  • Participate in marketing events such as seminars and trade shows when necessary.

  • Percent of travel varies by territory.

Requirements

  • Bachelor’s Degree from a four-year College/University OR 2 – 3 years of business-to-business sales experience/training OR the equivalent combination of education and experience.

  • Technology industry experience preferred.

  • Microsoft Dynamics and Microsoft Outlook skills preferred.

  • Prior experience selling security software products through the use of channel partners.

  • Strong communication and presentation skills.

  • A healthy list of pre-established and prospective contacts in a given territory.

  • Willingness to learn technical aspects of selling our clients SW product.

Competencies

To perform this job successfully, an individual should demonstrate the following competencies:

  • Achievement Focus: Demonstrates persistence and overcomes obstacles; recognizes and acts on opportunities; sets and achieves challenging goals; takes calculated risks to accomplish goals.

  • Sales Skills: Achieves sales goals; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information; overcomes objections with persuasion and persistence.

  • Sense of Urgency: Displays a matter of utmost urgency; understands the importance of making critical business decision in a timely manner with strong attention to detail; realization that efficiency and prioritization is critical to success.

  • Customer Service: Manages difficult or emotional customer situations; meets commitments; responds promptly to customer needs; solicits customer feedback to improve service.

  • Problem Solving: Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions.

  • Written Communications: Edits work for spelling and grammar; presents numerical data effectively; varies writing style to meet needs; writes clearly and informatively.

  • Oral Communication: Demonstrates group presentation skills; listens and gets clarification; responds well to questions; speaks clearly and persuasively.

  • Adaptability: Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.

  • Planning/Organizing: Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; develops realistic action plans.

  • Location: Raleigh, North Carolina
  • Type: Direct Hire
  • Job #50

Sales Development Representative

Our client, a San Francisco based company who specializes in Performance Management Software, is looking for a A-player sales professionals to join their mission to help companies empower their people to be their greatest selves. This role will be on the front line of customer acquisition and help us take our total customers from 1,500 companies to over 10,000.

About Our Client:

A pioneer in the new generation of employee feedback engagement and performance tools, our client is backed by Point Nine Capital and Matrix Partners. They've built a world class company culture that is reinventing how companies listen to their employees and help them be their best selves at work. Some of their customers include Citrix, MailChimp, Etsy, Hubspot, JustFab, Warby Parker and 1,500 more. They take pride in building a company and product that materially improves people’s lives, whether they’re an employee or a customer.

As a Sales Development Representative you will: 

Drive revenue and growth through emails, phone-calls with a focus on setting appointments for your Account Executives.
Research prospect contact information and curate creative techniques to get in touch with them
Diligently nurture and qualify leads from various channels including demo requests, chat, trial signups and content downloads that will turn into quality demo appointments
Educate prospects on the value of our clients continual performance management solution
Hold yourself accountable for meeting and exceeding quotas by being a master at understanding the product and also know how to sell it successfully 
Work closely with Sales & Marketing on various projects that are in support of the entire SDR team
Prospect into warm and cold accounts that are not engaged in an evaluation of our client. This should be guided by an Account Based Marketing strategy.
Schedule and conduct qualification calls with target accounts ranging from Fortune 1000 to mid market companies, by building relationships with C-Level execs, VPs and Directors.
Be determined and diligent: Conduct high volume outbound call and email campaigns into target accounts until meetings are set and opportunities are created
Hit and/or exceed weekly quota to ensure territory revenue objectives are met, contributing to the continued rapid growth.
Participate in regular training & informational sessions including shadowing Account Executives on demos, and learning the ins and outs of software tools like Salesforce.comOutreach.io, LeadIQ, Zoom.us, and Linkedin.
Attend and host industry events such as conferences, dinners, onsite customer meetings and webinars

What you bring to this important role:

Passion for helping companies become a source of inspiration and growth for their employees.
Strong written and verbal communication skills
You are highly motivated, tenacious and a self starter
Excitement to be a part of an early-stage, high-growth startup and the opportunity to accelerate your career development
Ability to thrive in a fast-paced, high-growth, rapidly changing environment
Willing to master the product and be an expert advisor and coach for prospects.
Demonstrated coachability, curiosity, and motivation
Confident self-starter. Willing to take risks while also effectively collaborating with a dynamic team
Bachelor’s degree from a top tier university

A big plus if you also bring:
Experience in selling software solutions is a HUGE plus
Working with Salesforce and Salesforce integrated products

In closing:

This is an entry-level opportunity for someone who breaks the mold of customer delight! If you have long had a sense that there's a better way to design the world of work, we'd love to connect with you. 

Interested in hearing more? Reach out to Jenna Papula at Jenna.Papula@salesreliance.com

  • Location: Morrisville, North Carolina
  • Type: Direct Hire
  • Job #49

Territory Development Representative (TDR)

Summary
Our client is a pioneer in data security and analytics, fighting a different battle than conventional cybersecurity companies. Their goal is to protect companies most sensitive information from insider threats and cyberattacks. They do this by allowing organizations to analyze, secure, manage, and migrate their volumes of unstructured data.

The Territory Development Representative (TDR) works with prospective customers to identify sales opportunities in the assigned territory. Working in support of the Sales Representative and Sales Engineer, the TDR handles a high volume of inbound and outbound calls to follow-up on leads and generate sales activity.

Responsibilities

  • Learn the sales process and understand the company’s core products in order to effectively sell to prospective customers.
  • Work with your assigned Sales Representative and Sales Engineer, as well as Management to determine a strategic sales approach.
  • Identify decision makers amongst the targeted leads in order to start the sales process.
  • Present and sell products and services to current and potential customers through high volumes of phone calls.
  • Follow up on leads and referrals resulting from field activity, the Marketing team, Channel Partners, and individual prospecting.
  • Support your Sales Representative and Sales Engineer by staying on top of crucial sales activities including cold calling, booking meetings, and prospecting.
  • Maintain accurate account information and activity detail in Customer Relationship Management system (CRM).

Requirements

  • Bachelor’s Degree from a four-year College/University AND 1+ years of business-to-business sales experience/training OR equivalent combination to education and experience.
  • Technology industry experience preferred.
  • Basic skill level of Microsoft Office.
  • Exceptional verbal and written communication skills.
  • Outstanding phone skills and ability to handle a high volume of calls per day.
  • Ability to work collaboratively and effectively in a team-oriented environment.
  • Ability to influence, negotiate, and gain commitment at all organizational levels.
  • Ability to work in a fast-paced, self-directed, and entrepreneurial environment.
  • Strong decision-making, problem resolution, and creative thinking skills.
  • Personal drive and internal motivation towards high achievement.
  • Sense of humor.

Competencies
To perform this job successfully, an individual should demonstrate the following competencies:

  • Achievement Focus: Demonstrates persistence and overcomes obstacles; recognizes and acts on opportunities; sets and achieves challenging goals; takes calculated risks to accomplish goals.
  • Sales Skills: Achieves sales goals; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information; overcomes objections with persuasion and persistence.
  • Innovation: Displays original thinking and creativity; generates suggestions for improving work; develops innovative approaches and ideas.
  • Customer Service: Manages difficult or emotional customer situations; meets commitments; responds promptly to customer needs; solicits customer feedback to improve service.
  • Problem Solving: Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions.
  • Written Communications: Edits work for spelling and grammar; presents numerical data effectively; varies writing style to meet needs; writes clearly and informatively.
  • Oral Communication: Demonstrates group presentation skills; listens and gets clarification; responds well to questions; speaks clearly and persuasively.
  • Adaptability: Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.
  • Planning/Organizing: Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; develops realistic action plans.
  • Location: Morrisville, North Carolina
  • Type: Direct Hire
  • Job #48

Commercial Account Manager

Our client is a pioneer in data security and analytics where they focus on protecting enterprise data on premises and in the cloud: sensitive files and emails; confidential customer, patient and employee data; financial records; strategic and product plans; and other intellectual property.

Their goal is to protect companies most sensitive information from insider threats and cyberattacks. They do this by allowing organizations to analyze, secure, manage, and migrate their volumes of unstructured data.

The Commercial Account Manager is responsible for selling and presenting our clients products and services to current and net-new prospective enterprise accounts.

The Commercial Account Manager will be aligned with a local Sales Engineer. The goal, as a team, will be to build a strong business justification to the end-user, while ensuring that the given annual quota is met/exceeded.

Responsibilities

  • Prospect and identify key decision makers within the targeted leads.

  • Present and sell our clients SW products and services to current and potential clients.

  • Follow up on leads and referrals resulting from field activity, while maintaining and expanding the database of contacts within the targeted organizations.

  • Uphold sales activities which include prospecting, cold calling, booking appointments, performing demos, and creating proposals.

  • Present to C-Level prospective clients as well as to resellers through effective and enticing product demonstrations.

  • Partner with Sales Managers and Channel Managers to determine a strategic sales approach.

  • Establish and maintain current customer relationships by responding to customer requests and managing/resolving customer issues.

  • Support the reseller communication channel throughout the sales process.

  • Maintain accurate account information and activity detail in Customer Relationship Management system (CRM).

  • Participate in marketing events such as seminars and trade shows when necessary.

  • Percent of travel varies by territory.

Requirements

  • Bachelor’s Degree from a four-year College/University OR 2 – 3 years of business-to-business sales experience/training OR the equivalent combination of education and experience.

  • Technology industry experience preferred.

  • Microsoft Dynamics and Microsoft Outlook skills preferred.

  • Prior experience selling security software products through the use of channel partners.

  • Strong communication and presentation skills.

  • A healthy list of pre-established and prospective contacts in a given territory.

  • Willingness to learn technical aspects of selling our clients SW product.

Competencies

To perform this job successfully, an individual should demonstrate the following competencies:

  • Achievement Focus: Demonstrates persistence and overcomes obstacles; recognizes and acts on opportunities; sets and achieves challenging goals; takes calculated risks to accomplish goals.

  • Sales Skills: Achieves sales goals; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information; overcomes objections with persuasion and persistence.

  • Sense of Urgency: Displays a matter of utmost urgency; understands the importance of making critical business decision in a timely manner with strong attention to detail; realization that efficiency and prioritization is critical to success.

  • Customer Service: Manages difficult or emotional customer situations; meets commitments; responds promptly to customer needs; solicits customer feedback to improve service.

  • Problem Solving: Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions.

  • Written Communications: Edits work for spelling and grammar; presents numerical data effectively; varies writing style to meet needs; writes clearly and informatively.

  • Oral Communication: Demonstrates group presentation skills; listens and gets clarification; responds well to questions; speaks clearly and persuasively.

  • Adaptability: Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.

  • Planning/Organizing: Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; develops realistic action plans.