Enterprise Sales Lead

Job Description:

The Enterprise Sales Lead (ESL) drives revenue by selling solutions to large organizations.  They build strong relationships and negotiate deals with VP and C-level decision-makers, while influencing key decision makers. This requires strategic thinking, a consultative approach, and the ability to help the client navigate through change. A successful ESL is a quick study who keenly navigates through complex situations, has a track record of surpassing targets, a deep understanding of the industry and competitive landscape, and a passion for driving customer success.   The ESL identifies the customer’s strategic objectives, solves the immediate needs through and outcomes-based solutioning, then cross sells and upsells additional portfolio capabilities to expand the customer relationship.  They are a dynamic personality with the drive, know-how and follow-through to connect with essential influencers, key decision-makers at prospects and customers.    The Enterprise Sales Lead drives business growth for Merkle with new and existing customers in several ways:

• Originates, responds, and pursues new logo opportunities. Owns sales pursuit efforts for RFPs.
• Teams with Client Account Teams managing existing business to expand client relationships through growth planning and opportunity creation.
• Responsible for generating new business through prospecting, sales leads, and group collaboration.
• Teams with Alliance partners through proactive relationship development with Alliance Account Executives, pipeline mapping and joint account planning in order to enable co-selling of partner products and services to Merkle customers, as well as, Merkle solutions to partner customers.
• Negotiates complex contracts and proposals, ensuring terms and conditions align with company policies and legal requirements.
• Demonstrates the ability to evolve with customers as their conditions change beyond matching solutions to needs, helping the customer organization navigate change.
• Develops and maintains an accurate, high-quality sales pipeline aligned to Merkle’s sales process.  Manages and reports on sales pipeline, forecasting revenue and providing regular updates to senior management, pre-sales, solutioning, and capability areas.
• Stays up-to-date with industry trends, technologies, and best practices, provides knowledge share with colleagues and customers.
• Builds, understands, and is able to navigate prospect and customer decision-making processes and the organizational map.
• Strategizes and executes sales roadmap together with the customer and Merkle; Recalibrates efforts as necessary to meet sales quota goals.
• Analyzes prospective and current customer business goals, objectives, needs, processes, and existing marketing architecture ensuring a consultative approach within sales pursuits.
• Forms  partnerships with Merkle sales leadership including C-level, Industry and Growth leadership; Works closely with internal partnerships and capability groups in defining, developing, and extending solutions to prospects and existing customers.
• Applies business-based, strategic selling principles and demonstrates relevant and transferable professional experience when developing sales strategy, opportunity briefs, and sales plans.
• Qualifies, upsells, and cross-sells opportunities within and across our core capabilities; Consults and provides sales expertise as needed in renewal efforts.
• Architects complex projects involving multiple Merkle solutions, key players, and business objectives

Key Responsibilities

• Experienced in integrated marketing, technology solutions sales, and/or customer relationship management, experience transformation solutions delivered by Merkle and/or in-housed by the customer..
• Expertise in co-selling with our Alliance Partners
• A complex situations navigator and an innovative and creative collaborator
• Comfortable working with SVP and C-Level leadership
• A new business driver, qualifier, and closer who enjoys “the hunt”
• A “plugged in” professional with an active network and customer contact list
• Obtains Alliance Partner certifications necessary to demonstrate in depth product and solutioning knowledge

Qualifications

• Track record of $20M+ in annual sales quota achievement with referencable customer relationships solving experience transformation challenges
• 12+ years consultative sales experience
• Bachelor’s degree from an accredited college/university; Master's degree a plus
• Documented experience architecting and closing large, consultative, complex solution sales deals for midsize to large corporations; Documented quota attainment.
• Clear understanding of the consumer and/or B2B buyer digital experience at personalization, site experience and commerce levels. 
• Candidate should have a strong understanding of the digital commerce ecosystem with experience and success selling our alliance technology partner cloud solutions (personalization, content management, commerce, order management and marketplace solutions).
• Thought Leader/SME: Merkle-adjacent or alliance industry, technology space, and/or client industry knowledge; Highly engaged, active professional network within sales and industry space.
• Technical expertise/sales-based project management experience
• Successfully determines on the front end of project: time constraints, resource constraints, effective allocation of resources, project scale, project scope, project duration, person resources/key players, multi-channel, and multi-solution integration components required for project success.
• Establishes and executes the sales and growth plan.
• Recalibrates as needed to hit key project milestones to achieve sales objectives.
• History of success working within an individual and team environments; Collaborative within team, leadership, and cross-functional teams to harness and drive new business.
• Innovative and creative; Motivated to drive new business logos; Possess the drive, knowledge, and skill to prospect and qualify new business initiatives.

The anticipated base salary range for this position is (($163,000 - $263,350)). Salary is based on a variety of factors including relevant experience, knowledge, skills, and other factors permitted by law. Additionally, this position is eligible for commission following the terms of the company’s plan in effect at the time the commission is earned. The company’s commission plans are subject to change. A range of medical, dental, vision, 401(k) matching, paid time off, and/or other benefits also are available. For more information regarding dentsu benefits, please visit www.dentsubenefitsplus.com.

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