Position Overview:
The Solutions Sales Specialist II will play an instrumental role in driving revenue growth for Diligent for existing and new accounts for specialized products, with focus on Compliance (Third-Party Risk Management, Due Diligence, Policy Management, Conflict of Interest). This position will collaborate with Account Executives, Client Success Managers and other internal stakeholders to generate pipeline through inbound and outbound prospecting activities to achieve/exceed a quota within a specified territory.
This position will require a commercially astute individual that is confident in showcasing our offerings in a compelling way to customers by uncovering how the customer requirements map to our products as part of the Diligent One Platform. The Solutions Sales Specialist II embodies our culture and values and has demonstrated experience collaborating with cross-functional stakeholders to realize both individual and shared goals.
Key Responsibilities
- Demonstrate an in-depth knowledge of the Diligent Platform with focus on Compliance solutions and specialized products.
- Prospect net new customers (primary focus for this hunter role) and up/cross-sell within existing accounts to drive new opportunities.
- Adopts a ‘solutions’ based selling approach, understanding customer needs and developing solutions through the lens of the Diligent One Platform.
- Demonstrate Sales excellence by managing the end-to-end sales cycle from opportunity to deal close using the Diligent approved sales methodology (MEDDICC).
- Effectively utilize sales tools to prospect new leads, schedule initial meetings, increase win rates and generate bookings.
- Accurately maintain CRM records, forecast and report out on projected bookings, deals closed etc. on a regular basis.
- Proactively gathers external insights of the competitor landscape, including customers’ business strategy and the direction of the industry to inform the creation of strategic account plans.
- Collaborates with Account teams to discover new and growth opportunities, qualify opportunities and build pipeline.
- Travel to customer meetings and industry events as needed (up to 50% travel).
Required Experience/Skills:
- Proven track record of success, 3-5+ years achieving/exceeding revenue targets within the GRC industry desired – preferably the Compliance space (Third-Party Risk, Due Diligence, Policy Management, Conflict of Interest).
- Ability to build and maintain relationships with diverse stakeholders at different levels, within Diligent and also within our customer organizations.
- Continuous learning, including a desire to develop knowledge and expertise in internal products, external industry trends and the customer landscape.
- Strong communication, presentation and influencing skills.
- A high level of curiosity and empathy with the ability to understand a potential customer's context, issues and pain points through effective questioning and listening.
- Self-motivated, results-driven, and ability to work in a fast-paced and dynamic environment.
