Position Overview
The Solutions Sales Specialist I will play an instrumental role in driving revenue growth for Diligent for existing and new accounts for specialized products. This position will collaborate with Account Executives and Directors to develop pipeline through prospecting, performing inbound and outbound activity to generate pipeline for team members and assume a quota within a territory to close business.
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 solutions. The Solutions Sales Specialist I embodies our culture and values and has demonstrated experience collaborating with stakeholders to realize shared goals.
Key Responsibilities
- Demonstrate an in-depth knowledge of Diligent’s solution and specialized products.
- Prospect new leads within existing accounts to drive new opportunities.
- Adopts a ‘solutions’ selling approach, understanding customer needs and developing solutions through the lens of the Diligent solutions.
- Demonstrate Sales excellence by managing the end-to-end sales cycle from opportunity to deal close using the Diligent approved sales methodology.
- 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.
Required Experience/Skills:
- Proven track record of success in account management and achieving revenue targets within the technology or GRC industry.
- SLED experience.
- Familiarity with selling through channel distribution processes.
- Ability to build and maintain relationships with diverse stakeholders at different levels of the organization.
- 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.
