Senior Account Executive, Sales & Service

Within the Sales & Service solution, Korn Ferry Digital offers Korn Ferry Sell, a market leading CRM-embedded application that leverages sales methodology to support clients with real-time training and coaching with their sales opportunities. Much of Korn Ferry Digital growth is driven by continued adoption, renewal, and expansion of KF Sell along with complementary coaching & talent offerings to support the effectiveness of the clients commercial teams.

OPPORTUNITY TO ENHANCE YOUR CAREER - Its about exceeding your potential.

The Korn Ferry Sales & Service commercial team oversees and manages the sale of Korn Ferrys Digital sales transformation solutions, including the Miller Heiman Sales Methodology IP and our SaaS platform. The role-holder will lead end-to-end new business sales pursuits with enterprise prospects and clients, setting standards of sales excellence across Sales & Service digital solutions. 

The Senior Client Director will be responsible for identifying new Enterprise prospects, selling into the office of the Chief Revenue Officer (CRO) and Chief Sales Officer (CSO), converting leads into clients, and collaborating with sales leaders and internal stakeholders on an identified set of large, highly strategic prospects. The Principal Client Director will accomplish this through the ability to sell the full scope of the companys products and services in a consultative manner, negotiate an effective contract, and tailor solutions that address client needs. This role requires high-level execution at every stage of the pipeline development and sales process.

KEY RESPONSIBILITIES

• Demonstrates strategic selling approach to identify, target, and penetrate companies with needs appropriate to companys services and products
• Partner with sales team through active solutioning, client demos, technical discussions, integration road mapping, and value positioning
• Define clients underlying business needs, success criteria, and key performance indicators
• Maintain a clear and detailed record of key sales data through Salesforce.com
• Leverage internal partners across Korn Ferry to develop comprehensive solutions beyond KF Digitals Sales & Service portfolio (i.e. talent assessment, consulting projects, organizational design, etc.)
• Builds strong internal network of resources and works effectively with them to build solutions and deliver against client needs.
• Builds reliable, sustainable, mutually beneficial relationships with key client buying influences
• Engage with external partners (i.e. Salesforce) on a joint approach
• Proactively identify, contact, and cultivate new business opportunities using a combination of calling, emailing, and social media
• Be accountable to the goals of qualified meetings, opportunities, and revenue.
• Effectively researches prospect organization to understand industry segment, key business drivers, situational or environment factors, and business challenges
• Delivers compelling and thought-provoking presentations that compel new and dormant clients to work with the company

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

• 10+ years of sales experience in a high-growth, complex business environment with emphasis on sales methodology and sales training. Miller Heiman strongly preferred.
• Previous success in a Sales or Business Development role selling solutions to the persona of the Chief Revenue Officer (CRO) and the Chief Sales Officer (CSO) is strongly preferred.
• Experience selling SaaS solutions with CRM integration.
• Experience using Salesforce CRM, ZoomInfo, Outreach.io and related sales tools.
• Strong written, verbal communication, and presentation skills; strong conceptual and analytical skills.
• Strong customer-centered selling skills.
• Ability to present and defend point of view constructively and persuasively.
• Very strong influence skills. Exceptional listening and interpersonal skills.
• Independent; self-driven; well organized; inspires confidence in self.
• Works well under pressure. Demonstrates sound business judgment, common sense, and insight.
• Insatiable curiosity and drive to succeed. Perseverant and upbeat.
• Understands how to work with senior level management. Solutions oriented.
• Ability to travel up to 10% of the time.
• Trilingual: Portuguese (Native), English (Fluent) and Spanish (Conversational) preferred.

EDUCATION

• Bachelors degree is highly preferred.

Information :

• Company : Korn Ferry Executive Search - US
• Position : Senior Account Executive, Sales & Service
• Location : Brazil, IN
• Country : US