We are looking for dynamic, results oriented, experienced field sales executives keen to be part of an entrepreneurial culture accelerating digital change for our large, complex clients. The sales executives focused on creating, pursuing, and closing opportunities in nominated industry markets. We work closely with and within client accounts to support vertical market alignment. The Sales Specialist will be a "trusted advisor" to both the client and the Expleo Account Manager blending strategic, tactical and 'street smart' sales experience.
Key Responsibilities
Deliver sales results and contribute to revenue growth for the nominated industries.
Grow pipeline through existing accounts and if appropriate, new logo accounts.
Bring a 'hunting' mindset to all market and sales opportunities shape and share value propositions.
Promote solution sales models and longer value-based contracts.
Cultivate and share a relevant industry or technology point of view (POV) with clients and peers to increase Expleo value to our clients
Bring cultural awareness and interpersonal savvy to navigate complex client stakeholder environments
Work to close deals using sales best practices such as client call plans, win strategies, close plans and Expleo sales tools and methodologies
Cultivate client relationships to foster further growth and cross selling opportunities at CxO levels
Be knowledgeable on the Expleo offerings, products, credentials and case studies
Actively participate and collaborate in the Expleo sales teams and with the account/client teams
Where relevant, build and maintain productive mutual working relationships with alliance partner counterparts
Create, drive and deliver sales forecasts for deals that meet or exceed budgets in transparent and predictable manner using the Expleo SFDC CRM tool
Ensure Salesforce is regularly updated at least weekly with all details on sales activities
Participate as required in regular sales pipeline and review cadences
Contribute constructively and creatively into the client account planning and pipeline generation activities led by Expleo industries and business units
Contribute to proposal development either directly or in collaboration with bid management and solution architect teams
Identify early renewal opportunities that can be leveraged into transformation client conversations
Required Qualifications
10 years + experience in IT services and sales in large enterprise organizations
Proven track record of sales experience and success delivering to and exceeding sales quotas
Experience developing opportunity pipelines, qualifying high priority deals, and winning new business in line with agreed targets
Experience closing sales with a specific emphasis on growing sales. Specifically, winning new deals in customer accounts in line with pipeline planning and pre-agreed targets.
Recent experience working for IT professional services or management consulting firm(s)
Excellent problem solving, business communication (written & oral) skills
Well organized and experience with being responsive to client needs
Mature client engagement and management skills - ability to build client relationships; strengthening partnerships by focusing on exceptional client experience, risk management and value realization built on the foundation of Expleo leadership capabilities
Bachelor;s degree required OR equivalent combination of education, training, and experience
Under normal (non pandemic) conditions, typically up to 50% travel is required.
Ability to work collaboratively in a virtual and highly-matrixed environment
