Job description
About Shift Paradigm
Shift Paradigm is a client services business that focuses on implementing and activating technology and data to make sales and marketing work. Our people bring combined experience across technology, data & analytics, business strategy and campaign operations to accelerate our clients’ businesses. We keep pace with change in modern marketing and technology in order to create both effective, scalable and future-proof solutions for our clients that span both the Fortune 500 list and emerging industry leaders. We have also built strong relationships with the world’s most influential martech platforms and are key partners to them and their clients.
Overview
The Growth Advisor is a dynamic sales professional responsible for driving sustainable revenue growth; with expertise in effective sales within digital marketing, martech consulting and digital product professional services. This is achieved by strategically identifying and securing new business opportunities, while also expanding existing accounts during their first year in our client portfolio. The Growth Advisor is instrumental in fueling revenue through partnerships, outbound efforts, and adept negotiation.
Role Responsibilities:
New Business Development
- Lead Generation and Qualification:
- Proactively identify and target qualified accounts aligning with the Ideal Customer Profile (ICP) and within defined territory and AAR bands.
- Utilize BANT (Budget, Authority, Need, Timeline) and similar models to qualify leads and prospects effectively.
- Conduct thorough research to understand prospect needs, pain points, and decision-making processes.
- Tapping into historic, current portfolio of contacts and customers that align with our ICP to engage with Enterprise deal opportunities.
- Outbound Sales Activities:
- Execute targeted outbound sales campaigns through emails, calls, social media, and other relevant channels.
- Craft compelling messaging and value propositions that that differentiate our capabilities from major competitors and prove ROI
- Schedule and conduct discovery calls and meetings to establish rapport and uncover opportunities.
- Traveling to meet and see prospects will be required to engage onsite for pitches, co-facilitated workshops, and attendance of industry events. Travel is as much as once a month on avg.
- Sales Cycle Management:
- Create and deliver impactful discovery sessions, sales presentations, and proposals demonstrating value that align with SH/FT’s core competencies and industry vertical expertise.
- Collaborate with internal teams to develop customized solutions addressing prospect challenges.
- Skillfully negotiate terms and contracts, ensuring alignment with company policies.
- Utilize CRM to track opportunities, activities, and outcomes diligently.
- Sales Process Management:
- Serve as the primary contact for sales inquiries and activities.
- Coordinate and manage large-scale proposals and RFP/RFIs.
- Oversee sales contracts, ensuring compliance with company policies (MSA, NDA, DPA, SOW).
- Maintain accurate and up-to-date sales records in CRM.
- Partner and collaborate effectively with cross-functional team members and SMEs (e.g. technologists, strategists, client success, project managers, etc.).
Account Expansion
Identify Growth Opportunities:
- Leverage customer data and insights to anticipate future needs and offer proactive solutions.
- Partner with client success and delivery teams to pinpoint upsell/cross-sell potential within Year 1 and “Sleeping Giant” (large multi-billion dollar accounts).
Account Planning and Execution:
- Develop and execute strategic account growth plans to foster long-term relationships.
- Continuously nurture client relationships, providing exceptional support and service.
- Actively seek referrals and references to expand network and reach.
Win-Back Strategy:
- Identify and analyze inactive accounts aligning with strategic business goals.
- Assess win-back potential and develop tailored re-engagement strategies.
- Rebuild relationships with key contacts in churned accounts.
Partnership Engagement
- Strategic Alliance Development:
- Cultivate and manage strategic partnerships for lead generation and market expansion.
- Engage in co-selling activities with partner-based sellers to maximize reach and impact.
- Collaborate with delivery leaders to identify thought leadership and joint sales opportunities.
- Coordinate with Partner lead to submit and track opportunities within partner portals.
Qualifications
- 5+ years of proven solution-based selling experience in a services/consulting environment (specifically digital marketing, revenue management + operations and digital product design and engineering)
- Demonstrated success in consistently meeting or exceeding sales targets and quotas
- Existing portfolio of clients and contacts within the relevant technology ecosystems
- Deep martech industry knowledge with ability to differentiate from major competitors from day one
- Willingness to provide 3 professional references
Key Skills Required:
Core Sales Skills
- Sales acumen and consultative selling approach
- New account acquisition proficiency
- Deal orchestration and closing expertise
- Pitching and proposing compelling value propositions
- Pricing strategy development
- BANT and other lead qualification methodologies
- Ability to conduct effective budget discussions and negotiate favorable outcomes
- Deep understanding of competitive positioning and value proposition development
- Proven ability to articulate complex technical solutions to C-level executives
- Experience navigating multi-stakeholder enterprise sales cycles without extensive management oversight
- This role requires a self-directed professional who can manage deal strategy, internal coordination, and client relationships with minimal day-to-day guidance
- Must demonstrate strategic thinking in deal progression and proactive problem-solving
Interpersonal & Communication Skills
- Strong relationship building and communication skills
- Teamwork: Collaborative spirit and willingness to contribute to a positive sales culture
Technical & Analytical Skills
- CRM proficiency (e.g., Salesforce)
- Technology Skills: Proficiency with sales enablement tools, social selling platforms, and analytics. Including: LinkedIn Sales Navigator, Sendoso, Apollo.io
Additional Skills & Attributes
- Must demonstrate existing knowledge of martech/digital marketing landscape with ability to speak credibly about industry trends, competitive landscape, and client challenges from day one.
- Adaptability: Ability to thrive in a fast-paced, evolving environment.
Our Commitment to DEIB
We strive to champion diversity, equity, inclusion, and belonging through our Project NEXT committee. This team of passionate internal advocates and external experts allows us to build and leverage a diverse and inclusive workforce and workplace by committing to represent and reflect the experiences, perspectives, and viewpoints of our people, partners, and communities we serve. We are committed to providing knowledge and career opportunities to the next generation of digital marketers while championing diversity and equality in the workplace.
At the core of our success is our culture and dedication to maintaining a positive work environment, encouraging professional growth, and promoting the health and well-being of our employees.
We do not discriminate against any employee or applicant because of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), or any other basis protected by law.
We welcome and encourage applications from people with disabilities under the Accessibility for Ontarians with Disabilities Act. Accommodations are available on request for candidates taking part in all aspects of the selection process.
As required by law, Shift Paradigm provides a reasonable range of compensation for roles that may be hired in California, Colorado, Hawaii, New York, New Jersey or Washington. The salary range for these residents is $85,000.00 to $110,000.00. Salary is based on several factors including but not limited to role, skillset, relevant education, level of experience, certifications, etc. In addition to base salary, Shift Paradigm offers benefits such as medical, dental, vision, STD/LTD, Life/AD&D, Flexible Paid Time Off, and various other ancillary benefits and perks.
