Job description
The primary responsibility of this role is to generate opportunities and successfully close sales. This includes overseeing the planning, development, and execution of accounts sales objectives. A key focus is delivering unexpected value at every customer interaction, fostering strong relationships, and driving customer loyalty. The role also involves managing renewals, upselling, and cross-selling to maximize customer value and ensure long-term success.
Major Responsibilities:
- Sales Achievement Plan: Develop and execute outcomes-based strategic sales plan via competitive analysis, customer segmentation, product utilization, market and account penetration plans, and thoughtful product positioning. Responsible for collaborating with the Head of Business Unit (EVP) to establish annual sales goals and take necessary action to achieve sales targets. Rigorous sales qualification and pipeline management. Implement repeatable processes and best practices that improve the ability and efficiency to sell, upsell, or cross-sell to existing customer accounts.
- Sales Performance: Meet or exceed assigned targets for sales volume, market share, and other key financial performance objectives. Identify and close sales opportunities, negotiate contracts with support from legal counsel and other internal stakeholders as appropriate for deal execution.
- Sales Cycle Management: Using a motivated and disciplined approach, successfully manage the full sales cycle for each opportunity from prospecting, qualifying, and nurturing the opportunity to present the offer, handling objections, and closing the sale. Expected to maintain excellent notes and use company-approved tools to facilitate sales enablement and exceptional client care.
- Sales Forecast and Pipeline Management: To demonstrate that they always understand prospects and opportunities, they must be able to forecast accurately, manage, and successfully drive opportunities to closure. They must also continuously focus on sustaining a 3x pipeline.
- Upselling / Cross Selling: To operate with our customer-obsessed value, the VP of Sales will add value at every customer interaction. Sales offerings will consider and include an appropriate mix of upselling existing customers into a product suite or cross-selling related or complementary products, subscriptions, and services.
Education and Experience:
- Bachelor’s degree and 8+ years of successful sales experience in software or technology, or an equivalent combination of education and experience.
- Sales Expertise: Strong sales acumen with endurance throughout the sales cycle.
- Customer Focus: Builds credibility, fosters lasting relationships, and seizes opportunities.
- Sales Strategy: Develops and applies disciplined sales techniques to drive revenue and customer value.
- Selling Techniques: Solution selling, consulting, and multi-product sales across different platforms.
- Financial & Analytical Skills: Strong planning, financial, and analytical abilities to navigate complex business situations.
- Communication: Excellent interpersonal, written, and verbal skills for engaging stakeholders.
- Technology Proficiency: Skilled in Salesforce, HubSpot, Google Suite, Microsoft Office, and business tools.
Lightcast is a global leader in labor market insights, with headquarters in Moscow (ID) and offices in the United Kingdom, Europe, and India. We work with partners across six continents to help drive economic prosperity and mobility by providing the insights needed to build and develop our people, institutions, companies, and communities. Lightcast is proud to be an equal opportunity workplace and is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Lightcast has always been and always will be committed to diversity, equity, and inclusion. We seek dynamic professionals from all backgrounds to join our teams, and we encourage our employees to bring their authentic, original, and best selves to work.
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