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Senior Director, Business Development

2 months ago

Miami, United States Analytic Partners Full time

About Analytic Partners

As a global analytics firm, we provide intelligent technology and expert advice that enable top-tier enterprises to conceive, simulate, predict, and optimize outcomes for marketing and profitable revenue growth. Our solutions create a true competitive advantage by accelerating the development of true learning organizations that recognize and capitalize on change.

We have built relationships with over 100 of the world's leading brand companies through successful identification of marketing-driven opportunities and early identification of threats. From 13 offices spanning Europe, Asia-Pacific, and the Americas, we provide global reach with localized analysis, delivery, and support.

Job Overview

This position will be responsible for prospecting, engaging, and developing new business relationships with some of the largest and most recognizable brands across the Americas and globally. This role will communicate a compelling, data-driven narrative to fuel the development of a robust sales pipeline and securing new client relationships.

We are looking for a seasoned sales professional who will manage marketing-qualified inbound leads while conducting their own prospecting to open doors and initiate conversations across a target account list of enterprise companies who would have a need for our solutions. By partnering with our world-class client engagement team, this role will help ensure all new clients are successfully contracted, they have adequate support resources available to them, and they are onboarded efficiently.

Key Responsibilities:

  • Define the growth strategy for your portfolio with clear guidance on key client and agency stakeholders, client/opportunity prioritization
  • Qualify and nurture marketing qualified leads while developing and nurturing your own self-generated leads across your target account list
  • Lead large-scale brand relationships with senior stakeholders focused on identifying strategic opportunities for value-creation, partnership development, and new revenue generation for Analytic Partners
  • Lead, negotiate and close large-scale deals within a target account list, custom-tailoring strategic solutions to their business needs and our competitive set
  • Develop and execute on multi-stakeholder account strategies throughout the entire deal lifecycle, from client prospecting through RFP management and post-sale engagement
  • Efficiently perform discovery on your target prospect to write compelling, value-based partnership proposals, incorporating clear financial business cases
  • Develop and progress a pipeline of qualified opportunities to deliver revenue which meets or exceeds your assigned quota
  • Drive high-impact thought leadership aligned with your vertical segments to establish Analytic Partners' reputation as an innovator and trusted leader in marketing measurement technology
  • Capture timely and complete sales activity in Salesforce and maintain the discipline of pipeline management to ensure accurate forecasting
  • Stay up to date with relevant industry and job knowledge by attending conferences, participating in educational opportunities; reading professional publications; maintaining personal networks; and participating in professional organizations

Critical Skills/Aptitudes Required:

  • Demonstrated ability to sell technology and services solutions with ACV $500k+to senior marketers and analytics influencers
  • Understanding of the marketing ecosystem and a passion for technology
  • Experience using a value-based sales approach to clearly articulate competitive differentiators in a way that communicates ROI impact into
  • Knowledge of how to manage a complex sales cycle with multiple stakeholders including procurement, CXO level contacts, senior level marketing and analytics professionals at the local, regional and global level within multinational organizations
  • Comfortability in identifying a target account list, developing account plans and executing in a disciplined, consistent manner to map and engage all relevant decision makers and influencers potentially involved in a deal
  • Deeply networked with many relationships with decision makers, influencers and CXOs in marketing, analytics and finance positions within enterprise organizations
  • Strong fluency with storytelling using data and analytical methods on how an organization can use tools to measure and improve marketing returns and business performance
  • Self-starter with ability to solve problems independently, but also very strong team-seller who can work efficiently with our solutions experts to overcome obstacles and construct winning proposals
  • Effective multi-tasker comfortable in a fast-paced environment
  • Experience with managing complex RFP/RFI and other formal evaluation processes, engaging multiple internal and external stakeholders to deliver professional and comprehensive responses / content which convert prospects to clients
  • Familiarity with sales research tools such as ZoomInfo, Linkedin and other platforms
  • Strong written and verbal communication skills
  • Strong interpersonal skills; good at reading people, establishing rapport and building trust
  • Experience using Salesforce CRM and managing a highly accurate pipeline

Requirements:

  • 10+ years of demonstrated ability to hit sales quotas with Enterprise-class customers selling marketing data/analytics/software solutions in the $500k to $5M range
  • College degree and/or formal training in strategic selling techniques