Sales - DIRECTOR OF SALES - STRATEGIC

Essential Duties And Responsibilities

• Accountable for achieving Annual Recurring Revenue (ARR) sales goal.
• Achieves and exceeds ARR goals through sales strategy delivery, sourcing new customers and maintaining and building productive long-term relationships with channel partners.
• Represent our company’s products and services, starting with a deep and comprehensive understanding of those products and services.
• Demonstrate knowledge, delivery skills and techniques for educating influencers and employers of the Empyrean products and service delivery.
• Responsible for engaging channel partners such as brokers, consultants, advisers and carriers to build relationships that lead to qualified leads.
• Responsible for engaging employers directly to build relationships that lead to qualified leads.
• Prepare action plans and schedules to identify specific targets that will generate pipeline and qualified leads.
• Build a valid and qualified pipeline to exceed expectations.
• Precise and detailed activity tracking utilizing the company tools and following the company defined process for tracking opportunities and activities.
• Develop and implement territory action plan through comprehensive data analysis, and adjust sales techniques based on interactions and results in the field.
• Follow up on new leads and referrals resulting from marketing activity.
• Execute a consultative sales strategy.
• Deliver systems demonstrations.
• Achieve sales goals by assessing prospect needs and following a defined selling process, often utilizing product demos and presentations.
• Effectively partner, develop and own deal strategy with your sales leader, the transition team, and other sales support resources at the appropriate time in the selling process.
• Develop and foster an environment of teamwork, collaboration and trust with sales support, marketing, product and operations.
• Collaborate with an aligned client (prospect) team to ensure mutual understanding of the opportunity and the ability to deliver on it.
• Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals.
• Partner with your sales leader to identify marketing events such as seminars, trade shows, and telemarketing events; along with Empyrean supported events that will expand relationships and Empyrean brand in the development and support of you market activities.
• Develop and manage marketing campaigns in partnership with marketing and your sales leader.

Required Skills And Abilities

• Proven ability to develop and deliver presentations.
• Proven ability to develop and maintain business development territory that includes prospecting.
• Proven ability to execute a thorough sales discovery process.
• Proven negotiation and closing skills.
• Strong interpersonal and communication skills.

Knowledge, Experience And/Or Education Requirements

• Bachelor’s degree preferred but not required.
• In lieu of Bachelor’s degree, equivalent years of experience in sales, business analytics, management information systems, human resources management, benefits administration or a related field.
• 3+ years of experience selling technology and services to Strategic Employer (1,500 -5k).
• Overall 8+ years of experience.
• Proven experience in building and developing client relationships with Brokers, Consultants and Employers.
• Relationship building experience necessary.
• Channel sales experience preferred.
• Experience in selling HCM, payroll, health and welfare benefits or benefits administration Services.

Other Requirements

• Up to 50% travel.