Acxiom LLC New Business Sales Executive - Retail/Tech/Com/Travel in Boston, Massachusetts
The position of Senior Sales Executive – New Logo Acquisition is an individual contributor job focused exclusively on new business development in the following verticals: RETAIL, TECHNOLOGY AND COMMUNICATIONS, and HOSPITALITY & TRAVEL. The Senior Sales Executive (SSE) will be accountable for a foundational new logo target of four (4) new logo opportunities over a 12- month period and will be measured by Total Contract Value (TCV) with an annualized quota (target) of $5mm. The sales target will be adjusted and pro-rated dependent upon date of hire and termed based on our Fiscal Year End of December 31. This position will identify new logo’s for pursuit, identify key buyers within the account, gain initial exchange of value for time with the prospect, build the value proposition, gain collaboration on developing a business case, qualify the client with rigor, and convert the opportunity to an executable contract delivering profitable revenue for Acxiom and solving a client’s business problem that has high organizational impact and couldn’t have been solved with existing resources. The SSE will have six months from start date to develop a qualified and meaningful pipeline of opportunities and then convert at least two (2) opportunities within the second six months. Subsequently, the expectation will be 4 new logo’s per calendar fiscal year.
This role reports to the Vice President of Sales – New Logo Acquisition and be supported by domain experts, solution architects and presales engineers
Essential Job Responsibilities and Competencies:
Accountable for meeting or exceeding targets of 4 new logo’s per year and $5mm as measured by Total Contract Value (TCV).
Identify key prospects on developed buying criteria such as sales, number of employee’s, geography and propensity to map their associated business problems with the value of Acxiom’s solutions.
Prioritize prospects by stack ranking in terms of value to Acxiom and client.
Provide thorough research of top prospects and develop pre-call value propositions to gain initial curiosity of buyers that will allow the buyers to exchange their time for the perceived value of solving their business problems or in helping them achieve improved business results specific to their needs.
Proficiency in all pre-call research platforms and be able to demonstrate a routine of extensive and thorough abilities to research for a deep understanding that can be translated to a relevant message for the buyer to exchange their time for value.
Solid networking skills to use social platforms to engage new buyers and prospects to develop introductions to key decision makers.
Establish pre-call plans with pre-conditioned meeting objectives, developing a clear purpose for initial discovery calls with agreed upon agenda’s that the client confirms prior to calls.
An ability to situationally converse rather than lecture by PowerPoint. If proficient in developing presentations, have the ability to engage customers in a highly interactive meeting environment. Have the ability and aptitude to ask relevant questions based on thorough research.
Ability to gain collaboration from a client to build out a financial and empirical business case that the client ultimately acknowledges and validates.
Advance the buyer through a highly defined sales process with an end goal of gaining commitment from the client evidenced by a signed contract.
Work well internally with all support resources and understand the same high Emotional Quotient (EQ) skill required with a client will also be required internally to engage resources to support sales process as well as post sales execution.
Understands that resources, product investments, and governing corporate strategy decisions are based on the accuracy of Salesforce CRM data and maintains routines and disciplines for an accurate presentation of pipeline and resulting activities within their respective pipeline.
Additional Required Experience and Skills:
8+ years of demonstrated performance in an B2C role requiring knowledge of a highly complex sales process.
Good Intelligent Quotient (IQ) allowing critical thinking skills to aid diagnosis and prescription of business challenges
Good Emotional Quotient (EQ) allowing for solid communication and relationship skills that enhance the quality of client interactions. Ability to work well with support teams including sales support, finance and delivery.
Strong qualification skills unafraid to discuss money, budget and resource issues to ensure proper time allocation on those opportunities that are real.
Courage to avoid RFP and proposal traps from unqualified buyers and procurement led initiatives with incumbent providers that have clear retention with their clients.
Experience using Salesforce CRM software required; experience with Marketo, Brightfunnel, Discover.org and other lead management tools.
Strong negotiation skills resulting from a well -organized sales process.
Strong understanding of interdependency working with both account owners and other internal stakeholders.
Experience in selling in similar markets in competitive companies including but not limited to Acxiom’s named competitors and or IPG’s digital marketing affiliates.
- Bachelor of Arts/Science degree, preferably in Business, Marketing or a related track.
Primary Location City/State:
Homebased - Conway, Arkansas
Additional Locations (if applicable):
Acxiom is an affirmative action and equal opportunity employer (AA/EOE/W/M/Vet/Disabled) and does not discriminate in recruiting, hiring, training, promotion or other employment of associates or the awarding of subcontracts because of a person's race, color, sex, age, religion, national origin, protected veteran, military status, physical or mental disability, sexual orientation, gender identity or expression, genetics or other protected status.
Who is Acxiom?
We are leaders in helping brands achieve the number one mantra for every business – know your customer. For fifty years, we’ve helped marketers deal with a fast-changing future of growing channels, data and technology. By understanding the customer, marketers can communicate with relevance everywhere and drive better customer experiences that build a better brand and, in turn, better business.
We’re one of the marketing industry’s most experienced, respected and forward-thinking leaders. For nearly fifty years, we’ve helped the world’s best marketers understand their customers so that they can reach people with relevance rather than randomness. Our products and solutions form the data foundation that make it possible for marketers to drive better customer experiences and meaningful interactions at scale across every channel.
Our job opportunities will give you the opportunity to showcase your talents, grow your skills, and expose you to cutting-edge technologies, whether you’re an engineer, developer, products guru, systems and security expert, sales and consulting executive, or an intern looking to gain real experience with a company that will make you stand out.
At Acxiom, our values begin with our associates, who are the single most important driver of our success. We’re looking to hire people who share our core values: collaboration, excellence, innovation, a focus on outcomes, and being empowered to make and own decisions that benefit our clients and our company. Our values represent our brand promise – to our clients and to our associates – and define our company culture.
If you are interested in applying for employment with Acxiom and need special assistance or an accommodation to apply for a posted position, contact our recruiting department at 1-877-314-2049.
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Attention Colorado, California, Connecticut, Maryland, Nevada, Ohio and Washington Applicants: This position is not located in the aforementioned states but applications for remote work may be considered. For information about this role under state or local equal pay or pay transparency laws, please contact email@example.com
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