Senior SaaS Business Development Advisor

Job description / Role

The Senior SaaS Business Development Advisor in the Learning Technology team will work collaboratively with clients and prospective clients to understand and achieve their End Game for frontline employees. They will work with organisations to create a robust business case to solve real time challenges and grasp opportunities to drive economic growth. They will generate sales in accordance with personal targets through acquisition of profitable new clients and account management of existing clients.

Business Development:
• Skillfully managing opportunities from qualification to close through large, complex organisations
• Navigating decision makers within organizations and building business cases illustrating ROI to drive opportunities
• Recognizing and creatively addressing potential “red flags” in the buying processes of large organizations.
• Disrupting the “status quo” within organizations and effecting change by demonstrating and getting agreement on a new approach to learning.
• Presenting and demonstrating the Solution to potential prospects by traveling to the customer site or via electronic presentation if appropriate.
• Working in co-operation with the marketing team to establish and grow your pipeline through target outbound strategies.
• Creating proposals and quotations for qualified prospects and leading RFP process for prospects.
• Tracking activities in Salesforce and work with management to create a sales growth plan.
• Maintaining professional and technical knowledge through ongoing training; reviewing professional publications; establishing personal networks; participating in professional societies.
• Managing the negotiation and contract process.
• Gaining excessive understanding of the platform and methodologies and using this information to target sales efforts.
• Collaborating on marketing campaigns, such as trade shows, webinars, website visits and referral inquires.
• Using the latest sales and marketing tools and modern social media approaches to connecting with strategically determined accounts.

Strategic Objectives:
• Build and execute an individual sales strategy and present to team each quarter
• Actively participate in strategy sessions
• Understand the company's Digital, Learning, Teambuilding and Transforming products and concepts in order to present and propose appropriate solutions to clients in a confident manner

Quarterly Objectives & Rocks:
• Consistently achieve quarterly objectives
• Lead (or play a leading role) in the execution of a Quarter Rock or Team Priority

Requirements

Person Specification:
• Must have experience selling On-Demand, SaaS (Software as a Service) solution or subscription based product to a diverse customer base, preferably within the e-learning or related industries
• Bachelor’s degree or equivalent practical experience.
• 3+ years of sales experience focused on growing existing business or new business
• Large account management or project management experience
• Proven track record for closing large and mid-size companies
• A natural ability to effectively deliver presentations and communicate over the phone, email or other forums (in-person or online) that demonstrate your positivity, creativity and purpose.
• Ability to adapt, overcome objections, and learn complex solutions
• Strong time management skills
• Demonstrable experience in developing client relationships, prospecting and negotiation skills, with the ability to take an opportunity from lead through to close over a prolonged sales cycle.
• Self-motivated, goal oriented, with proven history of meeting or exceeding sales goals.
• Consistent and documented track record for achieving monthly/quarterly/annual target metrics
• Strong oral and written communication skills area must
• Ability to work in a fast paced, team environment with revenue deadlines
• Working knowledge of computer applications such as Microsoft Office and Salesforce.com

About the Company

KERSHAW LEONARD "WE CHANGE PEOPLES LIVES"

Who we are:

Founded in September 1999 The Kershaw Leonard Group was based upon professional recruitment practices laid down by the UK Institute of Employment Consultants whose values are still at the core of our success today.

Inherently we believe that recruitment is a people business not a CV processing business and as such we take time and care to make sure we understand the needs of both our Clients and our Candidates.

Such attention to the care side of our business together with the sheer length of time we have been established has given us a unique position. We regularly attract top class candidates who only want to work with Kershaw Leonard as they trust our confidentiality and professionalism. Similarly, more than 75% of the clients we work with come back for more when they have a new position to fill.

What we do:

Kershaw Leonard Group places exceptional talent on a Global scale. Our winning strategy is to partner very closely with a small number of clients so we can really understand their objectives, needs and aspirations in a way that allows us to intuitively know the kind of cultural fit they are looking for when the time comes for them to recruit new talent. Then once that talent is on board and part of the client’s team, to assist wherever is needed to improve performance and leadership skills

Why Us:

The Kershaw Leonard Group is more than just a recruitment agency. In addition to KL Recruitment, KL Consulting offers a vast spectrum of skills from our experienced behavioural psychologist and consultants with almost two decades of HR Director level experience in the region.