Franklin Apprenticeships
Location
Baltimore, MD | United States
Job description
Position Summary
We are looking for a technical services sales professional to develop new business. This is a direct contributor, sales position focused on both opening and cultivating new business across the US. New business will be developed through methodical outreach to new potential buyers in organizations where we have established an initial relationship as well as new buyers sourced directly, through referrals or marketing.
Your starting point is our existing 30 Fortune 500 referenceable clients where we have proven our value to an initial department. This role requires creativity and C-level selling skills to get in front of mission critical technical departments.
What You’ll Do:
· Hunt for new business in existing client organizations through referrals, relationship development and strong prospecting skills.
· Quickly build a pipeline using a proven sales methodology/process
· Lead a team-selling effort to demonstrate thought leadership, capabilities, and impact.
· Actively cultivate existing relationships to generate referrals, identify trends, track client projects and initiatives, etc.
· Convert marketing leads, advisor introductions, inquiries, and referrals to qualified sales opportunities.
· Utilize CRM (currently Zoho) to document and plan for sales success, documenting activity, plans and communications in real time.
· Develop robust account development plans for all assigned accounts.
· Conduct sales calls and presentations to all levels across multiple departments (i.e., HR, IT, procurement, etc.)
· Establish yourself as a subject matter expert – Franklin offerings, competitive landscape, technical staffing, and technical skill development.
Desired Skills and Experience You Bring:
·5+ years selling services to technical C/VP level at Fortune 1000 companies is required.
· Additional experience or knowledge in staffing, training and professional development is desired.
· Track record of exceeding quota
· Demonstrated knowledge of technical organization structure in Fortune 1000 companies
· Demonstrated knowledge of how large, complex organizations manage technical project staffing, are impacted by skill gaps, budget/plan for staff development, and manage headcount.
· Exceptional communication skills – written, verbal and presentation.
· Consistently applies a consultative, diagnostic or challenger sales model to educate and uncover technical skills and staffing gaps.
· Organized, multi-tasker able to juggle multiple high priority accounts and sales.
· Skilled in identifying opportunities and then moving prospective buyers through a documented process.
Qualities and Values You Bring:
• Drive
• Ability to create urgency and make a compelling case for Franklin Apprenticeships
• Persistent
• Independent and team player
• Accountable
• Positive, can-do
• Adaptable
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