Vice President, Enterprise Sales Lead

Job Description

We build relationships and consultatively approach business by keeping clients' best interests in mind. We work strategically to execute solutions that work best for our clients' business needs.

Qualifications

• Experienced in integrated marketing, loyalty programs, and customer relationship management - agency and/or in-house client-side.
• Interested in collaboratively working with our Strategic Partnerships
• A complex situations navigator and a creative and creative collaborator
• Comfortable working with SVP and C-Level leadership
• A new business driver, qualifier, and closer who enjoys "the hunt"
• A "plugged in" professional with an active network / "Rolodex"

The Enterprise Sales Lead establishes internal stakeholder and client relationships to qualify and close new business deals. The Enterprise Sales Lead generates new business through individual prospecting, sales leads, and concerted group collaboration. The successful ESL is a quick study who keenly navigates through complex situations. The Successful Enterprise Sales Lead is a dynamic personality with the drive, know-how to connect with important decision-makers within Merkle and prospect/client groups. The ESL concentrates on the big picture of prospective and current client needs, focuses on current capabilities, and consultatively cross/upsells within/between capabilities in Merkle and dentsu international.

The Enterprise Sales Lead drives business growth for Merkle with new and existing accounts in several ways:

• Originates and responds to new logo opportunities. Own sales pursuit efforts for RFPs.
• Develop and maintain an accurate, high-quality sales pipeline aligned to Merkle's sales process; Understand prospect/client and internal Merkle decision-making process and organizational map.
• Strategizes and executes sales roadmap through contact connections and follow-ups; Recalibrates efforts as necessary to meet sales quota goals.
• Analyze prospective/current client business goals, objectives, needs, process, and existing infrastructure ensuring a consultative approach to prospect/client business and internal Merkle objectives.
• Form multichannel partnerships with Merkle sales leadership including C-level, Industry and Growth leadership; Works with internal partnerships and teams in defining, developing, and extending offerings to prospects and existing clients.
• Apply business-based sales principles and demonstrate transferable professional experience when developing sales strategy, opportunity briefs, and sales plans.
• Qualify, upsells, and cross-sells opportunities within our core capabilities; Consults and provide sales expertise in renewal efforts.
• Architect complex projects involving multiple Merkle solutions, important players, and business objectives; Ensure availability of suitable collaterals for offerings.

Qualifications:

• Seven+ years consultative sales experience
• Vast experience with client loyalty programs including custom enterprise programs, digital rebates, surprise & delight, advocacy programs, traditional points-based programs, gamification and promotion overlays, B2B and/or B2E loyalty, Global SaaS platform, unique code generation, and/or catalog management.
• Bachelor's degree from an accredited college/university; Master's degree a plus
• Documented experience architecting and closing large, consultative, complex solution sales deals for midsize to large corporations; Documented quota attainment.
• General business knowledge and acumen; Working knowledge of the integrated multichannel/omnichannel marketing solutions; data analytics, database marketing, strategic marketing platforms, performance marketing, integrated digital marketing and/or marketing cloud; Working knowledge of Marketing Technology – Martech stacks and Adtech stacks.
• Expert/SME: Merkle-adjacent or alliance industry, technology space, and client industry knowledge; Highly engaged, active professional network within sales and industry space.
• Technical expertise/sales-based project management experience; determine on the front end of project: time constraints, resource constraints, effective allocation of resources, project scale, project scope, project duration, person resources/key players, multi-channel, and multi-solution integration components required for project success. Establishes and executes plan. Recalibrates as needed to hit key project milestones to achieve sales objectives.
• History of success working within an individual and team environments; Collaborative within team, leadership, and cross-functional teams to harness and drive new business; Ability to pursue and lead through influence and experience.
• Innovative and creative; Motivated t