Senior Account Manager - Loqate (3523)

About GBG

GBG is the leading expert in global digital identity. We combine our powerful technology, the most accurate data coverage, and our talented team to deliver award-winning location intelligence, identity verification, and fraud prevention solutions.

With over 30 years’ of experience, we bring together a team of over 1,250 dedicated experts with local industry insight from around the world to make it easy for businesses to identify and verify customers and locations, protecting everyone, everywhere from fraud.

Why you should be@GBG

(with the 93% of our team members that recommend us as a great place to work)

• We make the world a safer place
• We trust each other and win together
• We are local experts in a global business
• We want you to be yourself
• We grow when you grow

Loqate, a GBG solution

Helping every business in the world reach every customer in the world. Sounds good, doesn’t it. That’s the vision of GBG’s Location Intelligence business. But what does it really mean?

We help our customers connect with their customers quickly and easily. We do this through world-class data, innovative technology and our team of dedicated and experienced people.

Customers range from the smallest online shops to the biggest global technology companies, and a range of channel partners, with everyone in between. Each customer is as important as the next, and ensuring our solutions meet all customers’ needs is vital to our success.

With dedicated offices in the UK, Germany, San Francisco, and New York City, our business is proven to deliver double-digit growth each year, this will continue to help GBG become leader in identity data solutions.

The Role

This is an acquisition sales (hunter) role. The role is in place to deliver our “new logo” business target from allocated market sectors across D/A/CH, Nordics, and the Benelux. The role is predominantly field-based and involves progressing inbound enquiries to conclusion and where required an element of outbound calls/contacts to prospects, leads, and opportunities. At the beginning, renewals will be involved in this role till the market is big enough for an own renewals position.

What you will do

Role Summary

• Research prospects within allocated sectors to create a prospect pipeline.
• Manage the prospecting process using appropriate sales tools (LinkedIn Premium, referrals, personal networks, etc.)
• Make appropriate outbound contact (phone/email/social) to move a prospect to lead and closure.

Focus Areas

• Proactively manage all opportunities within the pipeline. Establish working routines to support the time and territory management of the different tasks associated with this.
• Drive opportunities through the pipeline stages to “sold” by using appropriate sales processes and plays (phone, email, social, demos, web-ex, etc.). Handle objections and offer additional/alternative solutions.
• Build and develop customer relationships and maintain communication throughout the sales cycle.
• Identify any revenue shortfalls and ensure these gaps are filled through pro-active activity.
• Gain feedback throughout the sales cycle and share with wider team, marketing, and research as appropriate to ensure continuous improvement to the process.
• Cross-sell additional products through the process.

Requirements

• Proven experience within a software/technology new business sales role with evidence of meeting / exceeding sales targets
• Experience with software legal contracts
• Experience with SaaS software and commercial pricing models is highly advantageous
• Experience with address management software is highly advantageous
• Technical background would be advantageous.
• Experience working in a fast-paced customer-focused environment
• Excellent understanding of managing a sales pipeline, including the ability to self-create and close from a cold-pipeline management and time management skills
• Excellent oral, and written communication and negotiation skills

Person Profile

• A hungry self-starter takes ownership of their own performance.
• Passionate about professional sales
• Highly ambitious with drive and determination
• Has a competitive nature
• Confident and outgoing with excellent interpersonal skills; a people person who is engaging, communicative and outgoing.
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