Manager, Client Development - Expansion

Syndigo powers the continual flow of data and content throughout the entire commerce ecosystem— accelerating delivery of accurate and compelling information that increases sales on every shelf. We are the recognized leader in software and services for the management of master data, product information, digital assets, and content syndication and analytics across industries including grocery, foodservice, hardlines, home improvement, oil & gas, pet, health and beauty, automotive, apparel, and healthcare products.

Syndigo serves the industry’s largest two-sided network, connecting more than 50,000 global users across 12,000+ global brands with more than 1,750 global retailers.

Basically, we're the people that deliver the rich, accurate product content that helps consumers shop online with confidence, and helps brands and retailers operate efficient product supply chains. We cannot do all of this without our amazing employees who make the magic happen here at Syndigo. As we continue to grow, we’re always looking to identify talented individuals to join our team.

**This is a hybrid position that requires 2 days per week in office at our Chicago location**

We are seeking a Manager, Client Development for our Expansion team.  This person will be responsible for managing a team of 8-10 individual Account Executives. This role will directly report into the VP, Client Development, and they will be leading the growth strategy and revenue attainment within the MM/SMB market sectors of Syndigo’s existing client base across the Americas region (~12,000 Accounts). Additionally, this role will oversee pipeline cultivation and cross-sell into Syndigo’s PXM/PIM/MDM solution lines.

HOW WE’LL BE WINNING TOGETHER DAY TO DAY

• Build and maintain an excellent growth team that is focused on expanding the existing MM/SMB client base by successfully securing upsells/cross-sells into that area of the business.
• Ensure the team appropriately forecasts and executes against the qualified high velocity pipeline within the current client territory that exceeds 3X-4X of quarterly/annual targets.
• Foster internal & external partnerships that allow for enhanced field enablement, growth opportunities, and alignment within Syndigo’s OKRs and new GTM strategies related to our evolving PXM/PIM/MDM programs.
• Drive and support active lead generation in partnership with BDR, Marketing, and Retail teams.
• Facilitate and engage in cross-collaboration with Account Management/CSM Teams to ensure proper account alignment, planning, and strategies are being deployed for the existing client base.
• Become the primary negotiation lead on contract terms, pricing, and other details to close growth deals.
• Deliver sales coaching, opportunity management alignment, and ultimately support critical pipeline opportunities through closed-won
• Leverage existing sales tech stack (Salesforce, Salesloft, LinkedIn Sales Navigator, MindTickle, etc.) and share best practices across the team
• Standardize the practices of the current team:
  • Prepare compelling sales presentations and proposals tailored to client needs to showcase the company's value proposition.
  • Enhance the team's approach around account planning and heatmapping of territories to align the client's investment appetite for all of Syndigo’s offerings. Both in Brand Syndication and PIM/MDM scope of work.
  • Hold the team accountable for converting PXM Essentials upsells but also guide them to uncover leads across the PXM/PIM/MDM solution line for additional value, growth, and deeper partnerships.
  • Support Account Management/CSM teams in the overall CSAT of a client and drive additional value in upsells, references, and success stories.
• Support & Lead in the next-gen evolution of the existing Business Development team.
  • Driving the execution of Syndigo’s new GTM approach for PIM/MDM. Mapping out future state and advising on BPIs, ROEs, and GTM deployments.
  • Conduct market research to identify potential changes, industry trends, and assess market opportunities as it pertain to Syndigo’s GTM positions.
  • Enhancing Syndigo’s MQL & SQL processes in partnership with marketing.
  • Ramp the existing BDR team around strategies and approaches for targeting the existing client base.

WE SHOULD TALK IF THIS SOUNDS LIKE YOU

• 10+ years of B2B sales experience; proven ability to manage a successful sales team at a manager level.
• 3+ years of leadership experience 
• 2-3 years of experience in PIM/MDM in conjunction with data syndication to 3rd parties (i.e., Retailers, Data pools) is highly preferred 
• Sales Methodology experience with MEDDPIC