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About the Role

Manage and provide strategic sales support to Account Executives, focusing on selling Document Operations services and solutions. Train, mentor, and develop sales talent for consultative selling, and assist in closing deals. Ensure accurate forecasting and achievement of team bookings, revenue, and margin targets.

Responsibilities

• Lead and communicate with Account Executives and Manager daily.
• Assist Marketing in developing campaigns to target new logos and clients.
• Develop and implement strategy, tactics, and GTM Plans for Document Operations.
• Coordinate sales activity with Marketing initiatives.
• Set sales performance metrics and expectations for Account Executives.
• Improve and maintain sales processes to accelerate performance, processing, and accurate forecasting.
• Present company capabilities and solutions to senior-level prospects.
• Facilitate an environment that encourages teamwork, differing views, creativity, continuous learning, self-improvement, and respect for all people.
• Liaise with other CBPS Operating Companies and vendor partners.
• Achieve team booking, revenue, and margin targets.
• Maintain knowledge of industry trends associated with Document Operations.
• Interface with members of the CBPS Executive Leadership Team to provide updates and discuss strategy.
• Lead company initiatives as determined by the VP of Sales & Marketing.

Requirements

• Bachelor’s Degree or equivalent work experience.
• 10+ years of sales experience required, with at least 5 years in a sales management role.
• Work experience with Document Operations and/or Information Management & Processes.
• Industry experience in Banking, Financial Services, and Insurance.
• Proven track record of success with long sales cycles and complex solutions.
• Proficient in Google or Microsoft Office suite of productivity software.
• Strong reporting, inspection, and user skills with Salesforce.
• Results-oriented and a strategic/creative thinker.
• Ability to motivate, manage, and direct others.
• Strong leadership and interpersonal skills.
• Successful track record in sales.
• Thorough understanding and facilitator of MEDDIC and consultative selling.
• Deep understanding of selling, pricing, and deal structuring strategies.
• Comfortable interrogating and pushing back on internal costing of solutions and services.
• Strong analytical skills.
• Superior customer engagement and management skills.
• Advanced organizational and time management skills.

Skills

• Document Operations
• Information Management & Processes
• Metadata
• AI
• Banking
• Financial Services
• Insurance
• Healthcare
• Life Sciences
• Legal
• Education
• Google Office suite
• Microsoft Office suite
• Salesforce
• Zoominfo
• Sales Navigator
• Demandbase
• Salesloft
• Chorus
• MEDDIC
• Consultative selling
• Selling strategies
• Pricing strategies
• Deal structuring strategies

Experience Level

• 10+ years of sales experience
• 5 years in a sales management role

Education Level

• Bachelor’s Degree or equivalent work experience
• Master’s Degree preferred