About the Role:
eSkillz is looking for an Client Executive to enhance our Business Development team.
You will be responsible for both Inbound and Outbound sales prospecting activities, as described below. Additionally, each Client Executive (CE) is specifically assigned to a line of business and/or solution that you will be responsible for overseeing existing eSkillz customer reorder activity, fostering relationships within the LMS/TM partner organization, and working opportunities for your assigned line of business solution through the sales cycle to close new business and generate additional sales bookings.
Outbound sales activities include proactively reaching out to potential customers through cold calling, emailing, and social selling. The aim is to establish new relationships and effectively communicate the value of eSkillz solutions as we build our sales pipeline for our most profitable solutions. In contrast, inbound sales activities originate from eSkillz and our partner marketing programs, as well as established relationships within the eSkillz customer base, within our LMS/TM partner organizations’ sales & services team(s), and/or independent HR consultants with whom we collaborate in the pursuit of new business.
As a CE at eSkillz, your role will involve finding, cultivating, and creating new customers. We are building our sales processes, developing resources, and improving reporting & analytics capabilities. We are actively maturing our go to market function while upskilling our entire revenue team. Our goal is to establish a Revenue Generation function characterized by a “winning” attitude, a strong sense of urgency, and a passion for sales.
As a member of our Business Development team, you’ll collaborate with leadership to align and prioritize your sales efforts with our annual Sales Booking targets. As a vital part of our expanding revenue generation pillar, you’ll have the opportunity to help shape processes and build pipelines to support our growth goals. We believe in promotion from within and transparency on career paths that will allow you to grow in your sales profession.
What you'll do:
- Attend Business Development, pipeline/forecast, and relevant partner specific internal team meetings.
- Develop and strengthen relationships with LMS/TM partner by educating their sales and customer success teams, enabling them to identify opportunities within their customer base and ensure eSkillz is top of mind.
- Contribute to the ideation and execution of eSkillz solution-specific marketing campaigns and events to boost lead volume.
- Follow up promptly with all inbound leads, prospect communication, and customer inquiries.
- Strive to hit company, BD and personal sales targets by quarter
- Develop and manage a book of customer business as assigned by your BD Manager
- Develop prospecting outreach plans to research, prioritize and actively engage target accounts, partnering cross functionally within eSkillz for insight and support.
- Utilize all available resources – including Salesforce, external sources (e.g. social media, news alerts, etc.), and market analysis tools – to strategically identify and contact targets for applicable eSkillz solutions.
- Conduct targeted and non-targeted account prospecting and qualification via the phone.
- Leverage social media and networking (personal and company) to establish connections within target accounts.
- Demonstrate creativity in prospecting efforts through things like video messaging, social selling, research, and tailored emails for personalized communication to contacts.
- Source new business via outbound calls, following the appropriate sales cadence and coordinating follow-up discovery meetings with the appropriate BD/sales resources for eSkillz solutions outside of your expertise.
- Proactively reach out to the existing eSkillz customer base with strategic messaging to promote reorders and upselling of new services and solutions ahead of current contract completion.
- Maintain accurate and up-to-date account and prospect information in Salesforce CRM, tracking and documenting your daily sales activities including relevant research, contacts, call logs, emails, and meeting information.
- Follow the sales process for creating and updating Salesforce opportunities, requesting MSAs, preparing SOWs, and filing executed contracts.
- Upon obtaining a contract signature;
- Execute Salesforce opportunity closing activities & Task List activities.
- Coordinate and lead the (internal) sales to services hand-off call, reviewing the scope of work, account background, and success goals to prepare the services delivery team for success.
- Coordinate and lead the 1st Kick Off call (external) to introduce participants, roles, and ensure a warm handoff with the customer as you transition them. (The Services Team Lead will typically take over the call as they present an overview of the delivery process and next steps.)
- Continue upskilling on all eSkillz solutions, deepening knowledge in your line of business solution, and sharing updates in a synergistic fashion with your Business Development team counterpart(s) for ongoing team learning.
- Collaborate with the Marketing and Revenue Operations teams to ensure accurate and up-to-date BD resources are available for your line of business solution including documentation of Sales Playbook, Menu of Services, SOW templates, Presentation Decks, Salesforce email templates, and internal system processes. Also, assist with internal communication regarding changes to internal processes, pricing, packaging, and legal language.
- Represent eSKillz in a positive and professional manner online, on camera, as well as at in-person conferences and events.
What you'll need:
- Embrace a growth mindset and a willingness to be coached, trained, and mentored towards a successful sales career.
- Demonstrate a passion for assisting prospective customers in resolving business issues.
- Exhibit the ability to connect effectively with prospects or customers, build relationships, influence multiple layers within an organization, and uncover opportunities with a value-based approach.
- Possess excellent organizational and written & verbal communication skills, with an ability to influence others.
- Be a self-confident communicator comfortable engaging with C-level contacts and articulating ideas persuasively in emails and other written communications.
- Display confidence, poise, maturity, and resilience in interactions with both internal and external audiences.
- Have proven experience managing multiple, competing priorities.
- Demonstrate the ability to create structure in ambiguous situations, maintain focus, and design effective workflows.
- Showcase creativity to think outside the box and self-governance to execute effectively.
- Be Goal Oriented with the ability to work both independently and within a competitive team environment.
- Exhibit collaboration skills and the ability to work in partnership with various eSkillz internal groups.
- Be self-motivated, driven, and possess a dynamic personality with a bias for action.
- Proficient in Microsoft Office products such as Outlook, PowerPoint, Word, OneNote, and Excel.
Bonus points if you have:
- Have a bachelor’s degree.
- Have Sales and Salesforce experience.
- Have worked in the services industry or LMS consulting industry.