Job Posting Guidelines:
1. Understanding Value Proposition & Market Segmentation
- Develop a strong understanding of the company’s Lines of Business (LOBs) and their value propositions across key industry sectors.
- Translate technical and functional capabilities of LOBs into clear business value for prospects.
- Stay informed on industry trends, competitor offerings, and customer challenges relevant to each sector.
2. Prospect Identification & Qualification
- Identify and profile appropriate prospects aligned to each LOB and target sector.
- Conduct market research to build and maintain a robust sales pipeline.
- Qualify leads based on business needs, decision-making authority, budget, and readiness.
3. Stakeholder Mapping & Relationship Building
- Identify key stakeholders within prospect organizations, including business, technical, and executive decision-makers.
- Develop and execute stakeholder engagement strategies tailored to each LOB.
- Build and maintain strong, trust-based relationships with prospects over the full sales cycle.
4. Engagement, Presentations & Demos
- Engage prospect stakeholders and effectively position LOB offerings to generate interest.
- Secure meetings, presentations, and product demonstrations.
- Collaborate closely with LOB Subject Matter Experts (SMEs) to prepare and deliver compelling presentations and demos aligned to prospect needs.
5. Needs Discovery & Value Alignment
- During engagements, identify the prospect’s business requirements, challenges, and pain points.
- Map prospect needs to relevant LOB capabilities and articulate how the solutions address those needs.
- Contribute to refining value propositions based on real market feedback.
6. Opportunity Advancement & Deal Closure
- Manage opportunities from post-presentation stage through Proof of Concept (PoC), where applicable.
- Work with internal teams to define PoC scope, success criteria, and timelines.
- Lead prospects from PoC to proposal development, negotiation, and deal closure.
- Ensure accurate sales forecasting and pipeline reporting.
Job Requirements
- Bachelor’s degree in Business, Marketing, IT, or a related field.
- 3–5 years of experience in B2B business development, enterprise sales, or consultative selling.
- Experience selling technology, data, cybersecurity, analytics, or professional services solutions is an advantage.
- Proven track record of managing complex sales cycles involving multiple stakeholders.
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