Society for Human Resource Management

  • Vice President, Global Enterprise Sales

    Job Locations US-VA-Alexandria
    Job ID 2018-1063
    Category
    Global Business Development
  • Overview

    The Vice President, Global Enterprise Sales, is responsible for developing and growing Enterprise-to-Enterprise sales and relationship management efforts in the Americas, Europe, and sub-Saharan Africa. This position develops and executes enterprise SHRM’s value proposition, sets and executes market development strategies, and generates revenue against budgeted goals. The Vice President is responsible for directing and leading the team that accomplishes all sales and account management activities, including strategic account targeting, account planning, pipeline management, and the configuration and use of sales management and Customer Relationship Management systems. The position closely partners with all internal stakeholders to lead and coordinate business development efforts in support of the organization’s goals.

    Responsibilities

    Position Responsibilities & Duties

    • Develops and evolves the enterprise value proposition, including all internal coordination, communication, and interaction.
    • Budgets for Enterprise-to-Enterprise activities and meets budgeted revenue goals.
    • Develops a comprehensive ongoing market outreach strategy. Coordinates on an overarching marketing approach and an account-based marketing strategy.  Creates and grows a successful commercial relationship with prospective and existing member and customer organizations.
    • Leads direct sales efforts to engage senior decision-makers through a consultative selling approach on SHRM’s enterprise value proposition and related products and services. Develops strong Enterprise-to-Enterprise relationships based on supporting enterprise member/client business goals.
    • Leads Enterprise-to-Enterprise proposal development efforts and works to ensure proposals are consistent with legal and financial objectives.
    • Manages the enterprise sales process, including the integration of Customer Relationship Management systems into the sales process.
    • Manages enterprise opportunity pipeline across the full range of client maturity levels, from lead identification through proposal development and contract agreement, including reporting on pipeline status.
    • Works collaboratively with key stakeholders and/or affiliates to drive organizational sales in a matrixed sales environment.
    • Drives global sales and outreach for the Americas, Europe, and sub-Saharan Africa.
    • Plays a coordinating and supportive role in the delivery of product and service solutions. Informs business line stakeholders on new product and service development ideas based on customer feedback.
    • Coach, develop, mentor and manage the activities of team members.


    Supervisory

    • Director, Global Markets
    • Corporate Engagement Specialist

    Qualifications

    Required Skills:

     

    • Strong people management and leadership skills.
    • Ability to lead sales teams to achieve specific goals.
    • Exemplary communication skills, both written and oral.
    • Strong executive presence, with the ability to connect quickly on significant business topics.
    • Strong Client Relationship Management and Account Management skills.
    • Ability to understand and communicate concepts quickly and accurately.
    • Accomplished skills in developing proposals and client presentations.
    • Strong attention to detail.
    • Ability to creatively problem solve.
    • Ability to lead a team effectively while at the same time contributing individually.
    • Strong prioritization skills, with a demonstrated ability to determine the appropriate level of quality and detail for a given task or project.
    • Demonstrated ability to work independently, take initiative, develop solutions, and drive toward targeted results.

     

    Required Experience:

     

    • High School diploma or equivalent; Bachelor’s degree in Business, Human Resources, Marketing, or a related field preferred.
    • 15 years of professional experience in professional services business development, client relationship management, and account development.
    • Experience driving sales of HR-related programs or services (or equivalent products/services) at the executive level using consultative sales techniques.
    • Experience managing sales outside the United States, particularly the non-US Americas, Europe and/or Sub-Saharan Africa.
    • Experience working with matrixed sales and resource management structures.
    • Experience working in both for-profit and non-profit environments, and applying best practices for relationship management business development in both contexts preferred.

     

    HERE IS SOME ADDITIONAL INFORMATION YOU WILL NEED TO KNOW:

     

     

    PHYSICAL DEMANDS

    The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

    While performing the duties of this job, the employee is regularly required to sit, use hands to finger, handle or feel objects, tools or controls; reach with hands and arms. The employee is occasionally required to stand, walk, stoop, kneel, crouch or crawl. The employee may occasionally lift up to 20 pounds.

     

    WORK ENVIRONMENT

    The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

    This job requires occasional travel 20-30%.

     

    The Society for Human Resource Management is an equal opportunity employer (Minority/Female/Disabled/Veteran).

     

    ACCESSIBILITY NOTICE: If you need a reasonable accommodation for any part of the employment process due to a physical or mental disability, please send an email to: accessibility@shrm.org or TDD (703) 548-6990.

     

     

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