Wallace Associates Senior National Account Manager (US)
Senior National Account Manager (US)
Waltham, MA
The Company
Our client is the world leader in solving critical documentation issues for enterprise-level organizations and governments, enabling them to operate more efficiently and profitably. The company offers a full suite of software, training and professional services based off their international content standard for creation, management and deployment of mission-critical content.
The Job
The Senior National Account Manager is responsible for selling the company’s integrated solution (software, training, and professional services) within the U.S. This position will not involve more than 30% travel.
The Senior National Account Manager’s duties will include:
- Achieving targeted monthly/annual booking goals by calling on C-level executives
- Working with senior management to build territory development plan and identify target accounts within verticals
- Working closely with the Inside Sales Representative to ensure smooth and timely follow-up on sales leads
- Closing business with targeted accounts that deliver blended solutions of IM’s core products (software, training, and professional services)
- Establishing successful client relationships with targeted accounts as a trusted advisor to generate new and residual sales
- Managing timely and accurate business updates utilizing our CRM, NetSuite
- Being a team player with a positive attitude and willingness to go the extra mile
What It Takes:
The selected candidate will have:
- Bachelor’s degree in business/analytical discipline
- 5 years experience in solutions selling
- Ability to sell high level, leading edge concepts
- Proven sales track record designing and implementing customized solutions for clients within assigned territory
- Highly skilled in a solution selling environment
- Experience selling to executive level management in Fortune 1000 companies
- Strong business acumen or business development experience
- Enthusiastic and confident communicator with active listening skills, strong organization and time management skills with the ability to follow-through and prioritize multiple tasks
- Adept written and verbal communication skills
- Enjoys working in a team environment of sales professionals who are building their careers
- Proficient using Microsoft Office products and sales automation software
- Knowledge of Federal procurement regulations a plus
Why Apply?
Our client is an industry leader who helps enterprise-level organizations and governments operate more efficiently and profitably. Our client offers a challenging opportunity, and an excellent compensation and benefits package in a business casual environment. Our client is an Equal Opportunity Employer M/F/V/D.
Wallace Associates: SENIOR ACCOUNT EXECUTIVE
Senior Account Executive
Los Angeles, CA or Seattle, WA
The Company
Our client is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications and consumer technology markets. Our client helps IT professionals, business executives, and the investment community make fact-based decisions on technology purchases and business strategy. Our client has more than 1,100 analysts that provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries worldwide. For 50 years, our client has provided strategic insights to help their clients achieve their key business objectives.
The Job
Our client is seeking a sales professional with experience developing and managing a territory, cold calling, implementing solution selling techniques to identify clients’ and prospects needs’, aligning company services, creating urgency, navigating complex closing situations and managing six-figure annual renewals. She/he must be able to earn and secure C-level relationships and have an understanding of the business and IT environments at Fortune 1000 level organizations. This role will include a combination of individual work and team selling with analysts, consultants, and IDC sales leadership.
What it takes
The selected candidate will have:
- Ten years of demonstrated success in a quota carrying capacity
- A. or B.S. degree. An MBA is a plus.
- Experience selling consulting services and subscription based research
- Aptitude in building a territory
- Strong willingness to work collaboratively
- Proven written and oral presentation skills
- The ability to build relationships at senior levels within a company
- The ability to set a sales strategy to develop new business as well as incremental sales with existing clients
- Proficiency in Microsoft Word, Excel and PowerPoint is required
- Willingness to travel 25% of the time
Why apply?
What we are about:
As the world’s leading provider of technology intelligence, industry analysis, market data, and strategic and tactical guidance, our client can’t afford to wait for things to happen. That’s why they hire the industry’s sharpest and most forward thinking people. Our client is connected to a rich web of resources, benefits, and people as a division of the world’s leading IT media, research, and exposition company.
Our client is an Equal Opportunity Employer. Applicants and employees are considered for positions and are evaluated without regard to mental or physical disability, handicap, race, color, religion, gender, gender identity and expression, ancestry, national origin, age, genetic information, military or veteran status, sexual orientation, marital status or other categories protected by law.
Please Contact our search firm:
Wallace Associates
positions@wallaceassoc.com
Wallace Associates Inc : Head of Custom Research and Consulting
Head of Custom Research & Consulting
New York City or London
The Company
Our client helps the world’s media, information, and technology providers grow revenue, deliver superior solutions, optimize their clients’ performance, and thrive in a fast-changing global digital market. Our client advances the business of information as a company “that works” — for each other, their clients, their stakeholders, and their community.
The Job
Our client needs an entrepreneur looking to take a young consulting practice and scale it. The selected candidate will lead all aspects of the firm’s Custom Research and Consulting practice. They’ll grow the practice, drive business, develop proposals, and with your team deliver engagements to senior-level executives in, or interested in, information, media, and software.
This opportunity requires a natural leader and a team player who can influence and collaborate with colleagues at all levels. This leader must be effective working with a global team and identify solutions that meet clients’ unique needs. This is a unique role that requires both strategic thinking and tactical execution serving as a hands-on, entrepreneurial leader.
This leader must understand the nature of high-touch, client-centric business and be willing to apply their experience in a way that meets rigorous standards for excellence and delivering wow while representing other facets of the firm’s portfolio in the marketplace.
Key Responsibilities
- Serve as the Rainmaker for the firm’s consulting business — set, achieve, and exceed sales targets for the consulting practice. Manage and deliver profitable custom research and consulting department P&L performance to the company by proactively driving business development activities, architecting solutions, and cross-selling across all P&Ls where solutions bridge naturally. Grow the business and act as overall product champion for the custom research and consulting practice and deliver projects that meet or exceed profit margins.
- Be a leader of the custom research and consulting team and be a collaborative and accountable team member, excellent can-do leader, and active visible member of the team and company leadership. Oversee and lead the development of an affiliate network.
- Conduct project management, research design, and execution. You’ll lead, direct, and execute on all aspects of custom projects from start to finish. This includes scoping and architecting proposals, designing research plans, managing project teams, collecting data in coordination with our data team, and fully analyzing and synthesizing both qualitative and quantitative findings. Leverage existing and develop new replicable methodologies that Outsell executes against. Be conversant in all major segments of the industry Outsell services and serve as an individual contributor where appropriate on particular projects you design and deliver. Oversee the delivery of actionable decision support to our clients that meets or exceed expectations and provides exceptional quality and service of senior decision-makers.
- Be a thought leader and lead consultant for the delivery of key strategic projects and client relationships. Facilitate on-site meetings with clients for delivery when necessary and travel as needed to ensure ongoing development and delivery of the business.
- Network with industry leaders, be active at industry conferences, and represent our client’s market expertise at leading industry events — maintaining visibility in the market. Travel required, including regular travel to the New York greater area.
- Liaise with domain experts on our Lead Analyst team to leverage deep analytic expertise as needed and share relevant insights. Work alongside field sales to drive business and be proactive in new business lead generation and up-sell/cross-sell opportunities.
What It Takes
The selected candidate will have:
- 10 to 15+ years of experience in the media, information, and technology industry with executive-level line experience overseeing the development and delivery of business strategy and execution.
- Demonstrated experience driving and scaling a custom consulting practice for the information and media space required.
- MBA or equivalent degree required.
- Candidate must have strong information industry, software, technology experience, marketing, and technical knowledge and have the ability to analyze, identify, and forecast market trends, opportunity, and positioning. Must have excellent in-depth understanding and knowledge of the sectors players, issues, and trends. An existing and growing network of industry relationships is a plus.
- Demonstrated critical thinking, proactive problem solving, and analytical skills are required, as is competency in challenging assumptions and developing opinions that are concise and complete in well-founded logic. Demonstrated track record in analyzing problems and developing models, methodologies, frameworks, and solutions at a senior level, both thinking creatively and delivering at a practical level.
- Ability to work independently with minimal guidance and as part of a team. Requires full understanding of functions and tasks and ability to prioritize and adjust priorities as circumstances dictate. Must have project management skills, which also requires the ability to analyze and anticipate interdependence of others and their work in a project as a whole, and to plan and adjust project plans and deployment of resources accordingly. Must be able to work with a variety of personalities and styles and adapt accordingly.
- Must be able to communicate clearly with others and articulate issues and challenges, as well as offer solutions. Must be self-motivated and able to motivate others in a positive, constructive manner. Must be able to accept constructive criticism and apply that criticism to the job, and be willing to accept direction and instruction from others with professionalism and respect.
- Complete assignments with attention to detail and a high degree of accuracy and on time.
- Work with a “get the job done” mindset and understand there might be changes in workload driven by project deadlines that must be met and must be responsive and execute well in a fast-paced, agile environment.
Why apply
What the company is about:
Our client we believes that information and knowledge are fuel for the human spirit. They foster understanding, discovery, enjoyment, learning, and commerce around the globe. Our client believes in a world where people always have access to the information they need, advancing their lives so they can advance the lives of others.
Our client offers flexible work hours to help their employees maintain a schedule that works for them.
