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Role Description

The Director of Sales - Enterprise will have a broad understanding of employee benefits technology and services. This individual will excel at generating leads, building relationships, and closing deals in the enterprise market space (5k+). The ideal candidate will be a quick learner with strong negotiating skills, and the ability to showcase our products and services in a compelling way.

• Accountable for achieving Annual Recurring Revenue (ARR) sales goal.
• Achieve and exceed annual ARR goals through sales strategy delivery, sourcing new customers and maintaining and building productive long-term relationships with channel partners.
• Represent our company’s products and services, starting with a deep and comprehensive understanding of those products and services.
• Demonstrate knowledge, delivery skills and techniques for educating influencers and employers of the Empyrean products and service delivery.
• Responsible for engaging channel partners such as brokers, consultants, advisers and carriers to build relationships that lead to qualified leads.
• Responsible for engaging employers directly to build relationships that lead to qualified leads.
• Prepare action plans and schedules to identify specific targets that will generate pipeline and qualified leads.
• Build a valid and qualified pipeline to exceed expectations.
• Precise and detailed activity tracking utilizing the company tools and following the company defined process for tracking opportunities and activities.
• Develop and implement territory action plan through comprehensive data analysis, and adjust sales techniques based on interactions and results in the field.
• Follow up on new leads and referrals resulting from marketing activity.
• Execute a consultative sales strategy.
• Demonstrate strong sales strategy ability, crafting and presenting client offers and helping the team identify and navigate alternative paths to making the sale.
• Deliver systems demonstrations.
• Achieve sales goals by assessing prospect needs and following a defined selling process, often utilizing product demos and presentations.
• Effectively partner, develop and own deal strategy with your sales leader, the transition team, and other sales support resources at the appropriate time in the selling process.
• Develop and foster an environment of teamwork, collaboration and trust with sales support, marketing, product and operations.
• Collaborate with an aligned client (prospect) team to ensure mutual understanding of the opportunity and the ability to deliver on it.
• Perform other duties as assigned.

Qualifications

• Bachelor’s degree preferred but not required.
• In lieu of Bachelor’s degree, equivalent years of experience in sales, business analytics, management information systems, human resources management, benefits administration or a related field.
• 5+ years of experience selling technology and services to Enterprise Clients (5k+).
• Proven experience in building and developing client relationships with Brokers, Consultants and Employers.
• Relationship building experience necessary.
• Channel sales experience preferred.
• Experience in selling HCM, payroll, health and welfare benefits or benefit administration services.
• Any equivalent combination of education, experience, and training that provides the required knowledge, skills, and abilities will be considered.

Requirements

• Proven ability to develop and deliver presentations.
• Proven ability to develop and maintain business development territory that includes prospecting.
• Proven ability to execute a thorough sales discovery process.
• Proven negotiation and closing skills.
• Strong interpersonal and communication skills.

Other Requirements

• Up to 50% travel.