Sales Executive – Aberdeen Group
Sales Executive - Aberdeen Group - Marketing Services
About Aberdeen Group, a Harte-Hanks Company: Aberdeen Group is a marketing services company with a unique competitive advantage in producing high-quality, fact-based, research content and developing deep relationships with qualified communities. We sell access to an educated, influential and targeted audience through demand generation, sales enablement and thought leadership programs. Founded in 1988, Aberdeen Group has earned the reputation as being the ?voice that matters? when it comes to understanding the implications and results of process innovation, methodology advancements, technology deployments, and business re-engineering. Aberdeen Group manages a registered research community of 400,000+ executives and reaches 2.5 million readers in 40+ countries. Position Summary The Sales Executive is responsible for sales and customer service activities within an Aberdeen Research practice. Responsibilities include building a sustainable sales territory, up to $1 million plus, selling Aberdeen?s products and services to Chief Marketing Officer?s and/ or C level Executives. The Sales Executive is responsible for meeting monthly and sales targets on a consistent basis. A Sales Executive must be able to clearly articulate Aberdeen?s business value to clients and prospects and must be able to build sustainable relationships with Aberdeen Clients and Analyst community. We are seeking Sales professionals with the following experience: ? Proven history of closing sales ? Experience selling solutions, preferably in the technology industry ? Meet and/or exceeded an individual sales quota Responsibilities Sales Process Activity 1. Makes a required number of Outbound calls daily 2. Records and manages all Activities in Salesforc.com. Activities include daily use of the following fields Accounts, Opportunities and Forecasts 3. Builds organizational charts for each target company. Organizational chart consists of 4 roles: VP of Marketing; VP of Product Marketing; VP of Analyst Relation; and, VP of Field Marketing 4. Uses Standard Aberdeen contracts Product Knowledge 1. Can clearly explain the value of Aberdeen?s Business Model and Products 2. Understands and has reviewed key elements of Sales Playbook 3. Can clearly explain Aberdeen?s Research coverage in his or her practice area 4. Can clearly articulate research calendar past and present 5. Can explain in a 5 minute conversation an Aberdeen Research Report 6. Can effectively walk a customer through the appropriate research channels for both content and customer uses Content Knowledge 1. Understands Aberdeen?s research methodology 2. Clearly understands Research Agenda in coverage area 3. Understands the Research Process 4. Understands how to Navigate Aberdeen?s Website Attitude and Professionalism 1. Motivates others to work in harmony for team company goals 2. Displays honesty, integrity, and fairness Forecasting 1. Provides forecasts each Friday Performance 1. Meets and or exceeds monthly quota 2. Business relationships that are sold and serviced within business boundaries defined by management Qualifications 1. College Graduate preferred 2. 3 plus years experience in sales, with experience closing business and selling solutions, preferably in the technology industry 3. Proven Track Record of carrying an annual sales quota up to $1 Million plus 4. Experience in both Inside and Outside Sales Capabilities (areas of skills or knowledge required for success) 1. Strong knowledge of market dynamics and industry trends 2. Understanding of basic research concepts and tools 3. Strong critical thinking and analysis skills 4. Excellent writing skills 5. Capable of translating technology into business benefits and plans 6. Communicates well with people at all levels Characteristics (personal context required for success e.g. values, traits, personal style) 1. High level of intelligence and business acumen; intellectually grounded 2. Committed to learning 3. Entrepreneurial spirit 4. Marketing and sales savvy 5. Ability to work independently; self-motivating 6. High level of personal integrity 7. Organized 8. Exhibits a high level of energy 9. Is customer focused 10. Detail oriented and executes thoroughly Compensation and Benefits Competitive base salary and a generous commission plan with no cap, realistic targets, and a high future earnings potential. Our benefits are comprehensive and include: Medical, Dental, Life, PTO, 401k, Disability, Educational Assistance, Flexible Spending Accounts and Employee Referral Bonus Plans. Harte-Hanks is an EEO / AA Employer