Role Overview
GRC Sales Executives are proactive and self-motivated individuals who excel in consultative selling, client relationship management and new business development. As a Sales Executive you will play a pivotal role in driving our business growth. In this role, you’ll identify new customers with a targeted business focus, manage and develop accounts and strategically upsell the full range of GRC Solutions products and services.
Key Responsibilities
* Prospect to win new business
* Manage and grow an account portfolio.
* Develop, qualify and close opportunities in accordance with agreed criteria and exceed target expectations.
* Maintain a complete, accurate, up-to-date sales pipeline and activities log using the GRC pipeline software.
* Become an expert in the GRC product value proposition and services
* Develop and maintain relationships with key decision makers, through telephone and email contact
* Register leads, follow up leads, organize scoping calls with consultants where necessary.
* Personal forecasting and pipeline management
* Provide supporting information to clients including quotes, proposals, PPT presentations, offers and promotions.
* Assist with bids and tenders
* Prepare Professional Services agreements
* Provide customer and industry feedback to support the Group sales strategy
* Develop and maintain an understanding of our customer base and competitors operating in the same markets
* Professionally and passionately represent the GRC brand, vision, and values at all times.
Person Specification
Essential Skills and Experience
* Previous experience in sales, new business development and account management.
* Able to articulate the benefits of products to clients and is conversant with professional sales techniques.
* A highly driven individual, possessing initiative and a willingness ‘to go that extra mile’, goal oriented with a sense of urgency.
* Be bottom-line oriented, budget-conscious and metric/measurement driven, as well as having a proven track record of meeting and exceeding targets.
* Excellent interpersonal, written and spoken communication skills.
* Experience in opportunity qualification and objection handling.
* Possess the highest level of integrity; be coachable and a team player.
* Proficient in MS Office products (Excel, Word, MS Outlook, MS PowerPoint)
* Experience with Social Media and CRM Software
* Attention to detail
* Knowledge of the cyber security and data privacy compliance markets.
* Use of CRM system (preferably Salesforce).
* Use of cadences (preferably Salesloft)
Desirable Skills and Experience
* Experience of preparing Professional Services Agreements and basic contract knowledge
Personal Competencies
* Excellent sales and negotiation skills.
* Excellent interpersonal and customer relationship skills.
* Organizational skills, especially prioritization.
* Excellent verbal and written communication skills.
* Numerate.
* Ability to absorb and retain new knowledge and information.
* Ability to work alone/in a team.
* Excellent relationship builder at all levels.
* Confident and outgoing.
* Planning and organizing.
* Problem solver.
* Tenacity.
* Ambitious and driven with a desire to exceed expectations.
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