Solution Sales Specialist (GRC)

Position Overview: 

The Solution Sales Specialist drives revenue growth through bookings, primarily related to initial prospect/customer meetings, pipeline creation, and commercial deal management. This position will have a specific focus on targeting Enterprise clients to sell our Diligent product suite into. 

This individual contributor role will drive growth primarily through the sales cycle from effective customer prospecting, pipeline management (MEDDICC), accurate forecasting through to deal completion. The  Solution Sales Specialist is an enthusiastic and commercially focused individual with a proven track record in influencing issuers, investors or intermediaries on the value that the Diligent product suite can bring in relation to executive compensation and board effectiveness.

Key Responsibilities

• Prospect new leads in addition to supplementing inbound leads to build pipeline.
• Develop an expert knowledge of Diligent’s specialist GRC SaaS solution with a focus on multiple products within the Diligent portfolio.
• Adopt a ‘solutions’ selling approach, rather than a features and functionality sales approach.
• Effectively manage the end-to-end sales cycle from opportunity to deal close using MEDDICC sales methodology.
• Utilize sales tools such as Salesforce.com, SalesLoft, LinkedIn Sales Navigator, Zoom, Gong.io to prospect new leads, schedule initial meetings, increase win rates and generate bookings.
• Accurately maintain SFDC records, forecast and report out on projected bookings, deals closed etc. on a regular basis.

Required Experience/Skills:

• 5 years of SaaS selling, annual target achievement, demonstrates strong storytelling, writing, organization, self-awareness, and desire to over-deliver for customers​.
• Proven experience in selling SaaS or technology related products or services with a track record of consistently closing new business;
• A high level of curiosity and empathy with the ability to understand a potential customer's context, issues and pain points through effective questioning and listening;
• Strong experience of holistic, value add ‘solution’ selling;
• Exceptional communication and presentation skills with a high level of charisma;
• Excellent influencing and negotiation skills;
• Excellent attention to detail with a good understanding of the sales cycle and the importance of accurate pipelining and forecast reporting;
• Competitive, tenacious and resilient with a strong ability to adapt and work calmly under pressure.