Job ref no.: CT3127825-01#4955

VENUE Account Executive 1

Donnelley Financial Solutions

 
Short Description
 
The Advisory sales team is responsible to build and maintain the DFIN value proposition within the Investment Banking and Private Equity community focused on Mergers and Acquisitions. This is a collaborative, dynamic team of sales professionals working out of our offices and in the field.
 
RESPONSIBILITIES
  • Identify and establish relationships with investment bankers through prospecting and marketing leads for new accounts and expansion of contacts within existing accounts.
  • Meet or exceed set Key Performance Indicators (KPI’s), for example on number of calls and meetings and other sales based activities.
  • Identifies the need for, and collects, information to better understand client issues and problems.
  • Collects account history from all relevant DFIN departments and published sources.
  • Uses LinkedIn Sales Navigator to locate new senior Advisory professionals and builds on these contacts to create business relationships.
  • Develop sales strategy and account plans within account deck to gain greater market share to include proactive research of potential deal activities and trends.
  • Deliver the DFIN value proposition in the field, phone meetings and WebEx. Employs value based conversations to arrive at a highly differentiated solution.
  • Engages customers in “unscripted" dialogue that focuses on addressing the customer’s problems.
  • Articulates the value DFIN solutions can solve, leveraging the strength of the DFIN brand, scale, and market position to place DFIN at a competitive advantage.
  • Build and maintain strong sales pipeline and forecast, through discovery calls and meetings.
  • Drive the sales process and manage the contract and approval process of new deals, including negotiating on price and getting approvals including contract terms.
  • Conducts opportunity and account review sessions with manager using our Customer Engagement Model tools. Completes required reports by deadline, maintains accurate forecast.
  • Manage all information in our Salesforce.com CRM system related to the account(s).
QUALIFICATIONS
  • Bachelors’ degree or equivalent experience
  • 2-5 years of business experience that may include relevant internships
  • (Including) at least 12 months of relevant experience in a quota bearing sales role.
  • Developed prospecting and researching skills.
  • Ability to run customer meetings, product demonstrations and customer presentations
  • Must be able to be situational fluent in front of the customer, to be ready to respond and to adapt to what they are saying and to respond to objections by differentiating the DFIN solution and value.
  • Ability to manage a high transactional book of business, with a focus on driving a large amount of sales activity into the defined territory list.
  • Demonstrates tenacious sense to urgency to address client issues.
  • Must be a good communicator and skilled at developing relationships through sales outreach.
  • Demonstrates the ability to prioritize critical activities
  • Able to think and act creatively and tactically.
  • A positive attitude and professional demeanor is essential along with the flexibility to work in a fast paced, rapidly changing environment with many clients.
  • Entrepreneurial attitude.
  • Actively uses Twitter, LinkedIn and other “social selling" tools to connect positively with new and existing customers.

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