Note: The job is a remote job and is open to candidates in USA. SAI360 is the leading provider of Risk Management, Ethics and Compliance Learning, and Environmental, Health, Safety and Sustainability (EHS&S) software. They are seeking an Enterprise Business Development Manager to meet sales goals for their Integrated Risk Management platform, focusing on large Healthcare accounts and managing the sales process from opportunity identification to closure.
Responsibilities
- Meet annual sales goals for GRC solutions and services, with a core focus on selling our Integrated Risk Management platform, SAI360, to large Healthcare accounts
- Execute a consultative sales process from opportunity identification, through negotiation of license agreement, in order to meet quarterly and annual sales goals
- Manage and coordinate the smooth transition from pre-sales to post-sales activities
- Deliver effective executive presentations to demonstrate compelling business use case and strategic partnership, based upon SAI360 differentiation and unique value
- Support delivery of timely response to requests for information (RFI) and proposal (RFP) for well-qualified opportunities
- Utilize Microsoft Office 365 tools to communicate and strategize with other SAI360 sales and service team members on cross selling opportunities within assigned territory
- Represent SAI360 as a thought leader in the E&C and risk management software / solutions markets, while providing critical market perspective, trends insight, and feedback to SAI leadership
- Actively engage in industry networking events to establish credibility and develop referrals for new opportunities
- Work effectively in a home office environment, while being comfortable traveling (~10-~50%) to meet onsite with clients, in addition to attending occasional, ad-hoc meetings onsite in our US-based offices (< 5%)
- Represent SAI360 at industry groups and conferences, while gathering market and competitive intelligence to report back to leadership and stay abreast of new industry developments
- Remain engaged with customers through implementation process and maintain a leadership role in ongoing client relationship management
- Work collaboratively with other internal departments, particularly pre-sales, product management, services, and customer support, to enable effective client implementation and ongoing support and satisfaction
- Maintain accurate account and opportunity information in Salesforce.com, including timely updates to opportunity pipeline and monthly forecasts
- Efficiently move targeted accounts from qualification through evaluation, technical review, and proposal, following through with successful negotiation to closure
- Manage all aspects of a research based, strategic sales process to identify new opportunities based upon understanding client needs
- Qualify target accounts using 'Consultative Selling' methodologies and primarily hunt into prospected accounts to sign new logos
Skills
- 5-10+ years of proven success as a software/services sales professional with an aptitude for hunting new business in the healthcare industry
- Proven experience selling multi-year, subscription-based SaaS products – mostly big ticket ($150K-400k+ ARR) deals, typically on a 6-12 month cycle
- Ability to present and demonstrate the benefits of purchasing SAI360 and affiliated services
- Ability to present and demonstrate the benefits of using SAI360 IRM software and affiliated services to potential clients, becoming well-versed in our core solution offerings
- Ability to develop interest in SAI360 within assigned territory
- Strong business acumen and confidence/comfort meeting with senior executives
- Adept ability to create strong customer relationships and leverage them for cross-sell opportunities, with expert sales process management skills
- Basic technical ability with Microsoft Office 365 products, Salesforce.com or other popular CRM brands (IE. Siebel), and remote meeting tools (IE. Microsoft Teams)
- Degree from an accredited four year college or university – strongly preferred, but not strictly required
- Knowledge, or general understanding, of Business Ethics and/or Governance, Risk, and Compliance (GRC) challenges and solutions within Corporate Markets – big bonus!
Benefits
- PTO leave
- Quarterly wellness days
- EAP program
- Healthcare benefits
- Bonus incentives
- 401k matched
- Pet insurance
- FSA Account
Company Overview