The Enterprise Sales Director is a key role to fuel the growth of our company. To be successful, you'll need to be passionate about our business, thrive in a demanding, fast-paced environment, be a team player, and be extremely proactive with our clients.
Enterprise Sales Director build and maintain effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers at an assigned group of customer accounts. This senior level outside enterprise sales role will target public companies and achieve sales goals and objectives within an assigned territory.
Conduct regular strategy meetings with the customer's senior management to understand their needs and link them to Nasdaq solutions which will help them execute their strategy. As an AE you are a key ambassador and the face of our global Corporate Solutions franchise to our most strategic accounts.
Identifies and drives new sales opportunities across the enterprise.
Achieves revenue targets by increasing revenue spend per account. Responsible for meeting and exceeding sales quotas upwards of $1M.
Understand client initiatives and needs and convey the Nasdaq value proposition to help clients execute their strategy.
Identify and manage Investor Relations, Governance, Public Relations and Multimedia solutions sales opportunities.
Meets in person, on a regular basis, with all accounts to build relationships and understand client business drivers and metrics for success
Devise and execute both quarterly and annual sales plans; responsible for accurate business forecasting.
Manage various teams of subject matter experts. Drive coordinated sales and service effort into territory.
Negotiate contracts, terms and conditions.
Travel is up to 30%.
5-10 years of sales experience with a demonstrated track record of over-achievement
Proven success in a team-selling environment
Experience selling to Fortune 500 companies and the C-Suite
Maintain high levels of activity, including 30+ meetings per month
Build, maintain, and effectively manage a healthy sales pipeline
Accurately forecast sales results
Follow a structured sales methodology as well as meet/exceed sales quotas
Understanding of Capital Markets and Investor Relations
Effective networking, communication, and presentation skills
Strong planning and research skills
Navigates the customer organization to understand the customer's unique strategic objectives, business challenges and operational processes in order to comprehensively identify and meet customer needs.
Identifies customer's key decision-makers and networks to gain an understanding of their unique perspectives; maintains customer information in internal sales systems.
Identifies valuable customers and ensures retention by recognizing their needs and recommending products/services/ solutions based on those needs.
Understands the full array of Nasdaq's offerings and areas of expertise, applies this knowledge to meet the needs of the customer.
Builds and maintains a thorough working knowledge of products, technologies, offerings, etc.
Leverages knowledge of competitors' products and services as well as their strengths and weaknesses to compare choices.
Involved in dialogue with assigned customer executives, employing open-ended questions to uncover overall strategic objectives and organizational needs; contributes to the communication with internal team to identify opportunities to act on information learned.
Demonstrates knowledge of external trends (i.e. business trends, regulatory issues, global implications) to contribute to the anticipation of customers' needs.
Collaborates with colleagues and customer group leaders to assess customers' immediate and long-term needs, contributes in defining solution offerings.
Manages customers through the sales process (pre-sale through post-sale), communicating the demonstrated value to their organization provided by Nasdaq solutions.
Understands the other roles that are part of the sales process (e.g., sales support) and engages the right individuals with the right information at the right time.
Presents deal scenarios to the customer that focus on how Nasdaq can best address their future business challenges.
Evaluates sales performance to understand strongest and weakest customers, best-selling products, and successful sales techniques.
Identifies opportunity in territory and develops a sales plan for the territory, including a list of high priority customers to target.
Conducts an ongoing review of the territory plan, referring back to it regularly to make sure the plan is on target.
Offers customers a variety of products/offerings, explaining the costs and benefits of each while also explaining which may be the best fit for the customer's organization.
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