About this role
• Plans sales strategy and maintains ongoing plan to prioritize portfolio of accounts and maintain relationships throughout the year. • Interfaces with customers to promote and sell UL products and services. • Uses technical credibility to build relationships with buyers and centers of influence. • Under minimal guidance, drives sales process from beginning to end, leveraging support from Sales Support Specialists and Inside Sales Executives when necessary. • Proactively manages customer to ensure renewal of services where applicable. • Continuously explore and develop opportunities to sell specialty product / services. • Establishes strong connects with new logo prospects from inbound and outbound channels to qualify their needs, understand decision-makers, and land new customers. • Proactively engages in discovery, opportunity identification, proposals, and closing for sales of core UL products and services. • Leverages technical support (engineers) when customer has a qualified need. • Creates pipeline of new logo prospects to supplement existing account activities, owns new logo process through close of sale. • Brings in additional resources when advantageous to support sales process, and delegates leadership of the sale to Technical Inside Sales Executives for highly technical or specialized products / services. • Transitions implementation to success / fulfillment teams after sales have been closed to ensure seamless service delivery. • Where applicable, supports development of GAM and SAM multi-year account plans in TIC by providing insight on area of specialization (specific product/ service). • Actions on opportunities to sell specialty product / services. • Works with the remaining account managers on discovery and opportunity identification for assigned specialty products / services. • Works under minimal guidance of account managers (GAMs, SAMs) to seamlessly work with customers throughout the sales cycle. • Provides expert input to SAM and GAM during account planning process on potential growth opportunities within assigned solution area.
• Bachelors and/or graduate degree in engineering or related field preferred. • Proficient in MS Office (Word, PowerPoint, Excel, Outlook), and CRM software. • Relevant technical capabilities related to assigned specialty product / service. • 6+ years of related sales experience. • Deep knowledge and experience with specialty product / services within assigned TIC portfolio. • Proven ability to meet and exceed sales targets. • Business acumen and deep understanding of business sales processes.