Senior Strategic Account Director

ATTACHMENT A

Senior Strategic Account Director Description

Richardson Sales Performanceis the global leader in sales training and performance sales organizations across the globe want to improve performance they turn to Richardson. Soitsno surprise that many of the worlds top sales leaders thinkers trainers and other professionalsultimately chooseto work for Richardson itself. Not only has Richardson been an industry leader since 1978 but this is where the latest thinking in agile sales training and other innovationsarecontinuing to be developed. Because the same highly personalized approach that we take to sales training informs our approach to employee development Richardson has created the ideal environment for great careers to take off.

Our company is growing& evolvingand now is an exciting time to join our team.

Thatswhere you come in

Overview:

We are looking for a sales professional with experience and capability in building new relationships and expanding existing ones. Someone with strong consultative skills and business acumen that can connect dots quickly and create compelling recommendations linked to clients business challenges.

Primary Objectives:

• Develop and execute a territory plan toacquireretainand grow target accounts based on best fit for Richardson Sales Performance your industry sector experience and propensity to buy.

• Lead opportunity pursuits that guide buyers through a differentiated buying journey while modeling superb call preparation execution and follow up skills.

• Spearhead winning revenue teams in support of key opportunity pursuits ensuring you are effectively selling with Richardson Sales Performance ExecutivesSMEsand other primary stakeholders.

Core Capabilities:

• Employ a Disciplined Approach to selling using Richardson Methodologies:Model practices defined by our sales pursuit process to create pursue and win client business.

• Develop Compelling Client Communications: create dynamicthoughtfuland customized communications (prospecting messaging proposals presentations etc.) that differentiate Richardson and our solution; Persuasively articulate solutions engage clients throughout a presentation anddemonstrateenthusiasm and belief in Richardson solutions.

• Demonstratehighlyproficient approach to customer discovery:With confidence and credibility execute guided questioningstrategythat uncovers customer issues and opportunities for Richardson Sales Performance. Proficiently build a buying vision for customers and prospects with clearly articulated ROI supported by data.

• Demonstrate Business Acumen & Critical Thinking:Develop the knowledge and understanding of a clients business and prove your ability to share that knowledge with them in your engagements and in how you collaborate to address their needs.

• Manage Momentum in the Sales Cycle:Drive to verifiable outcomes that advance the sales process; continually qualify an opportunity to solidify and secure the business.

• Create the Right Solution:Use the knowledge of business needs and commercial acumen to create theappropriate solutionthat willfit withthe clients needs. Engage with Richardson SMEs to help guide the solution creation.

• Influence Decision-making &DemonstrateValue:Identifydecision-making criteria and create urgency to act; confidently express ideas and opinions to gain buy-in and drive consensus within the prospect or client organization aligning the interests of multiple stakeholders; useappropriate facts measurements and findings to support the value of our solution.

• Negotiate:Resolve resistance position quantifiable value andmaintaincompany margins.

• Efficiently Manage an Account Portfolio:Develop and execute strategies tooptimizeretainand grow key client relationships.

Job Requirements:

• 5 progressive years of successful sales experience in a sales/business development and strategic account management role; preferably sales experience within a professional services consulting or other related industry

• Experience selling complex intangible solutions to the executive level in large companies (fortune 500-1000) with multiple buyer stakeholders.

• Proven ability to engage and manage multiple senior stakeholder relationships withincustomerenvironment.

• Demonstratedtrack recordof growing client relationships commercially.

• High levelof initiative and proven ability to work independently manage workload and time effectively and efficiently.

• Coachable and agile mindset; willing to learn new concepts adopt new practices and navigate novel situations requiring real-time problem-solving skills

• Proficient in using sales technology tools like ZoomInfoSalesloftSalesforceand sales enablement platforms.

• Priorworkin the commercial excellence human capitaldevelopmentor sales enablement space preferred but notrequired.

• Availability to travel up to 50% of the time.

Key Traits of a Richardson Salesperson:

• Determined achiever of ever-increasing levels of performance with a constant focus on exceeding goals.

• Fluent communicator and presenter ability to convey confidence and credibility.

• Highly curious to inquire and learn about customers industry challenges and strategic goals.

• Strong in business acumen speaks the language of the customer and quickly grasp relevance of their issues and operating models.

• Effectiveinfluencerwho will persuade individuals to gain buy-in and drive deals forward in a competitive environment.

• Attentive to detail not satisfied with taking a generic approach (one size fits all) to selling. Prioritize what is specific and relevant to each customer.

Equal Opportunity Employer

Richardson Sales Performance is committed to cultivating a workplace that is diverseequitable and inclusive and we are continuously evolving our DE&I practices to make progress in this area. Our business policies and practices including those around hiring protect all individuals and organizations that we do business with from discrimination based on any and all non-merit based factors including race color religion sex (including pregnancy gender identity and sexual orientation) parental status national origin age disability genetic information (including family medical history) political affiliation or military service.