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Enterprise Sales Lead

Location: City, MD.
Company Description:

Merkle is a leading technology-enabled, data-driven customer experience management (CXM) company. For over 30 years, Fortune 1,000 companies and leading nonprofit organizations have partnered with us to build and maximize the value of their customer portfolios. We work with world-class brands to build and execute customer-centric business strategies. With more than 12,000 smart, dedicated people in more than 50 offices around the world, we are still growing at a rate that outpaces the market, with 2019 net revenue of $1.1 billion.

dentsu is a modern marketing solutions company. Our mission is to help clients navigate, progress and thrive in a world of change. Businesses rely on our integrated network of agencies and specialized practices to champion meaningful progress through creative, media, commerce, data and technology. dentsu international comprises 66,000 diverse people in 143 countries, who are dedicated to teaming for growth and good. Merkle is an agency of dentsu.

Why Join Us?

We have a start-up feel with the backing of a large agency network. We are seeking a dynamic, self-motivated sales professional with diverse credentials to round out Merkle’s executive sales team under the support of the vast global network of Merkle and dentsu international.

Merkle is the leader in data-driven performance marketing.  We help brands achieve tremendous competitive advantage. We thrive because we employ the best in the business. Merkle’s energy and personality live in everything we say and do, and it shows in the way we deliver to our clients.  Click here to learn more about our culture.

Job Description:

The Enterprise Sales Lead (ESL) establishes and maintains internal stakeholder and client relationships to qualify and close new business deals. This person is responsible for generating new business through individual prospecting, sales leads, and concerted group collaboration. A successful ESL is highly motivated, a quick study, and a self-starter who keenly navigates through complex situations. They are a dynamic personality with the drive, know-how and follow-through to connect with key decision-makers within Merkle and prospect/client groups. 

The ESL concentrates on the big picture of prospective and current client needs, focuses on current capabilities, and consultatively cross/upsells within/between capabilities in Merkle and dentsu international. 

The Enterprise Sales Lead drives business growth for Merkle with new and existing accounts in several ways:

  • Originates and responds to new logo opportunities. Owns sales pursuit efforts for RFPs.
  • Develops and maintains an accurate, high-quality sales pipeline aligned to Merkle’s sales process; Understands prospect/client and internal Merkle decision-making process and organizational map.
  • Strategizes and executes sales roadmap through contact connections and follow-ups; Recalibrates efforts as necessary to meet sales quota goals.
  • Analyzes prospective/current client business goals, objectives, needs, process, and existing infrastructure ensuring a consultative approach to prospect/client business and internal Merkle objectives.
  • Forms multichannel partnerships with Merkle sales leadership including C-level, Industry and Growth leadership; Works closely with internal partnerships and cross-functional groups in defining, developing, and extending offerings to prospects and existing clients.
  • Applies business-based sales principles and demonstrates relevant and transferable professional experience when developing sales strategy, opportunity briefs, and sales plans.
  • Qualifies, upsells, and cross-sells opportunities within and across our core capabilities; Consults and provides sales expertise as needed in renewal efforts.
  • Architects complex projects involving multiple Merkle solutions, key players, and business objectives; Ensures availability of suitable collaterals for offerings.

Key Responsibilities

  • Experienced in integrated marketing, technology solutions sales, and/or customer relationship management/client experience management- agency and/or in-house client-side.
  • Interested in collaboratively working with our Strategic Partnerships
  • Highly motivated, persuasive, a self-starter, and a quick study
  • A complex situations navigator and an innovative and creative collaborator
  • Comfortable working with SVP and C-Level leadership
  • A new business driver, qualifier, and closer who enjoys “the hunt”
  • A “plugged in” professional with an active network / “Rolodex”
Qualifications:
  • 7+ years consultative sales experience
  • Bachelor’s degree from an accredited college/university; Master's degree a plus
  • Documented experience architecting and closing large, consultative, complex solution sales deals for midsize to large corporations; Documented quota attainment.
  • Clear understanding of the consumer and/or B2B buyer digital experience at personalization, site experience and commerce levels. 
  • Candidate should have a strong understanding of the digital commerce ecosystem with experience and success selling our alliance technology partner cloud solutions (personalization, content management, commerce, order management and marketplace solutions).
  • Thought Leader/SME: Merkle-adjacent or alliance industry, technology space, and/or client industry knowledge; Highly engaged, active professional network within sales and industry space.
  • Technical expertise/sales-based project management experience
  • Successfully determines on the front end of project: time constraints, resource constraints, effective allocation of resources, project scale, project scope, project duration, person resources/key players, multi-channel, and multi-solution integration components required for project success.
  • Establishes and executes plan.
  • Recalibrates as needed to hit key project milestones to achieve sales objectives.
  • History of success working within an individual and team environments; Collaborative within team, leadership, and cross-functional teams to harness and drive new business
  • Ability to pursue and lead through influence and experience.
  • Innovative and creative; Motivated to drive new business logos; Possess the drive, knowledge, and skill to prospect and qualify new business initiatives.
  • Exceptional verbal, written and visual communication skills; History delivering engaging executive-level sales presentations to cross-functional groups.
Additional Information:

Applicants: Applicants must be currently authorized to work in the U.S. on a full-time basis. No sponsorship is available for this position or work transfers.

Location to work: Must live in the US - EST or CST time zones, preferred.

Knowledge Required: Salesforce Commerce Cloud, Enterprise Client Rolodex, Content Management System (CMS), Digital Asset Management (DAM), Working knowledge of Marketing Technology – Martech stacks and Adtech stacks

Anticipated Salary Range: $172,598.00 - $215,747.50

Salary is based on a range of factors that include relevant experience, knowledge, skills, other job-related qualifications, and geography. A range of medical, dental, vision, 401(k) matching, paid time off, and/or other benefits also are available. For more information regarding dentsu benefits, please visit dentsubenefitsplus.com. 

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About dentsu international

Part of Dentsu Group, Dentsu International is a network designed for what’s next, helping clients predict and plan for disruptive future opportunities and create new paths to growth in the sustainable economy. Dentsu delivers people-focused solutions and services to drive better business and societal outcomes. This is delivered through five global leadership brands - Carat, Dentsu Creative, dentsu X, iProspect and Merkle, each with deep specialisms.

Dentsu International’s radically collaborative team of diverse creators unifies people, clients and capabilities through horizontal creativity to help clients create culture, change society, and invent the future.

Powered by 100% renewable energy, Dentsu International operates in over 145 markets worldwide with more than 46,000 dedicated specialists, and partners with 95 of the top 100 global advertisers.
www.dentsu.com

We are champions for meaningful progress and we strive to be a force for good—for our people, for our clients, for the industry and for our society. We keep our people at the center, creating space for growth, understanding and learning so they can thrive. We embed diversity, in our mindset, in our solutions and in our teams to empower an inclusive, equitable and culturally fluent environment. Building this culture within our teams makes us better collaborators with each other and with our clients, driving better outcomes for all.

Dentsu (the "Company") is committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee of the Company, on the basis of age, sex, sexual orientation, race, color, creed, religion, ethnicity, national origin, alienage or citizenship, disability, marital status, veteran or military status, genetic information, or any other legally-recognized protected basis under federal, state or local laws, regulations or ordinances. Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and/or certain state or local laws. A reasonable accommodation is a change in the way things are normally done that will ensure an equal employment opportunity without imposing an undue hardship on the Company. Please contact [email protected] if you need assistance completing any forms or to otherwise participate in the application process or to request or discuss an accommodation in connection with a job at the Company to which you are applying. 

More Information:

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