Director, Inside Sales Lead

Job Description:

The Inside Sales Lead is responsible for lead generation, nurturing, qualification, and origination of qualified opportunities in the Merkle sales pipeline. You will work closely with the Growth Officer, Marketing, and Enterprise Sales Leads to lead incremental, net new pipeline for us against a set of targeted prospects in the markets we serve. You will also help qualify inbound leads from events, marketing promotions, and Merkle expertise campaigns. You will be well versed on the capabilities they represent and able to identify cross-sell within other capabilities within the company. A dynamic personality with a drive to reach decision-makers is necessary .

Main Responsibilities

• Meet sales quota goals of generating new qualified opportunities and prospect engagements
• Develop high-volume lead generation campaigns specific to Merkle's services and assigned accounts
• Originating and responding to new logo opportunities with an established lead management process
• The ability to qualify opportunities and align prospect needs to Merkle's capabilities
• Working with Sales Growth Officers and Enterprise Sales Leaders to increase new logo revenue
• Create prospect and client engagements to support Merkle's expertise and events
• Ensure accuracy and timeliness of the established Salesforce processes for prospects and opportunities
• Work with Marketing to ensure the availability of suitable collaterals for offerings
• Build relationships, immediately and over time, with economic buyers, decision-makers, operators, and influencers across complex enterprise organizations
• Build internal relationships with important partners
• Analyzes customer goals, needs, processes, and existing capabilities
• Applies business outcome-based sales principles and show transferable company experience in developing, leading, and completing lead-generation campaigns
• Understand the prospect and client decision-making process and organizational map
• Establishes trusted relationships with senior executive buyers and other client executives to originate new opportunities to position our capabilities
• Develops an accurate, high-quality pipeline that's aligned with our sales process
• Travel

Qualifications

• Bachelor's degree from an accredited college/university.
• >5 years of consultative sales experience in marketing technology and agency services
• Experience originating and qualifying complex sales opportunities
• Knowledge of the database marketing and agency marketplace
• Knowledge and an understanding of the marketing cloud and ad-tech marketplace
• Ability to propose solid solutions to meet customer requirements
• Must have solid knowledge of Marketing Technology, Data and Analytics, and Digital Agency
• Experience in or more of the following: Financial Services, Insurance, Travel, Media, Entertainment, Non-Profit, High Tech or Retail will be an added advantage
• Strong ability to prospect and nurture relationships of account decision-makers
• History of success working within an individual and team environment
• Must have a history of quota attainment
• Deep general business knowledge and acumen
• Innovative and creative
• Viewed as well-connected and networked
• Exceptional communication and presentation skills
• Ability to lead through influence over authority
• Strong collaboration capabilities are critical to this role

The anticipated base salary range for this position is (($94,000 - $152,375)). Salary is based on a variety of factors including relevant experience, knowledge, skills, and other factors permitted by law. Additionally, this position is eligible for commission following the terms of the company's plan in effect at the time the commission is earned. The company's commission plans are subject to change. 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 www.dentsubenefitsplus.com.

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