Institutional Shareholder Services, Inc.

  • Senior Sales Specialist

    Job Locations US-MD-Rockville | US-NY-New York
    Job ID
    2019-2452
    Category
    Sales
  • Overview

    About ISS Corporate Solutions (www.isscorporatesolutions.com)

    ISS Corporate Solutions (“ICS”) works with publicly traded companies to help them build shareholder value and reduce risk through the adoption of strong corporate governance and executive compensation programs. ICS leverages its Software as a Service Platform to deliver our extensive datasets, cutting edge analytics, and advisory expertise to help companies better understand the needs and preferences of their institutional investors.

    Our global client base extends to over 1300 companies located across North America, Europe and Asia. Our key contacts include C-Suite executives, board members, and senior professionals within finance, legal, investor relations, and HR departments.

    ICS is a wholly owned subsidiary of Institutional Shareholder Services, Inc. (“ISS”), the world’s leading provider of corporate governance solutions, and is headquartered in Rockville, MD.

    Position Overview

    We are seeking an experienced sales professional to join a growing team of product sales specialists in an exciting B2B sales environment with ISS Corporate Solutions (ICS). With an expanding product suite and market leader reputation providing corporate governance and executive compensation solutions to public companies, ICS provides an ideal platform for a sales rep to advance their career. The salesperson will oversee a book of prospect accounts that he/she will be responsible for growing. This position is working from an office environment alongside sales colleagues in either our Rockville MD or New York City office, with travel up to 10% possible.

    Responsibilities

    • Develop sales opportunities targeted to publicly traded companies to meet revenue goals for an assigned territory
    • Develop and maintain contacts with C-level executives on assigned accounts
    • Manage the full sales cycle, including prospecting for new business opportunities, online product demonstrations, territory and pipeline management, contract negotiation, and closing business
    • Create lead generation campaigns, prospect and cold call, and respond to incoming marketing leads to build new business
    • Partner with members of the ICS advisory team to convey value proposition and technical subject matter expertise to prospective clients
    • Work collaboratively with members of the Account Management Team on potential upsales to current clients
    • Attend trade shows and on-site meetings with prospects (less than 10% travel required)
    • Assist in product development efforts by delivering feedback on market needs and opportunities

    Qualifications

    • Bachelors degree in Business, related study or equivalent experience
    • Minimum three years in Business to Business sales, including closing business, with preference given to candidates with FinTech and/or SaaS backgrounds
    • Creative thinker with the ability to apply a consultative approach to uncover needs and demonstrate the associated value of our services
    • Superior analytical, verbal and written skills
    • Ability to establish credibility and rapport with senior executives at prospect firms
    • Ability to determine how to best navigate each sale to achieve the desired outcome
    • Self-starter who is able to work independently or as part of team

    Why Would I Be Interested?

    • Increasing scrutiny and complexity of executive compensation and corporate governance programs and the rise of shareholder activism create a growing market for ICS services
    • These market dynamics within the backdrop of a stable, growing, well-respected, world class company provides you with a promising, long-term career opportunity
    • Our formal on-boarding and customized training process helps you build a foundation for success
    • We offer a collaborative work environment where senior management and other functional areas (advisory, marketing, product management) are committed to your success
    • Positive and results oriented sales team culture with exceptionally low voluntary turnover among sales representatives
    • Very competitive compensation package
    • Modern office space with easy access to Metro Red Line

    #LI-AA1 #ICS

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