Job Summary: 

• Strategic management of existing accounts.
• Develop and drive opportunities with regional customers across multiple lines of business.
• Drive professional ongoing account development to achieve new sales to existing customers over the medium to longer-term, and to improve customer lifetime value.
• Identify and develop relationships with customers’ buying networks and the right decision-makers within them.
• Engage at the CxO level within customer organizations and use executives.
• Work with customer business units, engineering, product management, and C-level to understand business challenges and identify the best solution for the customer.
• Collaborate with the account team to optimize communication within the account.
• Deliver on quarterly and annual booking and revenue targets.
• Develop credibility and rapport with key partners quickly and work well in a highly collaborative environment.
• Report to VP Sales.

Skills on Resume:

• Account Management (Hard Skills)
• Opportunity Development (Hard Skills)
• Sales Growth (Hard Skills)
• Stakeholder Mapping (Hard Skills)
• CxO Engagement (Soft Skills)
• Team Collaboration (Soft Skills)
• Revenue Management (Hard Skills)
• Partner Relations (Soft Skills)

Job Summary: 

• Contribute to the strategy for key accounts, new business, and the expansion of existing customers.
• Sell to the largest construction builders in the world.
• Monitor sales performance metrics and prepare monthly, quarterly, and annual reports and forecasts.
• Create new business opportunities at target accounts.
• Manage the relationship with key growth accounts, helping to create expansion opportunities.
• Achieve assigned strategic account objectives.
• Establish strong, long-term client relationships.
• Communicate with major clients on a regular basis and respond to specific queries.
• Suggest solutions and innovative ideas to meet client needs.
• Act as the liaison between key customers and internal teams.

Skills on Resume:

• Account Strategy (Hard Skills)
• Enterprise Sales (Hard Skills)
• Sales Forecasting (Hard Skills)
• Business Development (Hard Skills)
• Key Account Management (Hard Skills)
• Client Relationship Building (Soft Skills)
• Solution Selling (Soft Skills)
• Cross-Team Liaison (Soft Skills)

Job Summary: 

• Grow the business by identifying, pitching, and negotiating agreements with new enterprise clients according to guidelines provided by the VP of Sales.
• Identify, own, and maintain key business relationships and work with those to pinpoint opportunities to grow business and maximize profitability.
• Maintain pipeline management by using proper tools and a CRM system.
• Travel on-site to potential customers as well as attend vertical-specific shows and opportunities.
• Conduct outreach independently, pitch services to potential clients, get to the deal stage, and convert into new customers.
• Work with the executive team to develop pricing strategies that drive revenue, increase client retention, and optimize customer journey.
• Analyze current and prospective markets to enable more effective strategies around optimization and entrance.
• Manage conventions, conferences, and other opportunities to generate actionable leads and create a disciplined follow-up strategy.
• Work closely with the VP of Sales in applying best practices and achieving stated quarterly goals.

Skills on Resume:

• Enterprise Client Acquisition (Hard Skills)
• Business Relationship Management (Hard Skills)
• Pipeline Management (Hard Skills)
• CRM Utilization (Hard Skills)
• Independent Sales Outreach (Hard Skills)
• Pricing Strategy (Hard Skills)
• Market Analysis (Hard Skills)
• Lead Generation (Hard Skills)

Job Summary: 

• Develop and maintain relationships with key partner contacts.
• Provide strategic leadership and coordination of partner development activities between the company and partners.
• Create and implement strategies to drive lead creation and opportunity generation.
• Coordinate briefings, joint market-facing and other contact acquisition activities with partners, and prepare required materials.
• Gather customer references, testimonials, and case studies specific to the partner.
• Liaise with internal implementation and operations teams to ensure customer satisfaction during onboarding and ongoing servicing.
• Respond to direct partner inquiries and coordinate with appropriate RSMs.
• Monitor CRM activities to ensure accuracy and timeliness of entries and provide insights into trends.
• Lead sales enablement activities with assigned partners.
• Evaluate partner results and revise approach or recommend changes to partner structure locally and more broadly.
• Identify potential new partners, assess fit, and recommend a course of action.

Skills on Resume:

• Partner Management (Hard Skills)
• Partner Strategy (Hard Skills)
• Lead Generation (Hard Skills)
• Go-To-Market (Hard Skills)
• Customer References (Hard Skills)
• Onboarding Coordination (Soft Skills)
• CRM Monitoring (Hard Skills)
• Sales Enablement (Soft Skills)

Job Summary: 

• Work collaboratively and cross-functionally with leaders across the enterprise to support strategy efforts.
• Create analyses to generate business insights and highlight trends impacting the company.
• Prepare market overviews, benchmark competitors, assess industry developments, and pull out key insights and gaps of potential new business cases.
• Act independently as a member of the strategy team, assisting with internal, cross-functional engagements.
• Support the overall corporate strategy and innovation planning with a focus on long-term growth for the enterprise.
• Create analyses of key messages and conclusions to project sponsors and stakeholders.
• Support technology and product with solution design and implementation of recommendations to ensure initiatives can deliver on the expected outcomes.
• Maintain an understanding of the competitive landscape of the industry, products, and clients' needs through competitive intelligence and analysis.
• Maintain competitive intelligence processes and tools, and ensure competitive landscapes and profiles are kept up to speed.
• Work with growth, marketing, product, and finance to understand industry trends and analyze their impact on the company.
• Proactively address operational issues and collaborate with team members to solve problems quickly and thoughtfully.

Skills on Resume:

• Strategic Collaboration (Soft Skills)
• Business Analysis (Hard Skills)
• Market Research (Hard Skills)
• Competitive Analysis (Hard Skills)
• Corporate Strategy (Hard Skills)
• Stakeholder Communication (Soft Skills)
• Solution Design (Hard Skills)
• Problem Solving (Soft Skills)

Job Summary: 

• Develop a strategic communications plan for the customer in coordination with leadership.
• Facilitate engagement with the defense S&T community.
• Coordinate with leadership to arrange, host, and represent the office as speakers at technical conferences and symposia.
• Support meetings with industry at senior leadership levels.
• Serve as editor for the development, production, and maintenance of the organization's internal and external communication vehicles.
• Develop and execute tactical and strategic communications plans for customer initiatives, publications, and articles.
• Manage and monitor engagements with technical and professional organizations.
• Support academic community outreach activities.
• Coordinate with appropriate agencies for public release of briefings, papers, and other communications products.

Skills on Resume:

• Strategic Communications (Hard Skills)
• Leadership Coordination (Soft Skills)
• Defense Engagement (Hard Skills)
• Conference Representation (Soft Skills)
• Executive Briefings (Soft Skills)
• Content Editing (Hard Skills)
• Stakeholder Outreach (Soft Skills)
• Public Release Coordination (Hard Skills)

Job Summary: 

• Help with a digital product manager to drive a digital growth strategy through strategic partnerships with leading innovators to utilize insurance products.
• Scan domestic and overseas internet sectors to identify strategic partner prospects.
• Conduct deep dive research on target strategic partner industries and companies.
• Establish and execute a strategic map for potential partnerships, leveraging relationships across general insurance.
• Develop long-term, mutually beneficial relationships with senior executives of current and prospective strategic partners who assist in the delivery of digital business growth.
• Generate opportunities to acquire new sponsor and partner business and drive premium growth.
• Perform a broad range of quantitative and qualitative analyses to sell in new partnership opportunities and build on existing partnerships.
• Lead business negotiation efforts with partners.
• Develop a potential product pipeline and customer segmentation on each customer’s database.
• Collaborate with the digital product manager to work with the internal cross-functional team across underwriting, operations, IT, marketing, legal, communications, and policy to bring a strategic partner on board.
• Set, track, and report on strategic partner performance metrics to internal and external executives.
• Develop and implement retention strategies across sponsors and partners, leveraging best practices across industries and segments.
• Foster long-term strategic relationships.

Skills on Resume:

• Digital Partnerships (Hard Skills)
• Partner Research (Hard Skills)
• Strategic Mapping (Hard Skills)
• Executive Relationships (Soft Skills)
• Business Negotiation (Hard Skills)
• Growth Analytics (Hard Skills)
• Product Pipeline (Hard Skills)
• Partner Performance (Hard Skills)

Job Summary: 

• Establish the company as the preferred connectivity provider of the strategic partners.
• Clearly articulate the joint value proposition and key drivers for a successful partnership.
• Work with cross-functional teams to create and execute a strategic go-to-market plan, inclusive of sales enablement, marketing, and sales initiatives on joint solutions with the partners, that meet customer needs with measurable ROI.
• Drive partner sales revenue through regular pipeline, opportunity registration, and business reviews with partners to manage progress against the plan.
• Define the relevant go-to-market models and engage the partner’s field sales organizations, channels, and end customers to create and drive revenue opportunities.
• Drive collaboration between sales leadership teams internally and with partners.
• Prepare and run business reviews for internal and partners’ senior leaders.
• Evangelize the partner value proposition internally and externally to partners and customers.
• Proactively participate in large new business opportunities related to partners.
• Drive continuous enablement through training, certifications, and go-to-market strategies for differentiation.
• Drive engagement at all levels within the partners’ organization, including executive levels.
• Understand the technical requirements of each partner and work closely with the internal product teams to guide the direction of product offerings.
• Support the identification of potential partnering opportunities with other partners.

Skills on Resume:

• Partner Enablement (Hard Skills)
• Value Proposition (Hard Skills)
• Go-To-Market (Hard Skills)
• Pipeline Management (Hard Skills)
• Revenue Growth (Hard Skills)
• Sales Collaboration (Soft Skills)
• Executive Engagement (Soft Skills)
• Technical Alignment (Hard Skills)

Job Summary: 

• Prioritize activities and own the overall work product of the network modeling team.
• Serve as the primary communication point to teams such as flow planning, supply chain, financial planning, and transportation.
• Create and maintain platform-based network optimization models and long-term capacity planning tools.
• Oversee the creation of long-term capacity planning tools based on multi-year forecast projections and demonstrated production efficiencies.
• Develop and execute processes to identify long-term capacity gaps and solutions, and assist in the development of a multi-year strategic infrastructure plan.
• Present network planning, capacity planning, and flow planning project-based findings, insights, and recommendations to senior leadership.
• Coordinate and track progress of implemented projects and work streams.
• Provide workstream and process updates.
• Oversee the update and maintenance of tools used for modeling and project assessments.
• Identify opportunities to leverage new software or tools that improve process efficiency in the area of network optimization.
• Manage teams of diverse backgrounds, skill sets, and technical or functional knowledge.
• Encourage creative and innovative thinking from team members while helping them bring their ideas and career plans to fruition.
• Implement and execute structured decision-making.
• Lead independently to determine the best possible methods and procedures to deliver against strategic planning assignments.

Skills on Resume:

• Network Optimization (Hard Skills)
• Capacity Planning (Hard Skills)
• Strategic Modeling (Hard Skills)
• Cross-Team Communication (Soft Skills)
• Infrastructure Planning (Hard Skills)
• Project Oversight (Hard Skills)
• Team Leadership (Soft Skills)
• Decision Making (Soft Skills)

Job Summary: 

• Collaborate and partner with the commercial team to develop a deep understanding of customer segments, competitor offerings, and market trends, and provide guidance and direction related to pricing and revenue management strategies.
• Develop, implement, and maintain procedures for review and adjustment of strategic pricing.
• Evaluate financial data and interpret the relevant data points for review and approval consideration.
• Proactively recommend price changes for existing offerings based on value and competitive positioning.
• Develop a team of analysts who deliver both key insights and support to strategic pricing decisions by analyzing key metrics to ensure pricing is aligned with quoted pricing.
• Make informed and logical decisions quickly and effectively, in addition to communicating justification and risk assessment.
• Identify business requirements, processes, and workflows related to pricing and advocate viable solutions through utilizing technology applications.
• Champion the design, development, and deployment for the pricing implementation and upgrades.
• Collaborate and partner with IT to fully utilize necessary technology to ensure a successful adaptation by the user community for effectiveness and efficiency.

Skills on Resume:

• Pricing Strategy (Hard Skills)
• Revenue Management (Hard Skills)
• Financial Analysis (Hard Skills)
• Competitive Pricing (Hard Skills)
• Pricing Analytics (Hard Skills)
• Decision Making (Soft Skills)
• Process Optimization (Hard Skills)
• Technology Enablement (Hard Skills)