Job Purpose
The Senior Solutions Advisor in the Learning Technology team will work collaboratively with clients and prospective clients to understand and achieve their End Game for their frontline employees. They will work with organisations to create a robust business case to solve real time challenges and grasp opportunities to drive economic growth. They will generate sales in accordance with personal targets through acquisition of profitable new clients and account management of existing clients.
What is Axonify?
Axonify is the modern learning solution for frontline employee training that actually works. Why does it work so well? Because the experience is fun, fast, personalized and designed to make critical information stick. And employees love it–our customers enjoy 83% engagement, which translates into meaningful behavior change that impacts business results.
Expectations
Targets
- Build a sales pipeline & achieve quarterly and annual sales targets – to be agreed with line manager
Business Development
- Skillfully managing opportunities from qualification to close through large, complex organizations
- Navigating decision makers within organizations and building business cases illustrating ROI to drive opportunities.
- Recognizing and creatively addressing potential “red flags” in the buying processes of large organizations.
- Disrupting the “status quo” within organizations and effecting change by demonstrating and getting agreement on a new approach to learning.
- Presenting and demonstrating the Axonify Solution to potential prospects by traveling to the customer site or via electronic presentation if appropriate.
- Working in co-operation with the marketing team to establish and grow your pipeline through target outbound strategies.
- Creating proposals and quotations for qualified prospects and leading RFP process for prospects.
- Tracking activities in Salesforce and work with management to create a sales growth plan.
- Maintaining professional and technical knowledge through ongoing training; reviewing professional publications; establishing personal networks; participating in professional societies.
- Managing the negotiation and contract process.
- Gaining excessive understanding of the Axonify platform and methodologies and using this information to target sales efforts.
- Collaborating on marketing campaigns, such as trade shows, webinars, website visits and referral inquires.
- Using the latest sales and marketing tools and modern social media approaches to connecting with strategically determined accounts.
Strategic Objectives
- Build and execute an individual sales strategy and present to team each quarter
- Actively participate in strategy sessions
- Understand Biz Group Digital, Learning, Teambuilding and Transforming products and concepts in order to present and propose appropriate solutions to clients in a confident manner
Quarterly Objectives & Rocks
- Consistently achieve quarterly objectives
- Lead (or play a leading role) in the execution of a Quarter Rock or Team Priority
Learning & Development
- Be a proactive learner & share knowledge with the rest of the Solutions and wider Biz Group Team
- Lead at least one Biz Group Learning Huddles throughout the year
- Lead at least one Solutions Team learning session per year
Values
- Consistently live Biz values with evidence and validation from peers
- Support People’s Personal Growth by offering support & guidance to other team members
Collaborate
- Lead and contribute to Deal and Account storms
Person Specification
- Must have experience selling On-Demand, SaaS (Software as a Service) solution or subscription based product to a diverse customer base, preferably within the e-learning or related industries
- Bachelor’s degree or equivalent practical experience.
- 3+ years of sales experience focused on growing existing business or new business
- Large account management or project management experience
- Proven track record for closing large and mid-size companies
- A natural ability to effectively deliver presentations and communicate over the phone, email or other forums (in-person or online) that demonstrate your positivity, creativity and purpose.
- Ability to adapt, overcome objections, and learn complex solutions
- Strong time management skills
- Demonstrable experience in developing client relationships, prospecting and negotiation skills, with the ability to take an opportunity from lead through to close.
- Self-motivated, goal oriented, with proven history of meeting or exceeding sales goals.
- Consistent and documented track record for achieving monthly/quarterly/annual target metrics
- Strong oral and written communication skills are a must
- Ability to work in a fast paced, team environment with revenue deadlines
- Working knowledge of computer applications such as Microsoft Office and Salesforce.com
Values
Combining Strengths
We support each other to get the job done and no job is beneath any of us. We have found that, together, we are so much stronger than as individuals and we consider how our decisions and actions impact others. We are united and very close – we are more than a team, we are the ‘Biz family’.
Genuinely Care About Delivering Results
We take ownership and accountability for driving results. We love going beyond expectations and delighting our Customers and other Bizzers. We have a bias for continuous improvement.
Believe Anything is Possible
We are an inspired organization and we know that whatever the mind can conceive and believe, it can achieve. We are motivated to think big and aim high, even in challenging times, and are driven towards achieving our Big Hairy Audacious Goal (BHAG)
Act with Biz Energy
We live and display contagious energy, enthusiasm and passion. We have incredible fun and are inspired to come to ‘work’ each day. We are fast movers, acting with a sense of urgency, agility, adaptability to change and we think on our feet. We overcome obstacles and bounce back with renewed energy. We never give up.
Tell You What You Need To Hear
We cultivate an environment of trust where open, honest and respectful feedback can be given and received, with the best intentions, internally and with our Customers. It is not always what we want to hear, but we know it’s what we need to hear in order to grow and improve.
Supporting People’s Personal Growth
We are passionate about helping each other and our Customers grow as well as our own personal development. We invest in learning, we share knowledge and we promote from within. At Biz we grow while having fun.
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