Junior Sales Manager

The Account Executive uses a consultative sales approach, meeting with “those closest to the business” within organizations to understand their highest priority initiatives and to clearly articulate to C-level executives how Lux Research insights can drive bettor outcomes from their decision-making processes.

Responsibilities:

• Target and sell to senior management (Director, VP, C-level) in R&D; Business Development; Corporate Venturing; and/or Strategy and M&A.
• Maintain an appropriate and accurate sales pipeline of adequate size to ensure quarterly quota achievement. Maintain pipeline information in the Lux CRM system (SalesForce).
• Develop a complete understanding of the full suite of Lux Research intelligence and consulting offerings.
• Identify our client’s business and technology issues and demonstrate Lux Research’s value. Develop client strategies that position Lux Research as a strategic resource.
• Communicate professionally to both internal and external audiences. Build and maintain relationships with both internal and external audiences as well.
• Develop a territory plan to prioritize time investment across prospects growing and managing an active pipeline of new use cases.
• Work collaboratively with a virtual team including Business Development Reps, Customer Success Managers, Research Associates, Research Analysts and Consultants.

Qualifications:

• 4+ years of technology/software sales experience preferred.
• Sold multi-year contracts in Enterprise space.
• Exceeding current quota and solution selling.
• Ability to demonstrate a deep understanding and provide examples of how you have managed a sales pipeline efficiently and effectively.
• Ability to ask the questions relevant to that prospect to uncover needs and qualify opportunities.
• Experience actively managing and cultivating a sales pipeline, including multiple opportunities at various stages.