Solution Sales Specialist

1 month ago

Sydney, Australia Smartsheet Full time

Smartsheet is on a mission to make managing your Marketing & Creative Management (MCM) processes seamless, with leading solutions for Digital Asset Management and Marketing Operations. We aim to deliver the world’s most powerfully simple platform for storing, sharing and showcasing assets; automating processes and content; and planning, tracking and reporting on initiatives and campaigns. 

As an MCM Solution Sales Specialist, you will be a solution sales leader within our business, to advance the Marketing & Creative Management sales process and achieve/exceed revenue targets in your assigned territory. You will work with customers to understand their MCM requirements and recommend solutions. In the process, you will establish yourself as a trusted advisor and a Marketing & Creative Management subject matter expert with core capability and expertise in all aspects of MCM.

This key role is part of the Sales team, reporting to the Regional Manager, Solution Sales and is based in Australia. 

You will: 

Support Smartsheet Account Executives to drive strategic deals and influence MCM opportunities by engaging with key business and technical contacts, understanding customers’ business and technology priorities, governance, decision, and budget processes, and landing the value proposition of Smartsheet’s MCM solutions. Act as subject matter expert for MCM, navigate strategic deal orchestration, support competitor displacement opportunities, and share proven practices with Account Executives to accelerate sales opportunities. You will engage confidently at the VP Marketing and CMO level to understand key requirements and position value in Smartsheet solutions. Accelerate MCM opportunities with business value-focused presentations, competitive differentiation, creative deal strategies, demos and storytelling that positions Smartsheet in a strong position versus competition. Execute a solution-based sales process encompassing multiple functions within the World Wide Field Organisation (WWFO). Exceed quarterly and annual sales quotas by driving Smartsheet’s Marketing & Creative Management (MCM) solution sales within an assigned territory. Develop and prospect new business opportunities for MCM solutions within existing and new Smartsheet customers by partnering with the Smartsheet account team, analyzing and proactively targeting high-value needs across multiple departments and lines of business. Leverage existing relationships to expand Smartsheet’s footprint into other departments within accounts and drive revenue. Provide technical expertise on MCM solutions where required, including demo’s, webinars, etc  Respond to inbound MCM leads in the territory and run a MEDICC based process to qualify opportunities and then drive the sales cycle. Track and utilize key metrics by maintaining accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines to accurately forecast Participate in 1 to many events (webinars, user groups, executive briefings) that are designed to create interest in Smartsheet’s MCM solutions within the territory Work with the Smartsheet account team to manage the customer life cycle from pre-sale to renewal.

You have: 

5+ years full cycle sales management in the SaaS space working within SMB (50 to employees), Mid Market ( to employees)  3+ years experience selling Digital Asset Management and/or adjacent marketing technology solutions Experience working in a supporting or overlay sales specialist capacity Collaborative mindset working with team members to discover new opportunities. Drives incremental revenue growth through self driven initiatives (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Proven experience working in a fast-paced, evolving, high-growth company  Demonstrable ability to leverage sales methodologies (e.g. The Challenger Sale) A data-driven sales approach that informs your process and guidance to customers Comfort in ambiguity with the ability to translate complexity into clarity Excellent interpersonal skills with the ability to work cross-­functionally within the organization, and thrive in a collaborative environment Experience negotiating six figure solutions with C-level executives Experience working cross functionally with other departments on complex solution proposals. 

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