Growth Consultant

at  emarsys eMarketing Systems

GENERAL REQUIREMENTS

• Minimum 2-4 years of experience in a software sales or customer success role, preferably within a SaaS company.
• Proven track record of meeting or exceeding sales quotas and driving revenue growth through upselling and cross-selling.
• Experience with digital marketing, marketing automation, or CRM software is highly desirable.
• A highly energetic individual with a passion for technology and everything digital, experienced in a results driven role.
• Knowledge in the online marketing space.
• Comfortable in a fast-paced, high-growth environment.
• Demonstrated ability to deal with change, think strategically, and make complex decisions.
• Excellent Client management and relationship building skills.
• Great negotiation and strong communication skills (written and verbal).
• Strong problem-solving skills, customer focused with a positive attitude.
• Strong technology skills. You should be able to do complete product demonstrations and credibly discuss technical topics such as data integration, XML APIs, etc.
• Confidence in presenting to large groups of people.
• Process and task oriented; very organised and diligent.
• Self-motivated but able to work as part of a team.
• Proficiency in local language and English is a prerequisite.
• Experience in using Salesforce or other CRM tools.
• Thorough knowledge of MS Office software (e.g., Project, Access, Excel, Word, Power Point).

OVERALL PURPOSE AND OBJECTIVES

• The Customer Growth Consultant is responsible for driving revenue growth within the Existing Business portfolio by focusing on upselling and cross-selling technology solutions for contract expansions. In addition, the Growth Consultant will be focused on ‘Group Expansion’ (a complete sales process for organisations that are related Horizontally (i.e. sibling) or Vertically (i.e. parent or child) with an Existing Customer.
• The Growth Consultant will not directly own customer accounts but will work closely with Client Success Managers and support them from leveraging their expertise to identify opportunities and develop a pipeline, managing strategic sales processes to negotiating and closing contracts value to meet or exceed productivity and quota expectations.
• By understanding the EMEA regional portfolio of clients, you will support the growth in their committed Monthly Recurring Revenue and their Billed Revenue by using your knowledge of Emarsys solutions and marketing concepts to introduce new technologies and services to senior stakeholders within the client base.

MAIN TASKS AND DUTIES

• Revenue Growth:
• Identify and execute upselling and cross-selling opportunities within the existing customer base to drive contract expansions and revenue growth.
• Collaborate with Client Success Managers to develop strategies for group expansions, increasing Emarsys’ presence within client organisations.
• Client Engagement:
• Support Client Success Managers in understanding and assessing the business objectives of their accounts.
• Demonstrate the value and ROI of Emarsys’ solutions to senior stakeholders, promoting deeper integration of Emarsys’ technology into their operations.
• Use your knowledge of digital marketing best practice and Emarsys solutions to oversee client growth and deliver a return on the clients’ Emarsys investment.
• Sales Process:
• Develop and deliver value-based sales proposals, responding to client RFPs, and negotiating contract terms.
• Effectively and independently deliver the Emarsys value proposition, including technical value proposition, demonstrating an understanding of Emarsys product offering aligned to Customer objectives and requirements.
• Develop a sustained Group Expansion pipeline by actively prospecting Group level connections within the Existing Business Portfolio. Independently prospecting these accounts via cold-calls, marketing lead follow-up, professional relationships toindependently close contracts at a close frequency and value tomeet or exceed productivity and quota expectations.
• Negotiate contracts with clients, working closely with the salesmanagement and the Finance and Contracts department.
• Collaboration and Support:
• Work closely with internal teams (Client Success, Professional Services, Strategic Services, Dealdesk) to ensure a seamless client experience.
• Appropriately engage management and staff in the sales cycle and provide on-going feedback to other areas of the organisation.
• Identify and collaborate with internal Executive Sponsors on key strategic deals.
• Processes and Reporting:
• Follow the established sales process.
• Regularly use Salesforce and other CRM tools to provide accurate forecasting and activity reporting.
• Monitor client adoption and usage of Emarsys platforms to identify opportunities for channel expansion and growth.
• Advocacy and Relationship Building:
• Foster relationships with clients to create advocates and drive testimonials, case studies, and references.