As a Business Development Leader on the Tech team, you will be responsible for identifying, qualifying, and closing new revenue opportunities at large Enterprise Technology clients. Additionally, you will be responsible for overseeing and developing revenue opportunities with existing clients by negotiating contract renewals, cross-selling various GLG products, optimizing client experience, gaining market share, and pursuing excellence in close collaboration with a team of GLG servicing professionals.
This is an exceptional opportunity for someone who is entrepreneurial and wants to build a top-class Sales hunting team. The candidate will report to the Global Head of Tech and Growth within GLG’s Corporate team and work closely with other members of senior management. They need to be able to thrive in a fast paced, energetic and rapidly shifting environment. They will also need to have the drive and desire to build the top performing sales team at the firm.
Specific responsibilities include (but are not limited to):
- Drive Commercial Success The successful candidate will leverage his/her own professional network to build new relationships at operating companies and engage at a granular level with industry executives on topics of critical importance to their businesses. The candidate will meet with senior level prospects and clients regularly to articulate the firm’s value proposition, especially with respect to new technologies and product development, ability to inform and accelerate new product development and go-to-market strategies, end-market intelligence, and other relevant topics.
- Strategic Vision and Product Expansion The successful candidate will continually enhance customer targeting, segmentation and outreach while refining the firm’s value proposition across various segments. The candidate will further develop the firm’s service offering and explore opportunities for new product and channel development. This person will continually assess industry trends, the marketplace, competitive behaviors, customer preferences, and best practices.
- Team Building and Collaborative Learning The candidate will engage regularly with sales, account management and solutions colleagues to co-develop client-specific value propositions, communicate industry-specific insights across the team, and provide mentorship to teammates as they develop. The candidate will help to recruit market-leading talent to the firm, develop those professionals through teaching in the apprenticeship model, and retain those individuals through meaningful professional experiences.
Key performance metrics for this role include core sales activities (i.e. outreach, meetings, new client acquisition), opportunity/pipeline management (i.e. waterfall through stages), new closed revenue and speed of adoption of products/services upon closing.
Candidates for this position should have a demonstrated ability to be creative and commercial and/or have a track record of overachieving in a performance-based environment, preferably but not exclusively, with enterprise level companies. A demonstrated interest in and understanding of the content that matters to our Enterprise Technology clients is vital.
An ideal candidate will have the following:
- 5 – 8+ years of experience in consultative selling within Enterprise level firms and/or Technology companies
- Solid understanding and experience selling to and/or servicing large Enterprise level clients with robust Legal/Procurement teams
- Proven experience managing performance to quota
- Experience managing junior sales employees who’s remit is to support hunting activities (e.g., BDA, SDR)
- Proven experience renewing/upselling existing client relationships and cross-selling across a product portfolio
- Proven ability to work collaboratively with internal stakeholders across different functions for solving complex challenges, learning, and growing
- Clear understanding of and hands on experience with creating and delivering “best in class” client service strategies and operating models
- Impeccable attention to detail, ideally in a high-volume and fast paced environment
- Strong communication skills
An ideal candidate will also have the following leadership and personal attributes:
- Hungry, Humble and Smart
- Builds a team environment based on trust to drive commitment and accountability
- Cares for people on a personal level and invests to help them grow as professionals
- Hands-on, and leads by example
- Relentless optimism about reaching the vision
What We Offer:
Benefits: All U.S. GLGers also have access to benefits such as:
- Comprehensive medical, dental and vision coverage effective on your first day of employment
- Flexible paid time off. No pre-determined limits on vacation time, plus 10 company holidays
- 401(k) and Roth 401(k) plans with an employer match (subject to annual limits & vesting)
- Tuition reimbursement program for eligible courses including language skills courses
- Paid parental leave, adoption and surrogacy reimbursement
- Free wellbeing support with the Calm app, Maven and EAP, and free long-term therapy & counselling assistance through Pathways
- Other work perks and benefits available based on final job location
Compensation: GLG is committed to fair and equitable compensation practices. Actual compensation is based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location. Certain roles may also be eligible for incentive compensation.
About GLG / Gerson Lehrman Group
GLG is the world’s insight network. Our clients rely on GLG’s global team to connect with powerful insight across fields from our network of approximately 1 million experts (and the hundreds of new experts we recruit every day).
We serve thousands of the world’s best businesses, from Fortune 500 corporations to leading technology companies to professional services firms and financial institutions. We connect our clients to the world’s largest and most varied source of first-hand expertise, including executives, scientists, academics, former public-sector leaders, and the foremost subject matter specialists.
GLG’s industry-leading compliance framework allows clients to learn in a structured, auditable, and transparent way, consistent with their own internal compliance obligations and the highest professional ethical standards. Our compliance standards are a major competitive differentiator and key component of the company’s culture.
To learn more, visit www.GLGinsights.com.
Gerson Lehrman Group, Inc. (“GLG”) is an equal opportunity employer and will not discriminate against any employee or applicant on the basis of age, race, religion, color, marital status, disability, gender, national origin, sexual orientation, veteran status, or any classification protected by federal, state, or local law.
