Director of Sales – Strategic

This is a fully remote position, open to applicants in Illinois, +1 more state.

📋 Description

• Responsible for meeting the Annual Recurring Revenue (ARR) sales targets.

• Achieves and surpasses ARR objectives through effective sales strategies, acquiring new clients, and nurturing long-lasting relationships with channel partners.

• Represent the company’s offerings, starting with an in-depth understanding of our products and services.

• Exhibit expertise, delivery skills, and techniques to educate influencers and employers about Empyrean's products and service offerings.

• Engage with channel partners such as brokers, consultants, advisors, and carriers to cultivate relationships that generate qualified leads.

• Directly connect with employers to establish relationships that result in qualified leads.

• Develop action plans and schedules to pinpoint specific targets that will create pipeline and qualified leads.

• Construct a robust and qualified pipeline to exceed expectations.

• Maintain precise and detailed activity tracking using company tools, adhering to the defined process for monitoring opportunities and activities.

• Formulate and execute a territory action plan through thorough data analysis, adjusting sales techniques based on field interactions and results.

• Follow up on new leads and referrals generated from marketing initiatives.

• Implement a consultative sales approach.

• Demonstrate strong sales strategy capabilities by crafting and presenting client proposals, and assisting the team in exploring alternative approaches to closing sales.

• Conduct product demonstrations effectively.

• Meet sales targets by evaluating prospect needs and following a structured sales process, often using product demonstrations and presentations.

• Collaborate closely with your sales leader, transition team, and other sales support resources at the appropriate stages of the sales process.

• Create and nurture an environment of teamwork, collaboration, and trust with sales support, marketing, product, and operations teams.

• Work alongside an aligned client (prospect) team to ensure a shared understanding of the opportunity and the capacity to deliver on it.

• Prepare various status reports, including activity updates, closings, follow-ups, and goal adherence.

• Collaborate with your sales leader to identify marketing opportunities such as seminars, trade shows, and telemarketing events, as well as Empyrean-supported events that will enhance relationships and promote the Empyrean brand in market activities.

• Develop and oversee marketing campaigns in partnership with marketing and your sales leader.

• Undertake additional responsibilities as assigned.

⛳️ Requirements

• Demonstrated ability to create and deliver presentations.

• Proven track record in developing and maintaining a business development territory that includes prospecting.

• Established ability to execute a comprehensive sales discovery process.

• Strong negotiation and closing skills.

• Excellent interpersonal and communication abilities.

• Bachelor’s degree is preferred but not mandatory.

• In the absence of a Bachelor’s degree, equivalent years of experience in sales, business analytics, management information systems, human resources management, benefits administration, or a related field will be accepted.

• Minimum of 3 years of experience in selling technology and services to Strategic Employers (1,500 - 5,000 employees).

• A total of 8+ years of professional experience.

• Proven experience in establishing and nurturing client relationships with Brokers, Consultants, and Employers.

• Necessary experience in relationship building.

• Preferred experience in channel sales.

• Familiarity with selling HCM, payroll, health and welfare benefits, or benefits administration services.

• Any equivalent combination of education, experience, and training that equips the candidate with the necessary knowledge, skills, and abilities will be considered.

🏝️ Benefits

• Up to 50% travel.