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- Lead the sales strategy and tracks ongoing plan to prioritize portfolio of accounts and maintain relationships throughout the year.
- Engages closely with customers to promote and sell UL products and services.
- Uses high level of technical credibility to build relationships with buyers and centers of influence. Independently drives sales process from beginning to end, leveraging support from Sales Support Specialists and Inside Sales Executives when necessary.
- Proactively manages customer to ensure renewal of services where applicable.
- Continuously explore and develop opportunities to sell specialty product / services.
- Establishes strong connects with new logo prospects from inbound and outbound channels to qualify their needs, understand decision-makers, and land new customers. Leads the efforts in discovery, opportunity identification, proposals, and closing for sales of core UL products and services.
- Leverages technical support (engineers) when customer has a qualified need.
- Creates pipeline of new logo prospects to supplement existing account activities, owns new logo process through close of sale.
- Brings in additional resources when advantageous to support sales process, and delegates leadership of the sale to Technical Inside Sales Executives for highly technical or specialized products / services.
- Transitions implementation to success / fulfillment teams after sales have been closed to ensure seamless service delivery.
- Where applicable, Work closely with GAM and SAM in development of multi-year account plans in TIC by providing insight on area of specialization (specific product/ service).
- Actions on opportunities to sell specialty product / services.
- Able to guide and give directions to remaining account managers on discovery and opportunity identification for assigned specialty products / services.
- Works independently with the account managers (GAMs, SAMs) to seamlessly work with customers throughout the sales cycle.
- Provides expert input to SAM and GAM during account planning process on potential growth opportunities within assigned solution area.
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