07 set - Roma
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This is a pure net-new business role: the mandate is to bring in new logos within an assigned territory or vertical. Success is measured on new bookings — pipeline generated, opportunities created, and deals closed with organizations that are not currently Cornerstone customers.
Se i requisiti e l'esperienza richiesti per questo lavoro corrispondono alle sue competenze, la preghiamo di candidarsi tempestivamente.
The sales motion is two fold firstly, it draws on a consultative, technically-embedded selling style and works shoulder-to-shoulder with counterparts to scope, prototype, and de-risk the solution during the sales cycle itself, and secondly, a more traditional SaaS sales motion. The goal is to walk into a signed deal with a working proof-of-concept and a shared understanding of scope.
In this role you will...
Consultative Discovery & Technical Partnership
Gain a deep understanding of a prospect's actual workflows and data before proposing a outcome orientated solution
Partner with a technical counterpart early in the cycle to prototype or configure a working proof-of-concept against the prospect's real use case
Treat the sales cycle as a joint scoping exercise with the prospect's own stakeholders: co-develop the solution design with their HR/IT team so that what gets sold is what actually gets built
Feed field learnings back to Product and Solutions Engineering to highlight patterns across prospects about what's missing, what's confusing, or what unlocks a deal
Bring a "builder" mindset to the sales process
Own the handoff so that what Solutions Engineering/Implementation inherits is a well-scoped, de-risked project
New Business Development & Prospecting
Identify, prospect, and qualify new enterprise-level opportunities within an assigned territory or vertical
Build and manage a pipeline of net-new logos from self-sourced outbound efforts and marketing-generated leads
Research target accounts to understand their current landscape and likely pain
08 set - Ferrara
Amilon
08 set - Canova
AxL Spa – ALTI PROFILI
08 set - Teramo
Colombini Group
08 set - Sandrigo
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