Proposition Sales Specialist
Refinitiv
Central, HKG
1天前

Are you a passionate about working with potential customers to add value to their businesses? Do you love hunting for business in order to grow revenue and sales?

If so, we'd love to hear from you!

Position Summary

As a subject matter expert to pre-sales and pursuit activities, you will collaborate with Account Managers and Solution Sales focusing on all sales, new, cross-sells, up-sells, for proposition in a given territory with both existing and new customers.

Proposition sales will lead deals aligned to specific propositions and serve accounts within a defined territory. The role works in close partnership with internal partners to proactively drive gross sales and revenue.

Role Responsibilities

  • Structure, negotiate and close deals
  • Proactively identify pipeline opportunities, governed by the Account Managers
  • Develop the sales strategy for their proposition within their territory
  • Provide insights and share Refinitiv thought leadership on their proposition with customers
  • Deliver customer demonstrations on their specific propositions
  • Qualifications and Experience Required

  • Knowledge of how businesses work, understanding of current and possible future practices, trends and information affecting the prospect or customer businesses and own internal organization
  • Knowledge of the competition and awareness of how strategies and tactics work in the marketplace
  • Strong prospecting skills and previous experience in creating communication plans (emails templates, phone call scripts, etc.
  • conducting prospecting campaigns, efforts with internal lead nurture and / or demand generation programs

  • Demonstrable closing ability in winning sales campaigns, closing late stage deals, developing reasons for prospects and overcoming late stage deal obstacles
  • Evident opportunity management experience with managing pipeline, inspecting opportunities, accelerating campaigns, demonstrating deal ingenuity and providing deal-based ideas
  • Understanding of cost justification methodologies relevant to the business and to the buyer, utilizing a value case to differentiate a solution from competitive offerings, building multiple evaluation criteria that are compelling to the buyer and developing business models that can be replicated and used by others
  • Over 5 years of industry, sales or market experience
  • Experience selling to C- level executives
  • Significant Product and Workflow Expertise (e.g. knowledge of financial modeling, Excel, MS Office); knowledge of trading floor tech / data apps
  • Superior interpersonal, communication skills and presentation skills (verbal & written)
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