| Reporting to the chief customer officer, the focus of this position will be to qualify, develop, and convert existing and prospective Globus users into paying subscribers. Unlike traditional inside sales that focus primarily on cold calling large numbers of unknown prospects, this role involves a broad range of interactions (phone, email, webshare, and in-person meetings) with prospects in a well defined target market, to steer them from initial identification through sale close and subscription renewal. While the primary goal is to close deals, you will work closely with other members of the Globus team, including marketing, product management, and professional services, on various aspects of customer relationship management. The ideal candidate is an energetic individual seeking a dynamic environment with opportunities to broaden their skill-set and knowledge, while applying proven sales techniques.You will engage with IT and research computing professionals at US and international universities, national laboratories, federal agencies, and other non-profit research and education organizations, where Globus is already highly regarded as a valuable tool for research data management. You will leverage this customer equity to expand the installed base, and play a critical role in making Globus the de facto solution for research data management needs across the US and abroad.Responsibilities include: - Develop new sales opportunities by identifying, researching, and soliciting prospective subscribers- Follow up on leads from events and conferences; participate in marketing and lead generation events, as needed- "Cold call" to identify individual buyers and influencers at a prospect- Develop sufficient understanding of the Globus product and be able to articulate the value proposition to prospects- Convert prospects to subscribers by: - Responding to inbound customer inquiries and providing requested information - Scheduling initial discovery discussion, conducting product demonstrations, and gathering sufficient information to qualify the prospect - Coordinating with the support team to set up trial subscriptions, as needed - Periodically following up with prospects to check on status of evaluation, and scheduling discussion of next steps - Providing informal quotations and engaging in pricing negotiation, with escalation to sales management, as appropriate - Coordinating with the business manager to provide prospects with formal quotations and customer agreements - Pursuing prospects to minimize time-to-close- Achieve sales targets on a consistent basis- Provide regular reports to sales management on metrics such as prospects contacted, meetings conducted, trials initiated, and proposals delivered within reporting periods- Proactively identify customers approaching renewal, and coordinate with the business manager and operations administrator to ensure timely renewal- Maintain the sales pipeline tracking system, ensuring each deal has clean, comprehensive contact data and a complete history of all interactions with the prospect/customer- Maintain awareness of competing technologies used by prospects for big data management in scientific and commercial communities- Participate in sales and marketing team coordination and development activities, including sales strategy definition, campaign and event planning and execution |
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status or status as an individual with disability.The University of Chicago is an Affirmative Action / Equal Opportunity / Disabled / Veterans Employer.Job seekers in need of a reasonable accommodation to complete the application process may contact Human Resources by calling 773-834-1841 or by emailing firstname.lastname@example.org with their request.