Responsibilities
•Maintains ongoing plan to prioritize portfolio of accounts and maintain relationships throughout the year.
•Quickly builds trust and engages with customers to identify problem areas (e.g. integrating and understanding the opportunities surrounding renewable energy).
•Collaborates with customer personnel to craft customized service solutions and deliver value.
•Communicates with customers primarily remotely (video, phone, email) to promote and sell specialty Advisory services; travel as needed (up to 20%) for proactive outreach to highest-potential customers.
•Uses technical credibility to build relationships with buyers and centers of influence and support account owner relationships.
•Communicates value proposition of assigned specialty services to clients based on highly technical knowledge.
•Maintains knowledge base around specialized services to anticipate and react to disruption within focus area (e.g. new threats within cybersecurity) and proactively address customer needs.
•Under minimal supervision, leads or supports sales for assigned specialty Advisory service line(s) in collaboration and at the direction of account owners.
•Proactively seeks and actions on opportunities to sell specialty Advisory services into highest potential accounts in their assigned portfolio.
•Works under minimal supervision on discovery and opportunity identification for assigned specialty services.
•Works closely with account managers (e.g., Sales Representatives aligned to Commercial accounts, KAMs serving Global accounts in sub-scale geographies) to seamlessly work with customers throughout the sales cycle.
•Serves as primary point of contact for specialty Advisory services, responsible for articulating value proposition.
•Brings in additional technical resources (e.g., engineers) when needed to support sales opportunities of assigned specialty services.
•Makes connections and builds trusted advisor status with relevant account owners.
•Read and follow the Underwriters Laboratories Code of Conduct and follow all physical and digital security practices.
Requirements
•Bachelors and/or graduate degree in engineering or related field.
•Proficient in MS Office (Word, PowerPoint, Excel, Outlook), and CRM software.
•Relevant technical capabilities related to assigned specialty product / service.
•6+ years of related sales experience.
•Deep knowledge and experience with specialty product / services within assigned advisory portfolio.
•Proven ability to meet and exceed sales targets.
•Business acumen and deep understanding of business sales processes.
