DMI

  • Industry Account Leader - Banking, Financial Services & Insurance

    Posted Date 1 month ago(4/25/2018 8:58 AM)
    Job ID
    2018-15389
    Category
    Sales, Marketing & Media
    Location
    US-
  • About DMI

    DMI, the world’s first end-to-end mobility company, combines all the skills and services necessary to deliver mobile enterprise solutions. Built to reinvent business through mobility, DMI has expertise in mobile strategy, UX, web, and app development, omni-channel commerce, brand and marketing, big data management and analytics, and secure device and app management. The company’s unique, integrated approach to mobility has resulted in dramatic growth as well as an expanding client base, which includes hundreds of Fortune 1000 commercial clients and all fifteen U.S. Federal Departments. DMI is headquartered in Washington DC area, with satellite offices around the world. Additional information is available at www.dminc.com and on LinkedIn, Twitter, Facebook, and Google+.

    About the Opportunity

    This position in the DMI Commercial Business Unit Sales Community has primary responsibility for continuously improving and deepening our relationship with a customer or customers, and/or for turning targeted prospects into new clients for DMI. Industry Account Leaders are primarily accountable for demand generation for DMI’s services. 

     

    Industry Account Leaders are aligned to either an Industry or Region, and their compensation incorporates incentives for achievement of an annual sales target, or “quota”, for sales of any of our standard offerings to clients or prospects, within a defined “territory”. The scope of Territories, Incentives and Quotas assigned to Industry Account Leaders conform to standards established by Sales Operations, as defined and adjusted over time.

     

    The Industry Account Leader is responsible for developing new business relationships with prospective clients in order to generate demand for additional DMI services and for deepening our relationships with current clients. You will be expected to be subject matter experts in their assigned client’s business and industry. They lead the collaborative process of Client Planning, and collaborate with the Offering Sales Specialists as they lead opportunity planning, qualification and pursuit processes. The ideal candidate will have a background in particular vertical industry segments and/or geographic regions. Specifically, the candidate will be adept at targeting prospective customers, developing channels of approach, engaging in consultative conversations around business strategies (specifically around the use of mobility), and qualifying needs. You will be an expert at uncovering corporate requirements, even if they are not well articulated by the prospective customer, and nurturing the process through which DMI’s offering are brought to bear as a solution. The candidate will be comfortable in collaborating with colleagues who are subject matter experts in their particular domains. Principally a demand generation expert, and partners on the sales process with Line of Service sales specialists.

     

     

    Duties and Responsibilities:

    • Primarily responsible for meeting or exceeding an annual new business Quota for an assigned coverage territory
    • Leads the collaborative account development and revenue growth planning process with the various offering sales teams.
    • Responsible for developing sufficient pipeline of leads to generate sufficient qualified opportunities to deliver the agreed sales performance within the assigned coverage territory.
    • Generating new business leads – by possessing a sufficient understanding of our Offerings that they can identify potential applications for them in the client’s business and secure the client’s agreement to explore them further
    • Developing leads into opportunities ready for qualification with the support of pre-sales support from the Offerings
    • Understanding the client’s business needs, procurement process & decision makers
    • Helping the Offering Sales Specialist adapt the benefits of our proposed solution into the client’s value language

     

    Qualifications

     

    Education and Years of Experience:

    • Requires Bachelor's degree or equivalent and ten+ years of related (customer service or inside sales) experience.
    • Experience managing a team comprised of multiple sales offerings to include coordinating capture strategy, competitive positioning, pricing, and solution presentation
    • 10+ years generating new business leads

    Physical Requirement(s):  Travel Required

     

    Min. Citizenship Status Required: No Restrictions

     

    Location: Work from Home; open

     

    Working at DMI

    DMI is a diverse, prosperous and rewarding place to work. We provide our employees with competitive benefits, educational assistance, and career growth opportunities. Every employee is valued for their talents and contributions. We all take pride in helping our customers achieve their goals, which in turn contributes to the overall success of the company.

    The company does and will take affirmative action to employ and advance in employment individuals with disabilities and protected veterans, and to treat qualified individuals without discrimination on the basis of their physical or mental disability or veteran status. DMI is an Equal Opportunity Employer Minority/Female/Veterans/Disability.


    ***************** No Agencies Please *****************


    Applicants selected may be subject to a government security investigation and must meet eligibility requirements for access to classified information. US citizenship may be required for some positions.

     

     

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