SHRM Director, Enterprise Sales in Alexandria, Virginia
SHRM's Global Enterprise Sales creates and manages new and existing partnerships to advance SHRM's global enterprise strategy, primarily revenue-generation with multinational enterprises, industry associations, universities and vendors; expansion and servicing of international membership outside the US; and relationship management with other national, regional and worldwide HR associations, including the World Federation of People Management and its constituent regional confederations and local members.
The Enterprise Sales Director establishes and grows business relationships with potential Fortune 500, US partners (i.e., key business leaders and HR executives in multinational corporations [MNCs] and large national companies [LNCs] across multiple global regions; accredited universities with strong executive education programs; HR associations; and training companies). This role leverages relationships to gain a thorough understanding of key global human capital challenges of HR practitioners and identify SHRM products and services that aid business leaders in addressing their organizations’ challenges with an emphasis on SHRM education, training and certification programs. The Director also develops winning proposals that meet the challenges of corporations and grow SHRM’s US business. Works to evaluate current US business strategy and continuously update for potential growth.
Supports the implementation and continuous refinement of SHRM’s domestic business development strategy.
Develops, executes and maintains overall enterprise sales strategy.
Partners with VP of Global Enterprise Sales to set KPIs, seasonal budgets and roadmap strategy to ensure consistent achievement.
Supports strategic partners in their development and execution of promotional efforts including but not limited to events, launches, and social media push.
Schedules sales appointments and maintains sales pipeline in SalesForce.
Reviews orders and ensure consistency of image and commerciality throughout sales efforts.
Works closely with VP of Global Enterprise Sales on promoting plans for all product categories.
Analyzes customer experience, sell-through data and feedback with clients; making appropriate recommendations.
Establishes and grows business relationships with potential global clients.
Gains a thorough understanding of SHRM’s organization and product/service offerings.
Drives new enterprise revenue through a combination of new client engagement with MNCs, LNCs, and partnerships with training companies, colleges and universities, and industry associations.
Develops winning proposals to grow SHRM’s domestic business.
Facilitates the effective delivery of SHRM programs to clients working closely with SHRM departments with operational responsibility for these programs.
Assures client satisfaction through effective account management practices and work to continually deepen and broaden SHRM’s business relationship with key clients to create annuity revenue for SHRM’s business.
Establishes viable business relationships with corporations (including training companies, industry associations, colleges and universities, etc.) to serve as marking distribution, and/or delivery channels for SHRM offerings in global markets.
Continually evaluates the performance of corporate accounts and partners to ensure that these relationships produce anticipated and established results.
Identifies new HR-related products and services that meet the needs of MNC/LNC business leaders and work with appropriate SHRM stakeholders to bring these offerings to market.
10 or more years of experience in business development or account management across multiple global markets.
Executive-level selling experience in a consultative, solution-oriented environment, preferably in HR, a trade or professional association, educational products/services company, or consulting firm.
Successful past performance in business development (developing customer relationships, account strategies, developing a qualified pipeline, and capturing large scale deals).
Established industry working relationships.
Familiarity with HR consultative sales and negotiating contracts.
Ability to serve as a credible representative of SHRM to the business community throughout the US.
Thorough understanding of cultural nuances and business customs/practices in global markets.
Strong understanding of global human resource trends and challenges across multiple global markets, particularly in MNCs and LNCs.
Strong problem-solving and analytical skills.
Proactive and product-forward focus.
Strong executive presence and ability to cultivate relationships with senior executives.
Demonstrated ability to close viable business deals and grow a domestic business.
Excellent communication and presentation skills. Ability to create and deliver presentations and proposals targeted to senior business leaders and HR executives.
Ability to gain a thorough understanding of SHRM products and services to collaborate closely with internal stakeholders who have delivery responsibility for SHRM offerings and to bundle these offerings in creative ways to meet client requirements.
Ability to negotiate large scale deals.
Excellent communication, critical thinking, business acumen skills
Demonstrated ability to lead change and attain results.
Possess knowledge of the human resources industry.
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Bilingual in English and other language(s).
Regularly required to sit; talk and hear, use hands to type, file, handle or feel. The employee is frequently required to reach with hands and arms. Occasionally required to stand; walk and stoop, kneel, crouch, or crawl. Visual acuity to use a keyboard, prepare and analyze data and figures; transcribing, viewing a computer terminal; extensive reading. May require ordinary ambulatory skills sufficient to visit other locations; or the ability to stand, walk, lift, carry and move light to medium weight. Requires good hand-eye coordination, arm, hand and finger dexterity, including ability to grasp, and visual acuity to use a keyboard, operate equipment and learn technical information. Light lifting is required. Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force to constantly move objects.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Work is regularly performed in a professional office environment and routinely uses standard office equipment. This job requires frequent travel 50% or more.
The Society for Human Resource Management is an equal opportunity employer (Minority/Female/Disabled/Veteran).
ACCESSIBILITY NOTICE: If you need a reasonable accommodation for any part of the employment process due to a physical or mental disability, please send an email to: firstname.lastname@example.org or TDD (703) 548-6990.
Job Locations US-VA-Alexandria
Job ID 2019-1417
Category Chief GDO