Sales Perth, Australia
Position at Diligent Corporation
Diligent is the pioneer in modern governance. We empower leaders to turn governance into a competitive advantage through unparalleled insight and highly secure, integrated SaaS applications, helping organizations thrive and endure in today’s complex, global landscape. The largest global network of corporate directors and executives, Diligent is relied on by more than 19,000 organizations and nearly 700,000 leaders in over 90 countries. With award-winning customer service, Diligent serves more than 50% of the Fortune 1000, 70% of the FTSE 100, and 65% of the ASX. Our passionate, smart, and creative group of more than 1,000 employees support customers around the globe.
The Regional Sales Director drives revenue growth through expansion bookings, primarily related to initial prospect/customer meetings, pipeline creation and commercial deal management.
This individual contributor role will drive growth primarily through the sales cycle from effective customer prospecting, pipeline management (MEDDICC), accurate forecasting through to deal completion. The Regional Sales Director is an enthusiastic and commercially focused individual with a proven track record in influencing issuers, investors or intermediaries on the value that the Diligent product suite can bring in relation to executive compensation and board effectiveness. Demonstrable success in building strong partnerships and growing our business through companies within the financial services industry is essential for this role.
+ Prospect new leads in addition to supplementing inbound leads to build pipeline;
+ Develop an expert knowledge of Diligent’s specialist corporate governance SaaS solutions with a focus on multiple products within the Diligent portfolio;
+ Develop expert knowledge of the Diligent product suite and the Corporate Governance industry;
+ Adopt a ‘solutions’ selling approach, rather than a features and functionality sales approach.
+ Effectively demo Diligent’s solutions, both in person and online;
+ Effectively manage the end to end sales cycle from opportunity to deal close using MEDDICC sales methodology;
+ Utilize sales tools such as Salesforce.com, SalesLoft, LinkedIn Sales Navigator, Webex, Gong.io to prospect new leads, schedule initial meetings, increase win rates and generate bookings;
+ Accurately maintain SFDC records, forecast and report out on projected bookings, deals closed etc. on a regular basis;
+ Work with the marketing team to develop a targeted accounts strategy for your respective market and implement accordingly;
+ Proved experience in selling SaaS or technology related products or services with a track record of consistently closing new business;
+ A high level of curiosity and empathy with the ability to understand a potential customer's context, issues and pain points through effective questioning and listening;
+ Strong experience of holistic, value add ‘solution’ selling;
+ Exceptional communication and presentation skills with a high level of charisma;
+ Excellent influencing and negotiation skills;
+ Exceptional planning and organisational skills;
+ Excellent attention to detail with a good understanding of the sales cycle and the importance of accurate pipelining and forecast reporting;
+ Competitive, tenacious and resilient with a strong ability to adapt and work calmly under pressure;
+ Reliable, with a drive to achieve continuously great results on a consistent basis.
+ Experience of using SFDC and knowledge of the MEDDICC sales methodology is preferred.
At Diligent, we offer a varied, challenging and rewarding working environment. Our holistic suite of employee benefits including a competitive salary, discounted health insurance, wellbeing initiatives and salary protection.