Director, Strategic Partnership & Enterprise Sales

The primary function of the Director, Strategic Partnership & Enterprise Sales is growing sales with enterprise (Fortune 500/1000) companies through direct sales and strategic partnerships. The position will handle complex, large-scale accounts and high-value contracts. After conducting market research, this position will build and maintain strategic partnerships and nurture relationships with influencers and stakeholders.

Essential Job Functions

  • Develop and maintain an accurate, high-quality pipeline that is aligned to our company’s sales process, targeted towards the enterprise (Fortune 500/1000) companies within IES’s target markets. Manage pipeline and sales activity within sales tools and CRM.
  • Achieve quarterly and annual sales targets.
  • Drives sales cycle with a sense of urgency ensuring clients’ expectations are met while achieving targeted sales goals and acceptable margins.
  • Proactively identify and contact prospects to develop a substantial new business pipeline, and close business.
  • Prepares quotes, RFP/RFI responses, presentations and contracts to potential clients and leads the contract negotiations.
  • In collaboration with the Executive Team, create and execute a Strategic Partnership plan to build relationships with key industry stakeholders.
  • Understand the competitive landscape and market trends.
  • Understand and effectively communicate the company’s value prop, tech, process and current partnerships.
  • Serves as an expert on our services and in the industry with the ability to effectively present our organization to prospective, new, or existing clients.
  • Provides value-added client and industry knowledge to clients within a consultative selling framework and delivers tailored solutions. Focuses on building relationships due to long sales cycle for potential buyers of contingent workforce solutions.
  • Responsible for preparing, negotiating and revising service agreements and collaborating with Corporate Counsel to mitigate risk issues.
  • Works closely with Client Delivery/Operations and Finance to ensure a smooth implementation upon sale.
  • Collaborates with marketing in the creation of case studies and other necessary sales collateral, as well to foster strategic alignment and synergy between marketing and sales functions.
  • Represents organization at conferences, within local and national industry groups, and networking events to promote network, create strategic partnerships and to build IES presence in the industry.
  • Desire to own projects and exceed expectations, with ability to find solutions and deliver results within a rapidly changing, service-first, technology-driven culture.
  • Stays abreast of employment law issues and joint employment liability.

Preferred Qualifications

  • 7+ years of business development and operating experience
  • Previous experience in managing complex sales to enterprise companies
  • Experience establishing and managing strategic partnerships that lead to increased sales
  • BA/BS Degree in Sales, Marketing, Business, or equivalent work experience.
  • Understanding of staffing industry, contingent workforce/gig economy and contract service is preferred.
  • Proven success in winning business through RFP responses and presentations
  • Experience at selling at the C-level
  • Proven track record of sales excellence
  • Proficient in Microsoft Office products.
  • CRM knowledge to use as a documentation tool and to measure KPIs.
  • Client centered mentality and passion for customer service.
  • Ability to relate to a variety of people and sustain meaningful relationships.
  • Ability to anticipate client needs and take initiative to satisfy them.
  • Ability to work in a face-paced environment and maintain a sense of urgency.

Base Salary Range: $96,902 to $125,973 plus commission.

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