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Enterprise Sales Lead - Senior Director - Media Services

Minneapolis, MN, USA | Merkle

  • Industry:
  • Position Type:
  • Functions:
    General Management
  • Experience:
    10-12 years
Job Description:
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The Enterprise Sales Lead is responsible for originating and responding to and leading efforts to close sales leads that support the Merkle team. This individual will be a highly motivated, quick learner, self-starter able to lead sales efforts that are not only focused on the capabilities  in which they serve but also able to cross sell within and between capabilities within the company.A dynamic personality with a drive to reach decision makers is essential.

Key Responsibilities

Drive business growth for Merkle with new and existing accounts in several ways:

Originating and responding to new logo opportunities and owning sales pursuit efforts for RFPs

Working with the Sales Growth Officer and Vertical Leaders to partner in closing new logo and new to existing sales opportunities

The qualification, upsell and cross-sell within and across our core capabilities

Leading renewal efforts if/when the opportunity needs extra sales expertise

Meet sales quota goals

Successfully supporting the sales cycle and Client Partners and Consultants architecting Merkle’s solutions during the sales phase of a deal

Architecting and setting up complex projects usually involving multiple Merkle solutions

Analyzes customer business goals, objectives, needs, process and existing infrastructure

Applies business outcome-based sales principles and demonstrates relevant and transferable company experience in developing sales strategy, opportunity briefs and sales plans to drive new logo and client solution

Ensure availability of suitable collaterals for the offerings

Work closely with the verticals and operating groups to define and extend the core offerings

Understands the prospect and client decision making process and organizational map

Establishes trusted relationships with CMOs and other client executives  to originate new opportunities in new logo and existing accounts support new and existing accounts to position our capabilities

Develops and maintains an accurate, high quality pipeline that is aligned to our company’s sales process


Bachelor’s degree from an accredited college/university; Master's degree a plus

>10 years consultative sales experience

Experience with closing large, complex sales deals (origination experience a plus)

Knowledge and understanding of the database marketing and agency marketplace

Knowledge and an understanding of the marketing cloud and ad-tech marketplace

Experience architecting complex solutions for large corporations

Ability to propose solid solutions to meet customer requirements

Must have solid knowledge in Marketing Technology, Data & Analytics and Digital Agency

Must have deep technical experience in integration of multiple solutions and the ability to determine scope, duration, resources required prior to beginning a project

Experience in Financial Services, Insurance, Travel, Media, Entertainment, Non-Profit, High Tech or Retail will be an added advantage

Strong ability and desire to prospect

History of success working within an individual and team environment

Must have a history of quota attainment

Deep general business knowledge and acumen

Innovative and creative

Viewed as a thought leader in sales and well connected/networked

Exceptional communications and presentation skills

Ability to lead through influence over authority

Strong collaboration capabilities are critical to this role

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