JOB OPENING FOR SENIOR ACCOUNT EXECUTIVE, DIGITAL TRANSFORMATION

CASE STUDY – JOB OPENING FOR SENIOR ACCOUNT EXECUTIVE, DIGITAL TRANSFORMATION

 

Client: Globant

We are a digitally native company that helps organizations reinvent themselves to create a way forward and unleash their potential. We are the place where innovation, design, and engineering meet scale.

 

We have more than 25,924 employees and we are present in 21 countries working for companies like Google, Rockwell Automation, Electronic Arts and Santander, among others.

 

We were also featured as a business case study at Harvard, MIT, and Stanford. We were named a Worldwide Leader in CX Improvement Services by IDC MarketScape report. We are a member of the Cybersecurity Tech Accord. – At Globant, we believe that an inclusive culture and a diverse environment make us stronger.

 

Problem:

Globant was searching for a senior sales leader who has experience in selling digital services (anything under the umbrella of digital transformation) to C Suite of the fortune 500 organizations. This was a purely hunter role. The person in this role will focus on driving the go-to-market strategy, sales and business development activities connected to current and new clients. The individual has to be based in TX, and cater to all the big Finance, Insurance, Fintech companies, majority of which are based in NY.

 

Solution:

TALSMART aggregated all the data available in TX for the relevant candidates using AI/ML engine. We targeted on the individuals who only sold digital transformation services to financial institutions first. It was tough as there were very few candidates available in TX as most of the candidates were based in NY who were selling to large financial organizations. All of our data went waste and 1 week was already gone. As a next step, we changed the criteria down to candidates who had experience in selling finance and tax related software and solutions. That worked well and we submitted 9 good resumes in 2 weeks.

 

All the candidates were interviewed by our expert tech sales trainers who have experience working with companies like Google, IBM, T Mobile etc.

 

Position Overview:

Compensation: Base is $200K-$220K + 3% commission of the revenue the 1st year and 2% commission of the revenue the 2nd year.

Location: Texas

 

Job Description:

12+ years of sales experience with 5+ years of industry related experience at the leadership level in 1 of the following – Banking, Financial Services, Insurance, FinTech

 

YOU WILL GET THE CHANCE TO:

Builds business by identifying and selling prospects, maintaining relationships with clients.

 

Job Duties:

  • Hunting new accounts, or targeted new logos. Responsible for growing our client’s account base
  • Identifies business opportunities by identifying prospects and evaluating their position in the industry, researching and analyzing sales options.
  • Maintains relationships with clients by providing support, information, and guidance; researching and recommending new opportunities; recommending profit and service improvements.
  • Goals Identifies product improvements or new products by remaining current on industry trends, market activities, and competitors.
  • Prepares reports by collecting, analyzing, and summarizing information.
  • Maintains quality service by establishing and enforcing organization standards.
  • Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; and participating in professional societies.
  • Contributes to team effort by accomplishing related results as needed.
  • Being performance and results oriented. Problem-solving aptitude.
  • Bachelor’s degree in a related field highly desirable
  • Being relentless in pursuit of new logos. Ability to develop sales strategies.
  • Being data-driven and kind of a data-geek: clear understanding of data, analytics, metrics and statistics. Ability to develop and use performance KPIs.
  • High Energy. Having a startup mindset and ability to work in a team environment.
  • You are fluent, and able to effectively communicate in English (Spanish is highly desirable).
  •  

Skills and Qualifications:

Presentation Skills, Client Relationships, Emphasizing Excellence, Energy Level, Negotiation, Prospecting Skills, Meeting Sales