Sales Solution Consultant

About Mainspring

Mainspring is one of the world’s leading technology and professional services firms specializing in Contract Management. We help enterprise organizations implement leading Contract Lifecycle Management (CLM) software solutions that improve profitability, efficiency and overall operational performance. We are dedicated to delivering quality service to every client’s 100% satisfaction. We support dozens of Fortune 1000 clients across North America and Europe.

Position Summary

The successful candidate will achieve maximum sales profitability, growth and account penetration for CLM Implementation projects, including Contracts Migration & Analytics services by effectively selling Mainspring’s professional services. He/She personally contacts and secures opportunities from new and existing clients, in order to boost top-line revenue growth, customer acquisition and profitability. Sales professionals with CLM experience located anywhere in the continental US are invited to apply.

Core Functions

Promotes/sells/identifies opportunities from existing CLM partner reps, i.e., Apttus, Icertis, Conga, Ironclad, ContractRoom
Create/support strategies to make sales with new customers and to expand markets while keeping a strict focus on building customer retention rates
Promotes/sells/secures opportunities from existing and prospective clients through a relationship-based approach
Demonstrates products and services to existing/potential clients and assists them in selecting those best suited to their needs

Details of Function

Establishes, develops and maintains business relationships with current clients and prospective clients in the assigned territory/market segment to generate new business for the Mainspring’s CLM Implementation, and Contracts Migration & Analytics services
Follows Mainspring’s formalized Sales process leveraging the ValueSelling, MEDDPIC, Target Account Selling (TAS) methodologies/forms/techniques
Researches background for information about existing and prospective clients to prepare for conversations and further qualify opportunities
Schedules and conducts telephone calls, conference calls and in-person visits and presentations to existing and prospective clients
Captures and verifies key scope parameters for estimating a project, including client artifacts such as sample contract templates, process flows, approval rules and/or existing CLM policies
Understands and prepares a first pass at a budgetary estimate for a quote on Professional Services for a project using the firms Bottom-up Estimating (BUE) calculator
Develops the first pass of a Statement of Work (SOW), for internal review prior to presentation to prospective clients
Develops clear and effective written proposals/quotations for current and prospective clients
Escalates resolution of client issues and complaints to Mainspring’s Director of Delivery Services
Coordinates sales effort with marketing, delivery services and the firm’s Partners.
Analyzes the territory/market potential and determines the value of existing and prospective clients value to the organization
Creates and manages a client value plan for existing clients highlighting profile, share and value opportunities
Identifies advantages and compares organization’s products/services
Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment, i.e., CLM Implementation
Supplies management with oral and system updates in Salesforce on client contacts, needs, problems, interests, competitive activities, and potential for new products and services
Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas.
Participates in trade shows, user conferences and conventions
Reach out to customer leads through cold calling/warm leads via network contacts

Reporting

Reports directly to the Chief Revenue Officer.

Qualifications

Must possess 2-4 years of experience in the Professional Services sector, with experience in CLM or related field a plus
Excellent selling, communication and negotiation skills
Possession of a post-secondary degree
Demonstrated aptitude for problem-solving; ability to determine solutions for clients (consultative sales approach)
Ability to create and deliver presentations tailored to the audience needs
Knowledge of ValueSelling, MEDDPIC, or TAS methodologies a plus
Must be results-orientated and able to work both independently and within a team environment
Must possess excellent verbal and written communication skills
Proficiency in using Microsoft Office Suite applications and Salesforce
Valid driver’s license

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If you believe you belong to any of the categories of protected veterans listed below, please indicate by selecting the appropriate category(ies). The hiring employer is subject to the Vietnam Era Veterans' Readjustment Assistance Act of 1974, as amended by the Jobs for Veterans Act of 2002, 38 U.S.C. 4212 (VEVRAA) and requests this information in order to measure the effectiveness of the outreach and positive recruitment efforts it undertakes pursuant to VEVRAA.

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We are required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.

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