Drive sales of UL TIC products and services by building and maintaining customer relationships, qualifying new-logo prospects, managing pipeline, securing renewals, collaborating with technical engineers and account managers, and transitioning closed sales to fulfillment teams.
JOB DESCRIPTION
QUALIFICATIONS
- Plans sales strategy and maintains ongoing plan to prioritize portfolio of accounts and maintain relationships throughout the year.
- Interfaces with customers to promote and sell UL products and services.
- Uses technical credibility to build relationships with buyers and centers of influence.
- Under minimal guidance, drives sales process from beginning to end, leveraging support from Sales Support Specialists and Inside Sales Executives when necessary.
- Proactively manages customer to ensure renewal of services where applicable.
- Continuously explore and develop opportunities to sell specialty product / services.
- Establishes strong connects with new logo prospects from inbound and outbound channels to qualify their needs, understand decision-makers, and land new customers.
- Proactively engages in discovery, opportunity identification, proposals, and closing for sales of core UL products and services.
- Leverages technical support (engineers) when customer has a qualified need.
- Creates pipeline of new logo prospects to supplement existing account activities, owns new logo process through close of sale.
- Brings in additional resources when advantageous to support sales process, and delegates leadership of the sale to Technical Inside Sales Executives for highly technical or specialized products / services.
- Transitions implementation to success / fulfillment teams after sales have been closed to ensure seamless service delivery.
- Where applicable, supports development of GAM and SAM multi-year account plans in TIC by providing insight on area of specialization (specific product/ service).
- Actions on opportunities to sell specialty product / services.
- Works with the remaining account managers on discovery and opportunity identification for assigned specialty products / services.
- Works under minimal guidance of account managers (GAMs, SAMs) to seamlessly work with customers throughout the sales cycle.
- Provides expert input to SAM and GAM during account planning process on potential growth opportunities within assigned solution area.
QUALIFICATIONS
- Bachelors and/or graduate degree in engineering or related field preferred.
- Proficient in MS Office (Word, PowerPoint, Excel, Outlook), and CRM software.
- Relevant technical capabilities related to assigned specialty product / service.
- 6+ years of related sales experience.
- Deep knowledge and experience with specialty product / services within assigned TIC portfolio.
- Proven ability to meet and exceed sales targets.
- Business acumen and deep understanding of business sales processes.
UL Solutions Ottawa, Ontario, CAN Office
Ottawa, Canada
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