Enterprise Growth Advisor, New Business Sales

Growth Advisor

Shift Paradigm is a client services business that focuses on implementing and activating technology and data to make sales and marketing work. Our people bring combined experience across technology, data & analytics, business strategy and campaign operations to accelerate our clients' businesses. We keep pace with change in modern marketing and technology in order to create both effective, scalable and future-proof solutions for our clients that span both the Fortune 500 list and emerging industry leaders. We have also built strong relationships with the world's most influential martech platforms and are key partners to them and their clients.

The Growth Advisor is a dynamic sales professional responsible for driving sustainable revenue growth; with expertise in effective sales within digital marketing, martech consulting and digital product professional services. This is achieved by strategically identifying and securing new business opportunities, while also expanding existing accounts during their first year in our client portfolio. The Growth Advisor is instrumental in fueling revenue through partnerships, outbound efforts, and adept negotiation.

Role Responsibilities

New Business Development

• Lead Generation and Qualification :
• Proactively identify and target qualified accounts aligning with the Ideal Customer Profile (ICP) and within defined territory and AAR bands.
• Utilize BANT (Budget, Authority, Need, Timeline) and similar models to qualify leads and prospects effectively.
• Conduct thorough research to understand prospect needs, pain points, and decision-making processes.
• Tapping into historic, current portfolio of contacts and customers that align with our ICP to engage with Enterprise deal opportunities.
• Outbound Sales Activities :
• Execute targeted outbound sales campaigns through emails, calls, social media, and other relevant channels.
• Craft compelling messaging and value propositions that differentiate our capabilities from major competitors and prove ROI.
• Schedule and conduct discovery calls and meetings to establish rapport and uncover opportunities.
• Traveling to meet and see prospects will be required to engage onsite for pitches, co-facilitated workshops, and attendance of industry events. Travel is as much as once a month on avg.
• Sales Cycle Management :
• Create and deliver impactful discovery sessions, sales presentations, and proposals demonstrating value that align with SH / FT's core competencies and industry vertical expertise.
• Collaborate with internal teams to develop customized solutions addressing prospect challenges.
• Skillfully negotiate terms and contracts, ensuring alignment with company policies.
• Utilize CRM to track opportunities, activities, and outcomes diligently.
• Sales Process Management :
• Serve as the primary contact for sales inquiries and activities.
• Coordinate and manage large-scale proposals and RFP / RFIs.
• Oversee sales contracts, ensuring compliance with company policies (MSA, NDA, DPA, SOW).
• Maintain accurate and up-to-date sales records in CRM.
• Partner and collaborate effectively with cross-functional team members and SMEs (e.g. technologists, strategists, client success, project managers, etc.).

Account Expansion

Partnership Engagement

Qualifications

Key Skills Required

Core Sales Skills

Interpersonal & Communication Skills

Technical & Analytical Skills

Additional Skills & Attributes

Our Commitment to DEIB

We strive to champion diversity, equity, inclusion, and belonging through our Project NEXT committee. This team of passionate internal advocates and external experts allows us to build and leverage a diverse and inclusive workforce and workplace by committing to represent and reflect the experiences, perspectives, and viewpoints of our people, partners, and communities we serve. We are committed to providing knowledge and career opportunities to the next generation of digital marketers while championing diversity and equality in the workplace.

At the core of our success is our culture and dedication to maintaining a positive work environment, encouraging professional growth, and promoting the health and well-being of our employees. We do not discriminate against any employee or applicant because of race, creed, color, religion, gender, sexual orientation, gender identity / expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), or any other basis protected by law.

We welcome and encourage applications from people with disabilities under the Accessibility for Ontarians with Disabilities Act. Accommodations are available on request for candidates taking part in all aspects of the selection process.

As required by law, Shift Paradigm provides a reasonable range of compensation for roles that may be hired in California, Colorado, Hawaii, New York, New Jersey or Washington. The salary range for these residents is $85,000.00 to $110