Vice President -Solutions

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iStock_000004877664XSmall - CopySummary Description

Senior level leader to develop client specific solutions, financial models and proposals on large, complex opportunities in the revenue-cycle/accounts receivable management and student loan servicing space.  This leader integrates the client needs with sales, finance and operations to increase win-rates, deal profitability and solution deliver-ability.

 

 

Principal Responsibilities

  • Develop and lead our solutions and go-to-market strategy to create and deliver competitively differentiated client solutions and proposals working with teams and key partners
  • Define the client specific solutions, presentations, client proposals and support the CAMs and sales teams in client pursuits
  • Lead our complex solution costing/pricing, solution development and support with operations, technology, finance and compliance
  • Oversee the RFP team and response quality, accuracy and competitiveness to increase win-rates
  • Oversee the client implementation plans for successful, timely onboarding
  • Oversee and track the client audit process, content and support for high quality successful audits
  • Provide feedback to management to improve the success of sales, solutions, pricing and go to market strategies and be recognized as an industry expert
  • Perform other duties as assigned by management.

Qualifications

  • Bachelor’s Degree, preferably a Master’s degree in business, engineering, operations, or IT
  • 10+ years of operations, solutioning and client services experience
  • Subject matter expert in accounts receivable solutions, operations and technology
  • Experience selling 1st Party, 3rd Party B2C/B2B Collections, ARM/BPO to Fortune 1000
  • Large scale ARM operations and client delivery experience with specific transformation results
  • Excellent interpersonal, written and oral communication skills.
  • Positive, high energy, leader with strong ability to get things done
  • Ability to travel and adapt to a flexible schedule

 

Total Compensation

Attractive base compensation and incentive plan, and a comprehensive health and welfare, and retirement program.

If you are interested or know someone who might be, please let me know

Larry Janis, e:janis@issg.net, p: 516-767-3030

Sales Leader, RPA-West Coast

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iStock_000005061098XSmallOur client is a provider of advanced Robotic Process Automation software that powers the intelligent process automation solutions offered by the most technology advanced BPO providers and Shared Service Organizations. Their mission is to provide a state-of-the-art platform for software robots and help their customers develop an agile robotic workforce.         

 

Summary

The Sales Lead is the executive responsible for finding and developing new business in the High Technology Sector, focused primarily on the US west coast. The Sales Lead owns the end-to-end sales process, including sourcing, managing the solution, structuring and closing new logo client sales; he/she is also excepted to develop and manage a team to support the expanding business.

Responsibilities

  • Overall executive responsibility for High-Tech sector sales
  • Formulating and executing the sector sales strategy
  • Qualifying leads and continually developing a new sales pipeline
  • Identifying and developing value propositions appropriate for the High-Tech sector
  • Communicating with and winning the trust of highly technical client executives
  • Planning for, facilitating and attending client meetings and presentations
  • Understanding the political and organizational structure of each client
  • Developing comprehensive opportunity plans that assist pursuit team members in understanding client value drivers
  • Managing all internal deal reviews and approvals

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Commercial Sales Executive

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iStock_000005932499XSmallOur client provides tools to businesses to improve their cash flow through a proven system that helps companies recover money owed to them. In business since 1970, they serve more than 60,000 businesses, including small businesses, banks, hospitals, retailers, universities, cities, and manufacturers – virtually any organization that accepts checks or extends credit. They have recovered three times more money than their competitors at a fraction of the cost.      

Summary

The Commercial Sales Executive is responsible for new logo acquisition in the commercial business segment; primarily utilities, financial services and communications, but extending to all verticals other than government, education or healthcare. Continue reading →

West Coast Leader

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iStock_000008266083Small[1]The Industrial Go-to-Market (GTM) Lead has responsibility for the growth and profitability of the Industrial client portfolio and associated P&L in the West.  The successful candidate will lead the Industrial Team and collaborate across our client to originate, architect, sell, and deliver programs and services to our clients.  The individual will develop durable client relationships, display deep sales and business acumen, build high performing teams, and establish herself/himself as highly industry relevant to our client’s Industrial clients.

Specific responsibilities include:

  • Growth: The primary focus of the new leader will be to broaden the relationships at the most senior levels within current and potential clients and to translate this into new business opportunities. It is critical that this individual understand the CEO’s agenda across the spectrum of enterprise operations, functional areas, and global influences. He or she will be seen as a credible business and commercially orientated partner who works across the breadth of the firm to win and deliver business with the existing clients as well as acquire new clients. Over time, he or she is expected to grow a substantial business, build sustainable, long term and profitable client relationships at the C-suite and Board levels, and reinforce our client’s position as a leading player in this market.
  • Set the strategy and build propositions: The new Leader will need to contribute to the evolution of key propositions that relate to business issues faced by our Industrial clients. The successful candidate will be expected to drive market development initiatives, new thought leadership and continue to build the reputation and brand in this area.
  • Client Account Leadership: The new leader will assume client account leadership responsibilities for a subset of high priority Industrial accounts. As the CAL, the individual will have ownership and accountability for the overall strategy and vision for the account, building enduring client relationships, growing presence and footprint, and leading efforts to bring the right talent to the account.
  • Delivery: The new leader will be expected to play a contributing role in the delivery of high priority and/or high visibility client projects.  Examples of contributing roles may include senior project oversight, Industrial subject matter advisor, steering committee member, etc.
  • Talent Development: The new leader will lead and build the Industrial Team in the West. The leader will be expected to develop talent on the team, inclusive of identifying key unmet talent needs, building diversity, and coaching team members to help them grow professionally.

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Digital Marketing Sales Executive

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Leadership with educationThe Digital Marketing Sales Executive owns the sales process and outcomes, leading a pursuit strategy through the origination and closing of specific sales opportunities in both established and new accounts. He/she develops relationships with key buyers and decision-makers at new and/or existing clients and acts as the point of contact for resolution and escalation of all key sales pursuit related items with the client and internally.

 

Key responsibilities include:

  • Relationship Development: establish and strengthen relationships with CMOs, business and technical buyers, and key project stakeholders. Network with Industry Leaders, as well as business partners, alliance partners, Industry Vendors, Competitors, and participates in key industry forums.
  • Client Demand Stimulation and Opportunity Generation: Identify specific sales opportunities within existing and prospective clients. Engage in activities focused at generating client awareness of the firm and/or demand for Digital Marketing, which may include developing/sending promotional materials, presenting in business forums, charitable activities, and business associations
  • Sales Process Leadership: Lead Sales Process for specific approved opportunities, complying with all internal sales stage entry/exit requirements. Construct and execute sales strategy and deal plan; including value proposition, win themes, tactics & action plan, relationship and communication plan and competitive analysis. Review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy.
  • Deal Closure: Lead team of professionals including technical, finance, legal, procurement, HR and proposal management through deal closure. Develop and maintain deal close plan, aligning proposition to client’s selection process, evaluation criteria and process.  Understand the client’s organization and processes and manage all negotiations and closing activities accordingly.

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