SummaryThe Senior Mid-Sized Markets Accounts Consultant is focused on growing the business of SHRM through business relationships with current and potential partners (i.e., key business leaders and HR executives in mid-market companies. This role develops new prospects and leverages existing relationships to increase sales penetration of SHRM's products and services through mapping the organization's needs with offerings that aid HR executives in addressing workplace challenges.
Responsibilities- Delivers new business and sales growth through a portfolio of existing and prospect accounts with a focus on small/mid-size corporations.
- Builds/strengthen relationships with CHRO and HR executives to create synergies between the corporations and SHRM business, understanding each corporation's needs and identifying gaps, unmet or unknown needs to be addressed through our suite of programs and services.
- Utilizes the full suite of offerings (SHRM membership, education, training, products and certification programs, as well as our reach of the HR community through advertising, events, and speaking engagements) to develops winning proposals that meet the challenges of corporations and grow SHRM's US business.
- Collaborates with Marketing Audience Segment leaders to exchange information, initiatives, ideas or challenges to support product development and go to market strategies.
- Builds internal relationships to keep at the vanguard of SHRM's services and products, influence
developments and outcomes.
- Gains a thorough understanding of SHRM's organization and product/service offerings.
- Assures client satisfaction through effective account management practices and work to continually deepen and broaden SHRM's business relationship with key clients to create annuity revenue for SHRM's business.
Education & Experience RequirementsEducation- Bachelor's degree in Business Management or Communications preferred or relevant equivalent experience in lieu of degree.
Experience- Five (5) or more years of B2B sales, enterprise sales, HR tech, Saas, or HCM sales.
- Experience driving sales of HR-related programs or services (or equivalent products/services) at the executive level using consultative sales techniques.
- Successful past performance in business development (developing customer relationships, account strategies, developing a qualified pipeline, and capturing large scale deals).
Certifications - NAKnowledge, Skills & Abilities- Interprets internal or external issues and recommends solutions/best practices
- Solves complex problems; takes a broad perspective to identify solutions.
- Exemplary communication skills, both written and oral.
- Strong executive presence, with the ability to connect quickly on significant business topics.
- Strong Client Relationship Management and Account Management skills.
- Ability to gain a thorough understanding of SHRM products and services to collaborate closely with internal stakeholders who have delivery responsibility for SHRM offerings and to bundle these offerings in creative ways to meet client requirements.
- Demonstrates agility and flexibility responding to issues and developing solutions.
- Strong sense of accountability for achieving results.
- Ability to negotiate large-scale deals.
- Ability to understand and communicate concepts quickly and accurately.
- Accomplished skills in developing proposals and client presentations.
- Strong attention to detail.
- Ability to effectively leverage artificial intelligence (AI) tools and technologies to streamline workflows, enhance productivity, and improve overall work quality.
Physical RequirementsThis position operates in a typical office environment (which includes a home office setting) and requires the ability to perform essential job functions with or without reasonable accommodation. Physical requirements may include:
- Prolonged periods of sitting at a desk and working on a computer.
- Frequent use of hands and fingers for typing, handling documents, and using office equipment.
- Occasional standing, walking, bending, and reaching.
- Ability to lift and carry up to 30 pounds as needed.
- Clear verbal and written communication skills for effective interaction with colleagues and stakeholders.
Work EnvironmentFully Remote:Employees must be available during standard business hours, with core hours beginning between 8:00-9:00 a.m. and concluding between 5:00-6:00 p.m.
Travel: Moderate 20 - 30%
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The total cash compensation hiring range for this position is $153,000 to $168,000 per year, with a base hiring range of $85,000-$100,000 and a target variable compensation of $68,000. This range is an estimate, and the actual salary may vary based on the candidate's experience, skills, and qualifications. SHRM offers a competitive and comprehensive total rewards package. The benefits for this position include professional growth and development, health, dental, vision, well-being, health savings, flexible spending, retirement, open leave, and annual discretionary bonus and incentives.
