Sales, VP

State Street•Burlington, MA

10d

About The Position

Charles River for Private Markets (CRPM), formerly Mercatus, is seeking a passionate Sales Executive to source and close new opportunities in the North America region. There are five key areas of focus to this role: Evaluate and prepare business plans for each assigned account, which involves evaluating the customer profile, creating value messaging, targeting key steps needed to execute, etc. Build top of funnel and pipeline through events, networking, cold outreach, etc. Move opportunities through the pipeline to close which includes managing the process end to end and pulling in the necessary resources to support along the way. Drive timely and accurate sales forecasting through effective and consistent use of CRPM customer relationship and insight collection tools. Help define / evolve and evaluate the target list of accounts. This job is assigned a set of target accounts, a sales quota and performance is measured by meeting or exceeding annual targets. This position reports to the Global Head of Sales and will work closely with our Charles River and State Street team members. Charles River for Private Markets, A State Street Company CRPM is a fast-growing SaaS private markets data management platform that was acquired by State Street in September 2021. CRPM and State Street are now offering the market a public to private and front to back offering. CRPM is migrating the multi-trillion-dollar private market into the cloud just like has been done for other industries in the global economy. As the leading platform for managing the complexity of today's private market investment data, we offer a single solution for fund managers’ data, from deal to divestment, asset to fund, and equity to debt. CRPM is headquartered in Boston with team members across the globe including London, Singapore, and India. We are building a global team of inspired, smart, and driven individuals from all backgrounds. With many opportunities for growth and leadership, we strive to help each employee carve out the path that is right for them. Our team is a smart, hardworking group of people who enjoy working together and come from diverse backgrounds and different walks of life which gives us a true melting pot of shared ideas and experiences. What you will be responsible for As Sales Executive you will Target Private Market investors: GPs, LPs, Asset managers, and Asset owners. Identify prospects and evaluate their position in the industry; research and analyze customers that can act quickly and decisively. Identify and maintain key executive decision makers, convert them to sponsors and coach through the buying cycle. Obtain deep understanding of prospective customer’s business teaching them something new and provocative about how to grow and compete. Develop and maintain a pipeline of qualified prospects. Navigate through complex negotiations, determine pricing and contractual agreements to close the sale. Continually network to strengthen relationships with new potential partners. Ensure that information relating to sales activities, and business issues are available to senior management in a timely fashion for input/guidance. Curiosity and willingness to learn, understand, and solution client business problems. Sell complex service engagements and creatively seek alternative solutions where necessary. Drive business results and move the team from vendor to trusted advisor. Outside sales position, physically at customer location when needed for business development, prospecting, contract negotiations, etc. Partner with channel partners to understand their business, creatively adopt programs to drive new revenue, and expand business partner relationships

Requirements

Proven track record of consistent quota attainment ideally with SaaS.
Strong team, selling and leadership skills.
Experience with direct and indirect selling channels.
Highly driven, determined & business oriented.
Highly polished executive presence and sophistication to gain credibility with the firm's most senior professionals and provide leadership, guidance, and direction to a team.
Demonstrated ability to deliver on assigned responsibilities through commitment to quality and attention to detail.
Bachelor’s degree
6+ years of enterprise sales experience, preferably within the private markets sector and/or technology sector.
Ability to travel as required for customer engagements (~30%) including internationally

Responsibilities

Target Private Market investors: GPs, LPs, Asset managers, and Asset owners.
Identify prospects and evaluate their position in the industry; research and analyze customers that can act quickly and decisively.
Identify and maintain key executive decision makers, convert them to sponsors and coach through the buying cycle.
Obtain deep understanding of prospective customer’s business teaching them something new and provocative about how to grow and compete.
Develop and maintain a pipeline of qualified prospects.
Navigate through complex negotiations, determine pricing and contractual agreements to close the sale.
Continually network to strengthen relationships with new potential partners.
Ensure that information relating to sales activities, and business issues are available to senior management in a timely fashion for input/guidance.
Curiosity and willingness to learn, understand, and solution client business problems.
Sell complex service engagements and creatively seek alternative solutions where necessary.
Drive business results and move the team from vendor to trusted advisor.
Outside sales position, physically at customer location when needed for business development, prospecting, contract negotiations, etc.
Partner with channel partners to understand their business, creatively adopt programs to drive new revenue, and expand business partner relationships