| Job Description:
Title: Sales Executive, Emerging Markets
Location: Los Angeles, CA
Opportunity Summary:
The Emerging Markets Sales Executive has primary responsibility for driving revenue in new accounts for the company. These accounts will be in targeted Emerging Market companies, defined as companies with less than 2500 employees. The Emerging Markets Sales Executive will be an evangelist for the organization, will build a solid pipeline of prospects and customers, and will work closely with the team to insure successful sales and implementation of the LRN product. This individual will be creating a compelling LRN vision/mission that inspires action and then links that vision to the LRN value proposition/program offerings. S/he will act as an ambassador for LRN. Our successful Emerging Markets Sales Executive will be a trusted advisor, an undying customer advocate, and the consummate sales professional.
The primary means of driving revenue for the Emerging Markets Sales Executive is via the telephone. This individual must be adept at initiating conversations and building rapport, calling prospective customers to identify and qualify opportunities, positioning LRN's value proposition and then linking products and solutions to key critical business issues. The ideal candidate will have a professional demeanor, superior communication skills, the ability to articulate an intangible offering, superior customer service skills, the desire to work in a fast-paced team environment, and the ability to track sales activity by leveraging a CRM solution.
Essential Job Functions:
The Emerging Markets Sales Executive would have the following key responsibilities, all of which would be conducted in conjunction with LRN Sales team:
· Generate revenue growth and ensure a high degree of customer satisfaction with LRN's products and services
· Develop relationships; engaging effectively; and creating and delivering presentations, primarily via the telephone, to CXO audiences at targeted emerging market companies
· Assist in the definition and execution of a marketing campaign, lead generation, and sales plan to acquire new customers in defined territory
· Function effectively at both the strategic and detail levels in support of the development and maintenance of major client relationships. Maintaining domain expertise in relevant business, legal and ethical areas
· Working with prospects to set mutually acceptable timelines and milestones for closing business
· Perform disciplined discovery and needs analyses with prospects. Delivering value during all phases of the sales cycle
· Differentiate and position value proposition vs. competition
· Collaborating and enlisting team including marketing and solution delivery executives
· Deliver customized sales presentations with the use of Web-meeting technology
· Some industry focus toward selling to Healthcare/Pharmaceutical
Qualifications and Experience:
The Emerging Markets Sales Executive will ideally have a strong blend of the following qualifications and attributes:
· Minimum of 5 years of consistent successful solution sales experience with enterprise technology solutions companies or consulting firms
· Experience selling a comprehensive solution at the CXO level
· The ability to articulate a visionary message with senior executives in a phone-based environment
· Demonstrated experience selling into new markets, with record in acquiring new customers
· Significant conceptual sales experience, selling an intangible
· Demonstrated consultative approach to selling
· The ability to manage a complex multi-point sales cycle
· Strong prospecting skills
· Demonstrable ability in phone-based sales skills
· Exceptional relationship development and management abilities
· Unconditional commitment to customer service
· Extremely effective written, oral, and presentation communication skills
· Demonstrated high degree of ethics and integrity
Company Information:
Founded in 1994, LRN is the premier provider of legal, compliance and ethical awareness and education solutions for Fortune 1000 companies including, Dow Chemical, DuPont, Johnson & Johnson, Pfizer, Computer Associates & Viacom. LRN is a profitable, privately held company headquartered in Los Angeles, California. (www.lrn.com)
Statement of Policy and Program of Affirmative Action - Equal Employment Program:
LRN insures the promotion of equal opportunity for all persons employed or seeking employment, without regard to race, color, creed, national origin, sex, age or handicap. 
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