PwC Enterprise Sales Representative in New York, New York
A career in our New Business Ventures practice, will provide you with the opportunity to invest in new business models that leverage our knowledge and build solutions for the growing digital market. New Business Ventures identifies, develops, and commercialises technology-enabled solutions that deliver PwC value, knowledge, and experience to our clients. Each new solution focuses on data-driven platforms or other intellectual property based solutions that leverage emerging technologies and new business models. Through the process of building new solutions, we foster a culture of innovation within PwC, extend brand relevance in the market, and generate new revenue.
As a Director, you’ll work as part of a team of problem solvers with extensive consulting and industry experience, helping our clients solve their complex business issues from strategy to execution. Specific responsibilities include but are not limited to:
Proactively lead the practise by setting strategy, drive the development of new business in the market, and provide technical advice across disciplines
Building strong networks within the firm to spot and capitalise on opportunities to get involved in projects that others are leading across a number of different business units and sectors
Identifying and discussing key issues with our clients to identify potential opportunities
Responsibility for a majority of day to day client communications
Responsibility to shape and deliver various projects that exceed the expectations of our clients and our own assignment quality criteria
Manage and deliver large projects by developing the project team, assessing engagement risks throughout, driving conclusions, and reviewing / challenging the output produced by the team
Responsibility for management of engagement financials
Helping to grow and develop our team through hands on training and coaching
As part of the Terrain Resilience offering team, you will be responsible for driving revenue for our products, developing sales strategies and executing campaigns to source new sales opportunities and close sales, managing and negotiating with prospects to achieve quota.
Job Requirements and Preferences :
Basic Qualifications :
Minimum Degree Required :
High School Diploma
Minimum Years of Experience :
10 year(s) with at least 5 years in complex, enterprise-scale solution sales processes for SaaS solutions and/or IT/operations management/business continuity solutions
Preferred Qualifications :
Degree Preferred :
Preferred Fields of Study :
Preferred Knowledge/Skills :
Demonstrates thought leader-level abilities with, and/or a proven record of success in customer-facing, deal-closing roles, emphasizing the following areas:
Own the sales motion, as a self-motivated, self-starter driving customer acquisition and revenue to exceed targets, developing account plans for each opportunity, and executing the plan to success leveraging the team and resources at your disposal;
Deliver assigned revenue quota leveraging professional selling techniques to drive deal volume for product with estimated $250K to $1.5M+ deal size;
Establish rapport and credibility with prospects/customers to address/personalize their needs while positioning PwC products to create demand and delivering quota in resilience marketplace that can include business continuity, disaster recovery, cyber, IT and infrastructure management;
Engage prospective customers - generating 10-15 direct customer meetings monthly - positioning our unique value proposition to drive the full-cycle sales processes from sourcing an opportunity to closure/contract;
Integrate with the broader PwC service/market teams to align our solution sale with the broader PwC account relationship and sales opportunities;
Build and manage a pipeline from target through interact to propose and close;
Forecast sales, leveraging agile sales and outbound prospecting strategies to assure sufficient pipeline to meet personal and team sales targets;
Report weekly/monthly/quarterly sales progress utilizing Salesforce.com;
Develop deep understanding of our product capabilities and value proposition, assisting in sales presentations and demonstrations as required to close;
Monitor competitors and market conditions, providing feedback to the broader team while formulating effective differentiation strategies for our products;
Drive sales activity and volume to assure revenue goals are met, leveraging solid business acumen, value-based selling techniques, exemplary communication abilities and proven leadership skills;
Cultivate new leads within assigned sales territory, visit prospects/customers on a regular basis;
Deliver world-class sales presentations (formal and informal), targeting senior-level economic buyer decision makers, incorporating product demonstrations as appropriate;
Translate business needs into product features, articulating business benefits of product features and technologies, licensing and customer success;
Position product value financially and operationally, positioning/personalizing value to prospects on an individual, company and extended client basis;
Identify objections and build strategies to overcome concerns;
Close meetings with actionable and time-bound mutual commitments and next steps;
Drive business relationships, with proven strategies and ability to negotiate pricing, terms and Agreements to close;
Maintain urgency, with the agility/flexibility to maintain a positive and motivating workstyle environment; with a growth-oriented, learning, entrepreneurial mindset;
Manage multiple opportunities, acting as the “deal quarterback” coordinating internal resources and stakeholders, at various sales stages, using strong and consistent follow-up skills to drive opportunities forward (or qualify out);
Use solid verbal and written communication skills to actively listen, understand, question and translate information into a value proposition; and,
Utilize tools such as Salesforce, MS Office suite including Word, PowerPoint, Excel and Google suite including Docs, Slides, and Sheets.
All qualified applicants will receive consideration for employment at PwC without regard to race; creed; color; religion; national origin; sex; age; disability; sexual orientation; gender identity or expression; genetic predisposition or carrier status; veteran, marital, or citizenship status; or any other status protected by law. PwC is proud to be an affirmative action and equal opportunity employer.
For positions based in San Francisco, consideration of qualified candidates with arrest and conviction records will be in a manner consistent with the San Francisco Fair Chance Ordinance.
All qualified applicants will receive consideration for employment at PwC without regard to race; creed; color; religion; national origin; sex; age; disability; sexual orientation; gender identity or expression; genetic predisposition or carrier status; veteran, marital, or citizenship status; or any other status protected by law.