Strategic Key Account Executive - Financial Services

Getty Images•New York, NY

1d•Hybrid

About The Position

The Sales team works to grow our customer base across all regions by understanding how visual content plays a part for our customers' businesses—and how our products and services can help them overcome challenges, elevate their message, and achieve their goals. As a key contributor to our Financial Services segment, you will play a vital role in driving new business revenue, expanding our market share, and establishing strong relationships with key decision makers within the industry. Based on your experience as a sales professional with success in selling at the enterprise level, represent the Getty Images value proposition with clarity and accuracy, executing a consistent cadence of discovery conversations and meetings, with activity tracked in Salesforce, to grow existing revenue streams within the customer account and surface new opportunities for our solutions to serve customer needs, leading to increased penetration and greater share of customer spend. Work collaboratively with peers internally to ensure consistency in account planning activities, customer service standards and achievement of revenue goals primarily through subscriptions and committed solutions. By identifying key influencers and decision makers within existing customers, client interaction is at the highest decision-making level to position Getty Images as the ultimate value provider of content across all products and services. Shown long term relationship development experience and maintenance is crucial.

Requirements

7+ years of sales representative experience.
Sells in a systematic, methodological way using a process driven approach.
Demonstrated experience using Salesforce or equivalent CRM system as an integral part of pipeline management.
Demonstrated experience with Salesforce Engage, ZoomInfo, LinkedIn Sales Navigator, or equivalent tools.
Effective communicator with interpersonal skills effectively engaging prospects and clients. Demonstrates clear and effective written and verbal communication including via web conferencing.
Well-developed time management and organization skills, to work efficiently, focus on top priorities for productive outcomes as aligned with expectations.
Commercially aware and data numerate. Uses customer purchase history, habits and insight to thoroughly assess demand relative to competition, before outlining any proposal or countering to client offers.
Competent in use of Excel, Looker and other reporting tools.
Exemplifies a hunter mindset to effectively build a network of prospective client contacts, building beyond a single or existing contacts.
Proactively communicates.
Persistent follow-up to close business.
Collaborates effectively with internal Getty Images subject matter experts (SMEs) and colleagues in other functions/departments.

Responsibilities

Build lasting, inclusive, collaborative, trusting professional relationships with existing and new contacts.
Acquire proficient understanding of core products/solutions and determine customer needs using diligent and effective discovery skills including interaction and business with industry competitors.
Expand and improve business relationships with customers by proposing solutions which meet customer needs determined during discovery.
Demonstrate consistent sales activity including daily habits contributing to progressing leads through sales stages including documented planning and implementing detailed next steps for each opportunity.
Develop book of business, looking beyond short-term targets to build a pipeline of sufficient size and viability to exceed budget.
Implement business strategy across the account base including cross-selling, upselling, discount management, successfully raising pricing or bringing new, fee-based products or features to market.
Plan, document and present selling plans minimum twice yearly, outlining specific targets, contact strategy, KPIs for success and points of adjustment.
Deliver engaging, concise and persuasive sales presentations communicating relatable and viable solutions, prompting sales results.
Consistently deliver required business reports and updates accurately and on time.
Meet required monthly Salesforce CRM KPIs.
Upload a forecast (Outlook) that is +/-10% of what is delivered in the month.