Salesforce B2B Commercial Lead (Remote) Advanced Technology Group

Description ATG believes in advancing inclusion, acceptance, and understanding amongst our team by employing individuals who bring unique perspectives and diversity of experiences to the company. We encourage all interested individuals, including people of all races and national origin, people of all ages, people of all religions, people with or without disabilities, and/or people with any gender identity and sexual orientation, to apply.Position Overview:The ATG Salesforce B2B Commercial Lead is a primary driver for growing our market penetration by developing, selling and closing quote-to-cash business process lifecycle (Monetization Ecosystem©) solutions specifically within B2B Commerce involving technology, system and process optimization, program/project management and enterprise-scale cloud-based opportunities. This role is accountable for executing the entire selling process lifecycle with responsibilities for leading sales and solution definition activities associated with the acquisition of new clients centered on the assigned market. This individual will be required to perform prospecting and leading associated business development activities to create revenue opportunities for ATG - this includes the creation of leads via prospecting/networking activities, qualification of potential opportunities for customer fit and budget, creation of solicited and unsolicited proposals and RFP responses with limited assistance, working with appropriate delivery staff to create complex solution proposals, and closing potential business opportunities. This role requires gaining client commitment for contracts and managing the client relationship through the initial project. Additionally, responsible for attaining the revenue and margin goals established by the Executive Management Team through selling to targeted companies from $200M to $2B in revenue. This role is a combination of developing relationships at the partner level as well as direct new business acquisition from new customers. To be considered for this role, the candidate must demonstrate excellent communication skills, hunter mentality, be results driven and have the demonstrated ability to achieve clear goals and objectives.Key Responsibilities:Collaboration: Must build and nurture key relationships with Partner Alliances, Executive Leaders, Professional Services groups, and other Partner contacts in line with the ATG/Cognizant account executive strategy. Establish relationships within B2B Commerce such as Professional Services, Sales, Engineering, Operations, Product and Marketing as well as key relationships at the Executive level.Collaborates with Alliances and Strategy on the creation and execution of ATG's Partner Strategy specific to B2B Commerce.Communication: Must demonstrate excellent communication skills with a hunter mentality, be results driven, and have the demonstrated ability to achieve clear but rapidly evolving goals.Knowledge: Know, own and coordinate business processes, including support of ATG sales teams through scoping/proposal, driving pricing strategy, and managing execution of MSA/SOW with Partners (in concert with internal actors as needed).Key Experience:Demonstrates success and experience in the following areas:Proven experience in personally developing client accounts and relationships and selling complex solutions in the IT Services, Systems Integration or Technology Strategy Consulting sectors within various industry verticals. Success with Enterprise Level solution-based sales with average deal size above $150k and experience prospecting and selling to companies with revenues of $200M to $2B.Experience in selling within the Quote to Cash Lifecycle space, specifically withing B2B Commerce.Working knowledge of the Salesforce B2B Commerce platform, working knowledge of other B2B commerce platforms is preferred. Capable of surfacing and clarifying prospect pain points, gaining insight into their organization and decision-making process through traditional and social media tools, and identifying the ATG custom solution which will solve their problems. Understands the formal and informal buying process in the customer's environment - decision makers, and influencers, and develop strategies for each to mitigate risk and move the sale to close as quickly as possible.Ability to work in a small and agile teams with a focus on "getting things done" with contagious passion and energy.Strong consultative selling skills, problem solving skills with proven abilities to identify client requirements and creatively demonstrate how ATG can address and solve client challenges and to define and write a compelling proposal for that solution.Consultative sales experience selling enterprise IT, web- and/or cloud-based custom solutions/services to C-level executives within middle-tier sized organizations are a must.Education:BA/BS degree or equivalent experience preferred.Location and Travel:Ability and willingness for up to 50% travel, primarily within the United States.Success in selling in the assigned market desired, as well as utilizing relationships across the US.This position location will be dependent on the candidate however virtual will be considered. 'Cognizant will not sponsor H-1B or other U.S. work authorization, or lawful permanent residence (otherwise known as a "Green Card") for this role'