Merkle is a full-service, data-driven customer experience transformation agency, we partner with Top 500 companies in the Northern European region. Our Merkle NE cluster consists of four markets: Sweden, Norway, Denmark, and the Netherlands, and we operate as one unified, leading full-service digital agency to serve our Nordic markets.  Our 700+ digital enthusiasts are innovating the way brands are built by providing expertise in Digital Transformation strategy, MarTech platforms, Creativity, UX, CRM, Data, Commerce, and CMS. Merkle is a part of dentsu, a global network of over 66,000 passionate individuals in 146 countries.  

Being a Sales Lead at Merkle:

As a Sales Lead with 5+ years of experience, you are a key person for the growth and sustainable development of our new logo sales pipeline. Working closely with our marketing and wider sales teams, you will open the door to net new logo accounts in Sweden, contribute to our marketing efforts (events & campaigns) and proactively seek new services clients through your own outreach and network.

You will help Merkle sell more efficiently and effectively and understand the prospective client decision-making process and organisational map. Thanks to your proactive way of approaching people, you will have no inhibitions about making the first telephone contact and getting into a conversation and following up on qualified leads into Merkle or via BDR/Executive engagement. With a curious mind, it is also easy for you to understand customer needs and to align these to the services Merkle can deliver, using business outcomes & ROI insights as a primary conversation point.

Key Responsibilities:

• Primary objective: Net New Logo lead generation through Alliance partner source, network, own outreach and supporting Merkle related marketing/BDR efforts
• Meet annual individual sales quota 
• Develops accurate, high-quality leads into Merkle’s pre-sales team aligned to the company’s sales process.
• Ensure sales tools and documentation are up-to-date on live opportunities to enable accurate pipeline tracking
• Develops close working relationship with Merkle Growth team and marketing to develop outreach campaigns to target clients/industry verticals aligned to Merkle sales motions
• Develop deep relationships and understanding across our Merkle practice areas and Alliance partner ecosystem
• Develops deep understanding of Merkle GTMs and case studies to become a trusted partner to Alliance partner Account Executive teams and trusted advisor to prospective clients.
• Manage relationships with Alliance partner account executives to drive Merkle propositions, campaigns and sales opportunities
• Develops unqualified leads into qualified opportunities, adhering to standard opportunity management process leveraging sales tools
• Originates new client and cross/up-sell opportunities for proactive proposals and find new RFI and RFP opportunities for Merkle.
• Analyses prospective client business goals, objectives, needs, process and existing infrastructure to propose Merkle solutions proactively.
• Applies business outcome-based sales principles and demonstrates relevant and transferable company experience in developing sales, with a clear understanding of the next steps required to propose projects that are realistic in terms of timelines, budgets, and other critical factors

Key Activities:

• Manage the sales pipeline and forecasting accuracy
• Ownership of processing Alliance partner sourced or personally sourced RFI and RFPs related to assigned vertical straight into the sales process or into a qualification process deal, owning associated documentation and running of those activities in line with best practices
• Specific Go-To-Market Salesforce propositions.
• Identifying the right prospects based on industry vertical assigned, funding rounds, open tenders/RFPs and other triggers.
• Tracking the movement of decision-makers through organisations that are aligned to Merkle based solutions.
• Analysing and mapping our competitors’ customer landscape and understand our win-themes as Merkle.
• Sourcing new sales opportunities through inbound lead follow-up and outbound efforts on LinkedIn, email, call, etc
• Represent the face of Merkle through the first customer touch point
• Understanding customer needs and requirements to qualify leads
• Accumulate the latest trends and developments in Marketing technology and the digital marketing industry in general through an inquisitive and self-motivated approach
• Nurturing the engaged leads through engaging and curated content relevant to the prospects’ business needs and our offerings

What you’ll bring:

• Anticipated the appropriate candidate will have minimum 3-5 years business development/consultative sales experience in the digital/CX agency, CRM and/or commerce technology space.
• Background in marketing technology, professional services or digital agency (Experience of any of Salesforce, Adobe, Optimizely, Braze, CRM, commerce, marketing automation, CDP’s, or CX desirable)
• Knowledge of the inner workings of software alliance partnerships a big plus
• Experience in end-to-end sales lead qualification – MQL to SQL, Inbound/Outbound, marketing campaigns & Events
• Strong ability to do research in a commercial environment through tools such as LinkedIn Sales Navigator and ZoomInfo
• Able to take full ownership of a lead generation/qualification process
• History of success working within an individual and team environment
• Self-starter with the ability to think quickly and adapt to client needs
• Must have a history of quota attainment
• Viewed as a thought leader in sales and well connected/networked
• Exceptional communications and presentation skills
• Ability to lead through influence over authority
• Strong collaboration capabilities are critical to this role
• A team player with a strong, confident personality and a positive attitude with great dedication
• Highly motivated, well-organized and driven

What you’ll bring:

• Anticipated the appropriate candidate will have minimum 3-5 years business development/consultative sales experience in the digital/CX agency, CRM and/or commerce technology space.
• Background in marketing technology, professional services or digital agency (Experience of any of Salesforce, Adobe,  Braze, CRM, commerce, marketing automation, CDP’s, or CX desirable)
• Knowledge of the inner workings of software alliance partnerships a big plus
• Experience in end-to-end sales lead qualification – MQL to SQL, Inbound/Outbound, marketing campaigns & Events
• Strong ability to do research in a commercial environment through tools such as LinkedIn Sales Navigator and ZoomInfo
• Able to take full ownership of a lead generation/qualification process
• History of success working within an individual and team environment
• Self-starter with the ability to think quickly and adapt to client needs
• Must have a history of quota attainment
• Viewed as a thought leader in sales and well connected/networked
• Exceptional communications and presentation skills
• Ability to lead through influence over authority
• Strong collaboration capabilities are critical to this role
• A team player with a strong, confident personality and a positive attitude with great dedication
• Highly motivated, well-organized and driven

We offer, among other things:   

• Collective agreement   

• 5000 SEK in wellness allowance   

• 30 days of vacation   

• Flexibility and the best possible mix of two good things, working at our offices and working from home   

• Many career and development opportunities   

Application:   

Is your heart racing a little now? If you can see yourself in all this – both the job and being part of Merkle – we would love to hear from you.   The position is full-time with permanent employment and is located at our Stockholm office. There is no application deadline; finding the right candidate is more important to us than a fast process. The job ad will be removed after filling the position.