Solutions Sales Specialist (Risk & Compliance)

About Us

Diligent is the global leader in modern governance, providing SaaS solutions across governance, risk, compliance, audit and ESG. Empowering more than 1 million users and 700,000 board members and leaders with a holistic view of their organization’s GRC practices so they can make better decisions, faster. At Diligent, you are an agent of positive change. You are joining a team of passionate, smart, creative people who want to help build the software company of the future and make the world a more sustainable, equitable and better place.

Position Overview:

The Solutions Sales Director will be seen as a technical expert with a strong knowledge of Diligent's products. This position will play an instrumental role in driving revenue growth for Diligent for existing and new accounts and is responsible for understanding customer needs, tailoring solutions, and influencing the customers' decision to commit by addressing specific and complex challenges. This individual contributor position is responsible for inbound and outbound sales, initial prospect/customer meetings, pipeline management and accurate forecasting through to deal completion. As a trusted advisor, the Solutions Sales Director plays a highly collaborative role providing technical expertise during co-selling opportunities with the Accounts team. Providing coaching, technical expertise and development to Sales colleagues is a key element of this position to enable team members to develop a deeper understanding of Diligent’s products.

Key Responsibilities

• Demonstrates a strong level of technical knowledge in Diligent’s products and solutions.
• Uses sound judgment, technical expertise and analytical thinking to propose different solutions to address more complex customer issues.
• Adopts a ‘solutions’ selling approach, understanding customer needs, and developing solutions through the lens of the Diligent One Platform.
• Ensure high levels of prospect satisfaction through proactive outreach with relevant insights and regular follow-ups to drive new opportunities.
• Collaborate with the Sales team to create strategic account plans including proposals, presentations, and other sales materials that highlight the product solutions’ technical capabilities and advantages to address customer needs.
• Coach and support the development of the Sales team internally by enhancing their technical knowledge, understanding of business value and developing their professional skills through curated learning forums.
• Effectively utilize sales tools to prospect new leads, schedule initial meetings, increase win rates and generate bookings.
• Accurately maintain CRM records, forecast and report out on projected bookings, deals closed etc. on a regular basis.
• Utilizes external insights of the competitor landscape, including customers’ business strategy and the direction of the industry to inform the creation of strategic account plans.

Required Experience/Skills:

• Extensive track record of success in account management and achieving revenue targets within the technology or GRC industry.
• Proven ability to navigate complex sales cycles and manage large, complex deal negotiations with strategic clients.
• Ability to build and maintain relationships with diverse stakeholders at different levels of the organization.
• Continuous learning, including a desire to develop knowledge and expertise in internal products, external industry trends and the customer landscape.
• Strong communication, presentation and influencing skills.
• A high level of curiosity and empathy with the ability to understand a potential customer's context, issues and pain points through effective questioning and listening.
• Self-motivated, results-driven, and ability to work in a fast-paced and dynamic environment.

What Diligent Offers You

• Creativity is ingrained in our culture. We are innovative collaborators by nature.
• We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs.
• Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us.

Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, colour, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws.