Enterprise Sales Lead - Existing Accounts

Merkle Inc Chicago , IL 60602

Posted 7 days ago

Company Description

Merkle is a leading data-driven, technology-enabled, global performance marketing agency that specializes in the delivery of unique, personalized customer experiences across platforms and devices. For more than 30 years, Fortune 1000 companies and leading nonprofit organizations have partnered with Merkle to maximize the value of their customer portfolios. The agency's heritage in data, technology, and analytics forms the foundation for its unmatched skills in understanding consumer insights that drive people-based marketing strategies. Its combined strengths in performance media, customer experience, customer relationship management, loyalty, and enterprise marketing technology drive improved marketing results and competitive advantage. With 5,500 employees, Merkle is headquartered in Columbia, Maryland, with 24 additional offices in the US and 25 offices in Europe and APAC. In 2016, the agency joined the Dentsu Aegis Network.

Job Description

The Enterprise Sales Lead is responsible for significant growth within Merkle's existing accounts. ESL is responsible for leading efforts to generate activity and close sales leads working closely with the Merkle Client team. This individual will be a highly motivated, quick learner, self-starter able to lead sales efforts that are not only focused on the capabilities in which they serve but also able to cross sell within and between capabilities within the company. A dynamic personality with a drive to reach decision makers is essential.

Key Responsibilities

  • Drive business growth for Merkle with existing accounts in several ways:
  1. Responding to and owning sales pursuit efforts for RFPs
  2. Working with the Vertical Leaders to partner in closing existing sales opportunities
  3. The qualification, upsell and cross-sell within and across our core capabilities
  4. Leading renewal efforts if/when the opportunity needs extra sales expertise

  • Meet sales quota goals

  • Successfully supporting the sales cycle and Client Partners and Consultants architecting Merkle's solutions during the sales phase of a deal

  • Architecting and setting up complex projects usually involving multiple Merkle solutions

  • Analyzes customer business goals, objectives, needs, process and existing infrastructure

  • Applies business outcome-based sales principles and demonstrates relevant and transferable company experience in developing sales strategy, opportunity briefs and sales plans to drive client solutions and strategies

  • Ensure availability of suitable collaterals for the offerings

  • Work closely with the verticals and operating groups to define and extend the core offerings

  • Understands the client decision making process and organizational map

  • Meet and build relationships with CMOs and other client executives through their efforts to originate new opportunities existing accounts support new and existing accounts to position our capabilities

  • Develops and maintains an accurate, high quality pipeline that is aligned to our company's sales process


  • Bachelor's degree from an accredited college/university; Masters degree a plus

  • 10 years consultative sales experience

  • Experience with Closing large, complex sales deals (origination experience a plus)

  • Knowledge and understanding of the database marketing and agency marketplace

  • Knowledge and an understanding of the marketing cloud and ad-tech marketplace

  • Experience architecting complex solutions for large corporations

  • Ability to propose solid solutions to meet customer requirements

  • Must have solid knowledge in Marketing Technology, Data & Analytics and Digital Agency

  • Must have deep technical experience in integration of multiple solutions and the ability to determine scope, duration, resources required prior to beginning a project

  • Experience in Financial Services, Insurance, Travel, Media, Entertainment, Non-Profit, High Tech or Retail will be an added advantage

  • Strong ability and desire to prospect

  • History of success working within an individual and team environment

  • Must have a history of quota attainment

  • Deep general business knowledge and acumen

  • Innovative and creative

  • 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

Location: Remote. Columbia, MD. Chicago, IL. Denver, CO. King of Prussia, PA. Minneapolis, MN. Montvale, NJ. New York, NY. Pittsburgh, PA.

Additional Information

At Merkle, we believe that a diverse environment improves us as a community and as a business. We want to foster an environment of growth, where all ideas and contributions are encouraged. We need this culture of courage to continue to thrive in our fast-paced industry. We embrace differences of opinion. We value diversity of experience and thought, which help us to challenge and define industry-leading solutions, and support our goal of being a great place to work.

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Enterprise Sales Lead - Existing Accounts

Merkle Inc