Inc42 - Enterprise Sales Manager (4-8 yrs)

Inc42 pioneers unparalleled expertise in everything related to the startup ecosystem. We partner with startups across growth stages to help them establish their brand and marketing outcomes on the back of organic penetration in the startup world.

Seeking a high-agency individual contributor for Inc42's B2B revenue vertical (Brand Solutions) with a passion for building a career in content solutions selling. Brand Solutions team works with various entities viz startups, enterprises, state & central government agencies, consultancies, and others for their brand and business objectives targeting Indian Tech & Startup Ecosystem.

Looking for mid-career professionals (4-6 years) with experience in business development functions/client success functions (B2B) of fast-growing startups, SaaS companies, media/publishers, agencies & consulting firms. People with a Digital Media/content background are preferred. Front-end experience of selling to startups and/or SMEs is mandatory. Content solutions experience is preferred with a consultative approach to the deal cycle.

Why This Role Is Unique

Impact: Drive ownership of content solutions selling to Enterprise Sales, helping them discover the strength of Inc42's platform and reach.

Inc42 Network: Engage with an elite network of early-stage founders within India's startup economy.

Develop Content Solutions Revenue: 360-degree focus on building a pipeline of Mid-Enterprise Sales, co-owning account management, and identifying new opportunities for integrated content solutions to growth-stage startups and mid-market enterprises.

About Inc42 Media

Inc42 is India's #1 startup media & intelligence platform that informs, educates and empowers startup & business leaders through its incisive reporting, insightful reports, curated events & communities, and industry-leading executive courses & programs.

Since launching in January 2015, and having risen to become the authoritative voice on India's startup economy, we've moved markets, gotten the early scoop on billions of dollars of transactions, and told you what's happening deep inside some of the fastest-growing startups & industries alike. Our stories have been followed by the Wall Street Journal, Bloomberg, Reuters, TechCrunch, and other major outlets hundreds of times.

We also track over 50,000+ startups and provide market research and intelligence through our in-depth research reports, and we organize some of the most sought-after conferences and events for startups & business leaders across India.

In 2020, we introduced Inc42 Plus, our exclusive membership program tailored for startup & business leaders, amassing over 10,000 members in record time. Apart from our sharp reporting & insightful research, through Inc42 BrandLabs, we partner with enterprises & brands to help them create branded content & experiences and reach our audience of decision-makers.

What You'll Do:

Sales Conversion:

- Develop Content Sales Pipeline: Primary responsibility will include cultivating a pipeline of prospects of early-stage startups through dedicated market research, competitor analysis, professional networking, and monitoring industry trends

- Target Ownership: Generate revenue by selling concepts & products developed in-house for startups and mid-market companies in India. Achieve targets on a monthly and quarterly basis. Focus on consultative and iterative approach rather than push selling.

- Consultative content Sales Closure: Build, qualify, and advance the pipeline of quality leads and identify the integrated solutions to pitch to prospect early-stage startups. Own the deal cycle and move clients toward closure within TATs. Own the receivables and closure of loops with clients

- Hunting: Identify the new set of clients as well as new product solutions and propositions to take to market and grow P&Ls from the same.

Account management and relationship building:

- Market Landscape: Convert a deep understanding of the marketing landscape into commercially viable sales opportunities

- Account Management and Delivery: Take ownership of the post-sales project deliverables creating a pool of loyal accounts for sustained revenue contribution and work with the internal teams (content, account management, marketing & others) to conceptualize and execute client deliverables

- Farming: Build relationships with client stakeholders and identify upsell and cross-sell opportunities. Build case studies and testimonials from clients to assist in marketing efforts

Sales Strategy:

- Network: Look out for new partnerships & revenue streams through constant research & networking

- Competitive Benchmark: Monitor competition and use market intelligence to develop strategies to maximize market share

- Pipeline Analysis: Evaluate current offerings and open feedback loops with Product/ delivery/ marketing teams on the back of data-based decisions to build a profitable P&L for this vertical

Who We Are Looking For:

- Experience: The ideal candidate will have experience with sales in the Internet advertising industry. Individuals with 4-8 years of B2B sales experience ideally in SaaS, media, agency landscape, wealth management, or consulting firms or involved in consultative selling experience. Content Selling experience is preferred,

- Pipeline Ownership: Have a proven track record of reaching and exceeding sales revenue goals via new business. Strong experience in data gathering, cleaning, and managing the visibility of pipelines with little to no supervision

- Ability to work comfortably with ambiguity and grow in a fast-growing startup environment.

- Bachelors or Masters Degree in Engineering, Business, Marketing or equivalent.

- Keen sense of timing, killer presentation skills, basic Excel, and the confidence to hold your ground and push back when necessary.

- Excellent organizational, interpersonal, as well as written and verbal communication.

- Strong attention to detail with a data-driven approach to providing solutions.

- Deep-rooted self-confidence and motivation are highly desirable for this position.

- Tools: Well-versed with at least one CRM tool and data-upkeep.