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10/06 Priyal Bhandia
Associate, People and Culture at GIST Impact

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GIST Impact - Associate/Senior Associate/Lead - Corporate Sales (6-8 yrs)

Anywhere in India/Multiple Locations Job Code: 329566

Role Description :

As the Corporate Sales Lead at GIST Impact, you will be working at the intersection of client consultative engagement and product development & enhancement. Your role is vital in translating complex and wide range of data and solutions into compelling narratives that resonate with our client base. Collaborating closely with our prominent product and channel partners, you will actively contribute to refining our product proposition and go-to-market approaches.

This role will report to SVP Corporate, with dotted line reporting to SVP Commercial Development. This individual will collaborate closely with our Corporate Partnerships Lead, Marketing lead, as well as our Corporate Product Manager.

Objectives of the Role :

- Develop effective go-to-market sales strategies; continuous enhancement through tracking KPIs and adjusting GTM efforts.

- Engage clients in a consultative sales capacity to understand their needs and communicate the GIST Impact proposition.

- Build effective key client account plans and management mechanisms in collaboration with partnerships and client service team mates.

- Communicate emerging client unmet needs and product feedback to product teams

- Drive collaboration with clients and GIST Impact delivery and product team mates

- Nurture GIST Impact talent to grow sales and client engagement

Responsibilities :

1. Design GTM sales strategy and success metrics

2. Continuously manage client opportunity prioritisation

3. Develop and iterate sales materials for each prospective client, and for general client engagement.

4. Drive end-to-end prospective client engagement, including :

- Responding to inbound leads

- Reaching out proactively to potential prospects

- Presenting GIST Impact products and services

- Managing and scheduling all prospective client interactions

- Handing-over new clients effectively to delivery and product teams

5. Drive end-to-end key client account management, including :

- Joining client calls and identifying new growth opportunities.

- Driving account growth (build client trust, prepare sales materials, co-design solutions around client needs)

- Collaborate with delivery and commercial operations to ensure seamless on-boarding of new solutions to client account.

- Collaborate with product teams to ensure insights and client needs incorporated into product roadmap and delivery.

6. Collaborate with partnerships team to drive 1+1=3 client and GIST Impact financial outcomes

7. Communicate and update delivery and product teams in a regular and structured way on client insights and unmet needs.

8. Keep an eye on the horizon : Continuously monitor and analyze industry trends and competitors to inform marketing strategies.

9. Work cross-functionally to ensure delivery : Manage multiple product and project timelines across marketing, product and sales (e.g., biodiversity product launch campaign) ensuring all objectives are met within the set timeframes.

Required Skills :

1. Commercial experience engaging corporates in a sales and/or consultative sales role

2. Management consulting experience and/or MBA for fast-paced, outcome-centric client delivery.

3. Digital & data sector experience within a management consulting or technology company

4. Communication : Exceptional written and verbal communication skills, and an ability to synthesize complexity into simplicity.

5. Team player : Exception interpersonal and intercultural skills, ability to work cross-functionally and get buy-in across a busy organisation.

6. Mindset : Ability to work proactively, independently and effectively in a fast-paced, start-up environment, 'roll-up-your-sleeves' attitude.

7. Creative : Ability to conceptualise and execute on compelling product marketing efforts

8. Quick study : Not afraid to get stuck into and get familiar with the detail of a product, including complex ESG requirements (e.g. regulatory)

9. Data literate : Proficient in data analysis and able to derive actionable insights from data

10. Organized : Strong project management skills with the ability to manage multiple projects simultaneously

11. Strategic thinking : To define GTM sales and account strategy and proritise sales resources effectively

Desired Prior Experience :

1. 6 - 8 years of experience working in consulting/technology/sales, ideally having previously worn (and comfortable with wearing) multiple hats

2. Experience working with sustainability-related products (especially those with a technical bent)

3. Experience working with data & SaaS solutions (especially B2B)

4. Ability to create compelling presentations (e.g. PPT, Figma) - data visualization tools (e.g. PowerBI, Tableau) a plus.

5. Track record of successfully working with clients and partners, especially as key relationship lead.

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