Senior Director, Middle Market Sales
Corporate Executive Board - Chicago, IL

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(NYSE: CEB) is the leading member-based advisory company. By combining the best practices of thousands of member companies with our advanced research methodologies and human capital analytics, we equip senior leaders and their teams with insight and actionable solutions to transform operations. This distinctive approach, pioneered by CEB, enables executives to harness peer perspectives and tap into breakthrough innovation without costly consulting or reinvention. The CEB member network includes more than 16,000 executives and the majority of top companies globally.


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The Senior Director in Middle Market will work in an exciting, fast-paced culture, surrounded by talented, motivated and intellectual colleagues who thrive on helping executives solve their most pressing business challenges. As part of CEB’s fastest growing division, the Senior Director will manage a team of Sales Executives.

The primary responsibility of your team is to engage with C-suite level executives (CFOs, General Counsel, CMOs, HR Heads, etc.) at mid-sized companies (Dunkin Brands, IMAX Corporation, Crocs, Qatar Airways, etc.) to generate new business revenue. Sales Executives are expected to build rapport with senior level executives, advise them on best practice business solutions and manage the sales cycle from start to close. A key part of the consultative sales process includes engaging executives on CEB’s unique business model and the value that our products bring to their firms. As their manager, you will working closely with each of your direct reports to successful execute on these activities. In addition, you will work for a company that offers ongoing cutting-edge sales and product training specially designed to improve sales skills and foster overall professional development and career growth.

Key Responsibilities:
Ensure achievement of program revenue goals through new business sales

Develop abilities of Sales Executives and through robust feedback and coaching, with a sharp emphasis on building commercial skills and on teaching program content curriculum.

Participate in commercial conversations and negotiations and provide real time coaching to Sales Executives

Master the research terrain for the membership, monitor industry trends as required

Partner with Product owners to drive product innovation, providing market voice and intellectual contribution

Plays key role in helping to facilitate career committee review discussions

Partner with fellow Account Management leads to jointly develop tactics for member engagement and service resolution where member concerns arise

Participate in Revenue Operating Committee


Basic Qualifications:
7+ years experience in specific field/position/industry

3+ years of B2B sales or product management experience

Bachelors Degree required

Preferred Qualifications:
Demonstrated experience in Executive level sales

Experience selling professional services

Excellent written and oral communication skills

Ability to manage, coach, and motivate staff

Demonstrated history of meeting personal and team monthly, quarterly, and annual financial goals

Ability to build relationships and work well across functions

MBA, JD, or other graduate degrees preferred

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CEB is an Equal Opportunity Employer.


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CEB, the leading member-based advisory company, equips more than 10,000 organizations around the globe with insights, tools, and actionable...