Sales Head, North America

Role Description:

• Lead the ‘Client Partnership’ (business development / sales) function for Cognition Solutions (CG) in the North America region
• Build a robust growth strategy for the business in the region, along with the MD (commercials) / CG Business Head, with clear goals for the next 1-5 year horizon. Also, create a structured execution plan to achieve those goals, with timelines-based milestones, clear accountability, effort/investment required, interim check-ins, plan B, etc.
• Execute the growth plan – with support from the broader North America client partnership team – and achieve set goals (sales targets), year on year. This role will be accountable for achieving the sales targets set at the beginning of each year – for the NA region as well as the individual sales target
• Establish contact and business relationships with prospects
• Consultative selling – Engage with client / prospects to understand their needs and develop business opportunity for CG offerings and membership programs
• Subscription selling – Generate revenue through sales of subscriptions (Cognition’s web-enabled platform-based products)
• Deal Making and Negotiation with clients to maximize revenue on every deal
• Maintain existing relationships at CXO level, SVP, VP level to develop and grow profitable revenue streams
• Gather and analyze feedback from key client stakeholders – and provide inputs based on that to streamline the strategic road-map for Cognition as a business
• Forecast, plan and report key metrics periodically
• Mentor the other members in the ‘Client Partnership’ team aligned to you

Experience:

• 10+ years of ‘business development’ or ‘sales’ experience, in management consulting or research industry
• Experience of selling platform-based (web-portal) market intelligence products to B2B organizations a plus
• Proven experience of achieving targets of (a minimum of) $ 4-5 million, year-on-year – and closing $500k+ deals
• Rich experience of working with (and a strong network among) CXO / Partner / Director level stakeholders at B2B organizations in the US/Canada a must