Manager, Client Development - Expansion

**This is a hybrid position that requires 2 days per week in office at our Chicago location**

We are seeking a Manager, Client Development for our Expansion team. This person will be responsible for managing a team of 8-10 individual Account Executives. This role will directly report into the VP, Client Development, and they will be leading the growth strategy and revenue attainment within the MM/SMB market sectors of Syndigo's existing client base across the Americas region (~12,000 Accounts). Additionally, this role will oversee pipeline cultivation and cross-sell into Syndigo's PXM/PIM/MDM solution lines.

HOW WE'LL BE WINNING TOGETHER DAY TO DAY

• Build and maintain an excellent growth team that is focused on expanding the existing MM/SMB client base by successfully securing upsells/cross-sells into that area of the business.
• Ensure the team appropriately forecasts and executes against the qualified high velocity pipeline within the current client territory that exceeds 3X-4X of quarterly/annual targets.
• Foster internal & external partnerships that allow for enhanced field enablement, growth opportunities, and alignment within Syndigo's OKRs and new GTM strategies related to our evolving PXM/PIM/MDM programs.
• Drive and support active lead generation in partnership with BDR, Marketing, and Retail teams.
• Facilitate and engage in cross-collaboration with Account Management/CSM Teams to ensure proper account alignment, planning, and strategies are being deployed for the existing client base.
• Become the primary negotiation lead on contract terms, pricing, and other details to close growth deals.
• Deliver sales coaching, opportunity management alignment, and ultimately support critical pipeline opportunities through closed-won
• Leverage existing sales tech stack (Salesforce, Salesloft, LinkedIn Sales Navigator, MindTickle, etc.) and share best practices across the team
• Standardize the practices of the current team:
  • Prepare compelling sales presentations and proposals tailored to client needs to showcase the company's value proposition.
  • Enhance the team's approach around account planning and heatmapping of territories to align the client's investment appetite for all of Syndigo's offerings. Both in Brand Syndication and PIM/MDM scope of work.
  • Hold the team accountable for converting PXM Essentials upsells but also guide them to uncover leads across the PXM/PIM/MDM solution line for additional value, growth, and deeper partnerships.
  • Support Account Management/CSM teams in the overall CSAT of a client and drive additional value in upsells, references, and success stories.
• Support & Lead in the next-gen evolution of the existing Business Development team.
  • Driving the execution of Syndigo's new GTM approach for PIM/MDM. Mapping out future state and advising on BPIs, ROEs, and GTM deployments.
  • Conduct market research to identify potential changes, industry trends, and assess market opportunities as it pertain to Syndigo's GTM positions.
  • Enhancing Syndigo's MQL & SQL processes in partnership with marketing.
  • Ramp the existing BDR team around strategies and approaches for targeting the existing client base.

WE SHOULD TALK IF THIS SOUNDS LIKE YOU

• 10+ years of B2B sales experience; proven ability to manage a successful sales team at a manager level.
• 3+ years of leadership experience
• 2-3 years of experience in PIM/MDM in conjunction with data syndication to 3rd parties (i.e., Retailers, Data pools) is highly preferred
• Sales Methodology experience with MEDDPICC
• Demonstrated record of success at both large, complex organizations and in mid-sized environments.
• Strong relationship building and interpersonal skills with the ability to communicate effectively with executives and interface with all levels of management.
• A high degree of comfort with technology and familiarity with data management, syndication, and analytics are huge pluses.
• Proven track record of developing industry relationships with clients, peers, vendors, and business partners
• Excellent people leadership, organization, and time management skills
• Proficient in written and verbal communication skills at all levels; strong ability to build compelling sales presentations and proposals.