Position Overview
The primary objective of the Sales Representative is to meet, and or beat, aggressive individual territory revenue goals. The successful Sales Representative will achieve this goal by developing a strong, effective territory management plan and executing against the plan.

Duties and Responsibilities

1. Identify and pursue qualified prospects within the target territory, or market
   1. Find prospects through referrals, cold calling and other methods
   2. Schedule qualified appointments and make sales presentations, including introductions of Aite Group research and consulting services
   3. Effective use of phone and e-mail to uncover leads and generate interest
2. Develop a territory management plan to include the following items and review your performance against the objectives on a daily, weekly and monthly basis to ensure targets are being met
1. Sales performance and commission goals
2. Primary prospects, secondary prospects and potential lead generators
3. Activity objectives including time management
4. Personal development plans
3. Identify areas for personal improvement and seek opportunities for further refining and developing sales effectiveness
4. Provide feedback to other areas within Aite Group about market trends and product development ideas using market knowledge and intelligence gained during the sales process
5. Complete all required paperwork accurately and on time
1. Pipeline updates
2. Call reports
3. Order processing paperwork
6. Be actively involved in negotiation of contracts with prospects and Aite Group management. Be the “driver” for deciding which business issues can be negotiated and which issues demand legal oversight
7. Make clear, effective sales presentations to clients and at industry events such as conferences where applicable
1. Be an excellent public speaker
2. Identify opportunities for presenting Aite Group products
8. Have a clear understanding of, and be able to communicate to clients the features and benefits of using Aite Group products and services
1. Understand the product features and benefits
2. Understand Aite Group competitors and be able to position Aite Group products and services to win business in competitive situations
3. Understand the application of the products to the needs and underlying business impacts of the prospects
4. Find opportunities to sell and cross sell add-on business or other available services
9. Be in touch with existing client base to find opportunities for add-on sales and/or referral opportunities
1. Be responsive to inquiries from existing clients
2. Be proactive with existing clients

Qualifications:

• 2-5 years of sales experience selling consulting and/or research services preferably to the financial services industry
• Consistent above quota achievement, year-on-year
• Sales background should include selling to multiple, senior level decision-makers including both technology and business prospects within the prospect firm
• Comfortable and familiar with consultative, needs-based selling
• Entrepreneurial experience, style and preferences;
• Past, proven experiences being highly flexible, "self starter"
• College degree preferred

The position is based in Boston, MA.

Aite Group is an equal opportunity employer.