SAI360 – Who We Are
SAI360 is the leading provider of GRC software. The SAI360 team believes in providing a positive, progressive workplace for our global employees. We embody the same principles and values we emphasize in our SAI360 platform to enable our customers to support their own company culture: that mutual understanding is the path to compliance and integrity. As a team, we operate with valor, vigor, focus, and discipline.
Job Scope and Accountabilities:
At SAI360, a Business Development Manager (BDM) within the GRC software group has the primary responsibility of driving sales of our GRC solution to mid-market organizations. Our GRC platform includes offerings related to automation, functional compliance workflow applications, operational risk functions, employee risk/compliance, and business continuity.
The BDM will be responsible for identifying target accounts in their assigned territory, along with executing effective sales campaigns that result in closed business for the company. Successful candidates will have a “Hunter” mentality with the ability to work in a fast paced environment, manage several simultaneous sales campaigns, and transition closed accounts to colleagues in professional services and support. Immediate documentation of deal-related activities, typically in SalesForce, is expected and accurate reporting of deal status is a critical, and measured, component of the job. Key Responsibilities:
Meet annual sales goals for GRC solutions and services, with a core focus on selling our GRC platform to mid-market accounts.
Qualify target accounts using “Consultative Selling” methodologies and primarily hunt into prospected accounts to sign new logos.
Execute a consultative sales process from opportunity identification, through negotiation of license agreement, in order to meet quarterly and annual sales goals.
Manage all aspects of a research based, strategic sales process to identify new opportunities based upon understanding client needs.
Manage and coordinate the smooth transition from pre-sales to post-sales activities.
Efficiently move targeted accounts from qualification through evaluation, technical review, and proposal, following through with successful negotiation to closure.
Deliver effective executive presentations to demonstrate compelling business use case and strategic partnership, based upon SAI360 differentiation and unique value.
Maintain accurate account and opportunity information in Salesforce.com, including timely updates to opportunity pipeline and monthly forecasts.
Support delivery of timely response to requests for information (RFI) and proposal (RFP) for well-qualified opportunities.
Work collaboratively with other internal departments, particularly pre-sales, product management, services, and customer support, to enable effective client implementation and ongoing support and satisfaction.
Utilize Microsoft Office 365 tools to communicate and strategize with other SAI360 sales and service team members on cross selling opportunities within assigned territory.
Remain engaged with customers through implementation process and maintain a leadership role in ongoing client relationship management.
Represent SAI360 as a thought leader in the risk management software / solutions markets, while providing critical market perspective, trends insight, and feedback to SAI leadership.
Represent SAI360 at industry groups and conferences, while gathering market and competitive intelligence to report back to leadership and stay abreast of new industry developments.
Actively engage in industry networking events to establish credibility and develop referrals for new opportunities.
Work effectively in a home office environment, while being comfortable traveling (~10-~50%) to meet onsite with clients, in addition to attending occasional, ad-hoc meetings onsite in our US-based offices (< 5%). Qualifications and Experience Required:
5-10+ years of proven success as a software/services sales professional with an aptitude for hunting new business in the GRC industry.
Degree from an accredited four year college or university – strongly preferred, but not strictly required.
Proven experience selling multi-year, subscription-based SaaS products ($50K-200k+ deals), on a 3-6 month cycle.
Ability to present and demonstrate the benefits of purchasing SAI360 and affiliated services
Ability to present and demonstrate the benefits of using SAI360 GRC software and affiliated services to potential clients, becoming well-versed in our core solution offerings.
Ability to develop interest in SAI360 within assigned territory.
Strong business acumen and confidence/comfort meeting with senior executives.
Adept ability to create strong customer relationships and leverage them for cross-sell opportunities, with expert sales process management skills.
Knowledge, or general understanding, of Governance, Risk, and Compliance (GRC) challenges and solutions within Corporate Markets – big bonus!
Basic technical ability with Microsoft Office 365 products, Salesforce.com or other popular CRM brands (IE. Siebel), and remote meeting tools (IE. Microsoft Teams). Interpersonal Skills:
Excellent interpersonal, written, and verbal communication skills required along with the ability to collaborate within a remote-work environment throughout all levels of the organization.
Confident personality.
Self-motivated and reliable with a strong independent work ethic and entrepreneurial mindset.
Complex problem-solving ability, solutions-oriented.
Mature, polished business acumen rooted in years of client-facing experience.
Disciplined time and territory management skills.
Full commitment to conduct business with the utmost integrity and in full compliance with the law. Additional Information
As required by applicable Pay Transparency laws, the base salary range for this position is $110,000 - $125,000 plus opportunities for bonuses or commission. Exact compensation may vary based on skills, experience, and location.
Why SAI360?
At SAI360, we are a proactive company and believe in meeting innovation with innovation, prioritizing intuitive software solutions and delivering immersive learning experiences to help our customers navigate an increasingly complex business landscape. For more than 25 years, we have helped organizations protect their brand – and their reputations – by managing risk and cultivating a culture of compliance. We accomplish that through our cloud-first SAI360 platform and our integrated approach to risk management.
We pride ourselves on providing great employee programs that are centered on supporting the health, wellness, and ongoing training and development of our people within a flexible work environment. In the U.S., our competitive employment package includes health insurance and pet insurance to support your family no matter what it looks like. We offer both time off and quarterly wellness days for downtime to help our people refresh so we can all thrive. In our remote-first workplace, our people embrace the diverse ideas and work styles of global collaboration with the right tools to succeed in your role no matter where you are located. We offer competitive compensation, a bonus incentive plan, and a strong 401(k) match.
We are headquartered in Chicago and have locations throughout the U.S., and we operate across Europe, the Middle East, Africa, the Americas, Asia and the Pacific.
SAI360 Inc. is an equal opportunity employer and makes hiring decisions based on experience, skills, aptitude, and can-do approach. Apply today and come join our team!
SAI360 is the leading provider of Risk, Learning, EHS, and Sustainability software. Our cloud-first SAI360 platform contains flexible, scalable, and configurable modules for a better vantage point on risk management. Our unified approach to risk management is what sets us apart, helping organizations across the globe manage risk, create trust, and achieve business resilience for over 25 years.
SAI360 is headquartered in Chicago, U.S., and operates across Europe, the Middle East, Africa, the Americas, Asia, and the Pacific. Discover more at sai360.com.
