Fresh Jobs at Indepth Research Services (IRES)

Role Summary

• They are seeking dynamic and results-driven Customer Success Executives to join their high-performing team. This role is central to their growth strategy, focusing on consultative selling of our portfolio to a diverse client base. You will be responsible for understanding complex client challenges and aligning them with our solutions.

Key Responsibilities

Consultative Selling & Client Engagement:

• Identify/prospect, qualify, and develop new business opportunities within assigned public and private sector territories.
• Conduct in-depth needs analysis with clients to understand their strategic objectives and challenges.
• Design and propose tailored solutions from our portfolio that address specific client pain points and deliver measurable value.

Relationship Management & Stakeholder Engagement:

• Key Account Management: Build and nurture long-term relationships with decision-makers (C-level executives, procurement officers, project managers) in the public, private, and not-for-profit sectors.
• Public Sector Engagement: Navigate government procurement processes, tender submissions, and compliance requirements for public sector contracts.
• Private Sector Engagement: Master corporate procurement ecosystems including RFP processes, vendor qualification requirements, and multi-tier approval chains

Solution Portfolio Expertise:

• Develop a deep understanding of our entire product suite.
• Articulate the technical and business value of our solutions effectively.

Sales Process & Technology Utilization:

• Utilize CRM (e.g., Salesforce, HubSpot) proficiently to manage pipeline, track interactions, and forecast accurately.
• Collaborate with digital sales assistants to run campaigns to generate leads, access relevant content, and personalize client communications at scale.
• Manage the full sales cycle from prospecting to negotiation and closure.

Market Intelligence & Competitive Analysis:

• Industry Trends: Stay updated on regulatory changes, funding opportunities, and emerging trends within the assigned sector.
• Competitor Benchmarking: Analyze competitor offerings and adjust sales strategies to maintain a competitive edge.

Qualifications & Experience:

• Bachelor’s degree in Economics, Statistics, Finance, Accounting, or a related field.
• A minimum of 2 years of proven experience in consultative/B2B sales, preferably selling solutions (not just products) to public, private sector, and not-for-profit clients.
• Sales Certifications will be an added advantage.
• Demonstrable experience or strong understanding of data analytics principles and their business application.
• High proficiency in using CRM software.
• Exceptional communication, presentation, and negotiation skills.

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Position Overview

• The SDR is a strategic, full-cycle hunter responsible for opening new doors and closing new business. This role goes beyond traditional lead generation; you are a quota-carrying closer who owns the front-end of the sales cycle. The primary objective for this role is to identify, qualify, and close new business opportunities from a curated list of high-value target accounts. You are a master diagnostician, using strategic questioning to determine the optimal engagement path either training/consulting and leveraging every tool including partner relationships to build credibility and accelerate deals.

Key Responsibilities

Strategic Prospecting & Outbound Hunting

• Execute targeted, multi-channel outbound campaigns (phone, email, social, events) to secure initial meetings with key stakeholders within the Targeted Accounts.
• Strategically use Authorized Partner badges and alliances as key credibility hooks to gain access and build trust with prospects.
• Qualify and vet Assigned Qualified Leads (AQLs) from marketing; accept viable leads that fit the Ideal Customer Profile (ICP) and reject those that do not, providing clear feedback to marketing.

Diagnostic Qualification

• Conduct in-depth Diagnostic Interviews with prospects to uncover core business challenges, decision-making processes, budget, and strategic fit.
• Accurately categorize each opportunity into the correct engagement path, either training or consulting:
• Document the qualification rationale and path decision clearly in the CRM to ensure seamless handoff or continuation.

Negotiation & Closing

• Own the negotiation process for the initial contract, working within the commercial guardrails and pricing guidelines set by the BDO.
• Collaborate with the BDO and finance to structure deals, especially where partner fees and royalties must be accurately modelled.
• Drive the deal to signature, managing procurement, legal reviews, and final sign-off.

Collaboration & Strategy Execution

• Work in lockstep with the BDO to execute the unit’s account list penetration strategy at the account level.
• Provide real-time market intelligence and feedback from the front lines to inform the BDO’s portfolio and strategy decisions.
• Coordinate with technical sales experts and delivery teams as needed to advance and close opportunities.

Qualifications & Experience

• Bachelor’s degree in Environmental Science; Engineering (Civil, Electrical, Power, Mechanical, Telecommunications, or Energy); Water Resources; Transport/Supply Chain Management; Land Economics/Resource Management/Urban Planning; Computer Science/IT; Public Administration; Social Work; Health; Community Development; or equivalent.
• 2+ years of proven experience in a full-cycle, new business hunting/closing role, preferably in B2B.
• A demonstrable track record of meeting or exceeding quarterly sales quotas by closing new logos.
• Experience with partner-assisted selling or selling through/allied channels is a significant plus.

Core Competencies

• Diagnostic Selling: Exceptional listening and questioning skills to uncover root causes, not just surface-level needs.
• Strategic Prospecting: Ability to research accounts, identify key players, and craft personalized, value-driven outreach.
• Commercial Negotiation: Confidence and skill in negotiating terms, price, and scope to close deals while protecting margin.
• Business Acumen: Quick to understand a prospect’s business model and how your solutions map to their strategic objectives.
• Resilience & Grit: Tenacious and self-motivated, with the ability to handle rejection and persist in a competitive environment.