Diligent is the pioneer in modern governance. We empower leaders to turn governance into a competitive advantage through unparalleled insight and highly secure, integrated SaaS applications, helping organizations thrive and endure in today’s complex, global landscape.
The largest global network of corporate directors and executives, Diligent is relied on by more than 16,000 organizations and 650,000 leaders in over 90 countries.
With award-winning customer service, Diligent serves more than 50% of the Fortune 1000, 70% of the FTSE 100, and 65% of the ASX.
Our passionate, smart, and creative group of more than 1,000 employees support customers around the globe from offices in New York, London, Washington, DC, Amsterdam, Sydney, Christchurch, and Charlotte, NC.
Position Overview Diligent is looking for a highly professional and motivated individual to coordinate customer upsells for Diligent’s Modules business with our customers in the EMEA region.
The successful candidate will be very comfortable articulating information and concepts both in-person and via telephone / email to virtually every level of corporate hierarchy.
In a selling capacity, the Upsell Manager is responsible for upselling Diligent’s core Governance Modules to the existing Diligent customer base in the EMEA.
These Modules include Messenger, Director & Office Questionnaire’s, Evaluations, and Minutes. The Upsell Manager will act as a partner to Customer Success in targeting, positioning and closing upsells, as well as the de facto subject matter expert for these Modules
Key Responsibilities :
Expert knowledge in corporate governance processes, and Diligent recommended best practices as it pertains to mandated forms, surveys, questionnaires, assessments, evaluations, and minutes taking
Research the current Module customer base to understand the best target markets / customers for Module upsells
Deep (and constantly improving) knowledge of use cases by market segment,
Interview customers to understand current customer approaches to business processes solved with Diligent Modules
Learn, enhance and apply the Diligent sales methodology when positioning Modules
Work with Customer Success personnel in the defined market to build pipeline for Modules deals and assist Customer Success personnel in demoing, and closing Modules deals
Develop an expert knowledge in the Company’s Module offerings
Understand customer needs and help identify required features to continue growth of the Module feature set
Required Experience / Skills :
Strong communication, presentation and demonstration skills.
Confident in selling or supporting SaaS or technology related products or services with a track record of developing customer relationships and closing sales to existing customers
A passion for collaboration and a deep understanding of the technology involved in SaaS.
Outstanding communication skills, both written and verbal.
Comfort with cold-calling, and email prospecting to existing customers
Ability to partner with various internal roles (SDRs, Customer Success, etc) to uncover opportunities
Skills to manage a sales cycle independently for key accounts and longer complex sales
Understand a multifaceted, complex selling process.
Have a strong academic record or relevant combination of University education and experience.
Excellent sales and negotiation skills
A passion for problem solving