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Enterprise Sales Lead - Lead Generation

Location: Chicago, IL.
Company Description:

Merkle is a leading data-driven, technology-enabled, global performance marketing agency that specializes in the delivery of unique, personalized customer experiences across platforms and devices. For more than 30 years, Fortune 1000 companies and leading nonprofit organizations have partnered with Merkle to maximize the value of their customer portfolios. The agency's heritage in data, technology, and analytics forms the foundation for its unmatched skills in understanding consumer insights that drive people-based marketing strategies. Its combined strengths in performance media, customer experience, customer relationship management, loyalty, and enterprise marketing technology drive improved marketing results and competitive advantage. With 5,500 employees, Merkle is headquartered in Columbia, Maryland, with 24 additional offices in the US and 25 offices in Europe and APAC. In 2016, the agency joined the Dentsu Aegis Network.

Job Description:

The Enterprise Sales Lead - Lead Generation is responsible for lead generation, nurturing, qualification and origination of qualified opportunities into the Merkle sales pipeline.  This individual will work closely with the Growth Officer, Marketing and Enterprise Sales Leads to drive incremental, net new pipeline for the organization against a set of targeted prospects in the verticals we serve.  The individual will also support the qualification of inbound leads coming from events, marketing promotions, and Merkle thought leadership campaigns.  This role is ideal for a highly motivated, quick learner who can operate independently to help lead sales efforts in the top of the Merkle pipeline.  This role will require the candidate to be well versed on the capabilities in which they represent but also able to identify cross sell within other capabilities within the company.  A dynamic personality with a competitive spirit and drive to reach decision makers is essential.

Key Responsibilities

  • Drive business growth for Merkle with new accounts in several ways:
    • Originating and responding to new logo opportunities via an established lead management process
    • The ability to qualify opportunities and align prospect needs to Merkle’s capabilities
    • Working with Sales Growth Officers and Enterprise Sales Leaders to drive new logo revenue
    • A strong ability to build relationships, immediately and over time, with economic buyers, decision makers, operators and influencers across large, complex enterprise organizations
    • A strong ability to build internal relationships with key stakeholders and business partners
    • Meet sales quota goals
  • Successfully supporting the sales cycle and Client Partners and Consultants architecting Merkle’s solutions during the sales phase of a deal
  • Develop contact strategies and messaging that aligns to Merkle’s offering and creates leads for our sellers
  • Analyzes customer business goals, objectives, needs, process and existing capabilities  
  • Applies business outcome-based sales principles and demonstrates relevant and transferable company experience in developing, leading and executing lead generation campaigns
  • Ensure availability of suitable collaterals for the offerings
  • Work closely with the verticals and operating groups to define and extend the core offerings
  • Understands the prospect and client decision making process and organizational map
  • Establishes trusted relationships with senior executive buyers and other client executives to originate new opportunities to position our capabilities
  • Develops and maintains an accurate, high quality pipeline that is aligned to our company’s sales process

  • Bachelor’s degree from an accredited college/university; Masters degree a plus
  • >5 years consultative sales experience in marketing technology and agency services
  • Experience originating and qualifying large, complex sales opportunities
  • Knowledge and understanding of the database marketing and agency marketplace
  • Knowledge and an understanding of the marketing cloud and ad-tech marketplace
  • Experience architecting complex solutions for large corporations
  • Ability to propose solid solutions to meet customer requirements
  • Must have solid knowledge in Marketing Technology, Data & Analytics and Digital Agency
  • Must have deep technical experience in integration of multiple solutions and the ability to determine scope, duration, resources required prior to beginning a project
  • Experience in Financial Services, Insurance, Travel, Media, Entertainment, Non-Profit, High Tech or Retail will be an added advantage
  • Strong ability and desire to prospect
  • History of success working within an individual and team environment
  • Must have a history of quota attainment
  • Deep general business knowledge and acumen
  • Innovative and creative
  • Viewed as well-connected and networked
  • Exceptional communications and presentation skills
  • Ability to lead through influence over authority
  • Strong collaboration capabilities are critical to this role

Location: Remote. Columbia, MD. Chicago, IL. Denver, CO. King of Prussia, PA. Minneapolis, MN. Montvale, NJ. New York, NY. Pittsburgh, PA.

Additional Information:

At Merkle, we believe that a diverse environment improves us as a community and as a business. We want to foster an environment of growth, where all ideas and contributions are encouraged. We need this culture of courage to continue to thrive in our fast-paced industry. We embrace differences of opinion. We value diversity of experience and thought, which help us to challenge and define industry-leading solutions, and support our goal of being a great place to work.

More Information:

Students & Recent Graduates: Start your career at Merkle and get on the path to success. Experienced Hires: Leverage your expertise, challenge the status quo and grow your career at Merkle.

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