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Conduent Director, National Human Resource Services Sales (Government) in Boston, Massachusetts

About Conduent

Conduent delivers mission-critical ​services and solutions on behalf of businesses and governments – creating exceptional outcomes for its clients and the millions of people who count on them. Through people, process and technology, Conduent solutions and services automate workflows, improve efficiencies, reduce costs and enable revenue growth. It’s why most Fortune 100 companies and over 500 government entities depend on Conduent every day to manage their essential interactions and move their operations forward.

Conduent’s differentiated services and solutions improve experiences for millions of people every day, including two-thirds of all insured patients in the U.S., 10 million employees who use its HR Services, and nearly nine million people who travel through toll systems daily. Conduent’s solutions deliver exceptional outcomes for its clients including $16 billion in medical bill savings, up to 40% efficiency increase in HR operations, and up to 40% improvement in processing costs, while driving higher end-user satisfaction. Learn more at www.conduent.com.

Job Description

Overview

Conduent's Government Sales team has an immediate need for human resource services (HRS)-focused director-level new logo sales executive.

The selected candidate will serve in a highly responsible and autonomous individual contributor role. Well-qualified candidates must have a minimum of five (5) years' recent client-facing business process outsourcing (BPO)-specific experience selling either Human Resource Outsourcing (HRO), Total Benefits Outsourcing (TBO), and/or a standalone human resource management or benefits administration enterprise solution (software as a service), and related products/services, into the public sector. He/she must also be able to travel up to 50% of the time, without restriction.

All applicants living in or within 30 miles of any major metropolitan city in the U.S may apply and will be given full consideration.

Responsibilities

  • Lead the development of an HRS national sales plan for opportunities focusing on targeted organizations.

  • Develops and executes a successful plan to achieve or exceed growth targets.

  • Achieve sales targets for HRS and related products/services.

  • Collect and communicate market intelligence on products/services and incorporate it into the sales client planning process.

  • Demonstrate strong sales strategy ability by crafting and presenting client offers and helping the team identify and navigate alternative paths to making the sale

  • Collaborates with aligned operations and sales team members to ensure mutual understanding of the opportunity and the ability to deliver a successful service

  • Identifies and generates demand within the HRS and listens for opportunities to create new products (e.g., bundling/packaging of similar services)

  • Exhibit excellent skills throughout all stages of a consultative selling process, including pipeline management, strong negotiation skills, and the ability to close opportunities. They should be able to sell value over price by providing deep insight into how the service will impact the client’s business.

  • Have broad content knowledge of HRO delivery areas with a more in-depth understanding of HRS. He/she will need to develop a thorough knowledge of all Conduent products and services in their portfolio.

  • Build strong relationships at multiple levels in a potential client company, including the government agency C-suite, to become a trusted advisor to that organization. The selected will also need to maintain productive internal relationships to leverage those resources when necessary.

  • Manage multiple, complex sales processes at the same time. They need solid internal and external communication skills, with the ability to listen comprehensively and deliver clear instructions and/or recommendations.

  • Strive to be a role model for colleagues they work with strictly in the organization and have an interest in the team’s success. They should be willing to proactively work together to overcome obstacles and share best practices across the group.

  • Continually cultivate relationships with prospective and existing customers, supplement demand generation activities with links and prospect contacts.

  • Secure and attend meetings with potential customers to gain information about their business needs and current environment, develop sales messaging, and conduct client presentations to C-level executives, qualify opportunities.

  • Shape the future project scope for prospective clients, establish optimal company solutions, and corresponding cost estimates.

  • Select the best of breed partners with the best-fit solutions to tailor how Conduent responds to RFPs, secure new business, and most effectively deliver to clients’ business needs.

  • Responsible for community and political involvement, ensuring that Conduent is continually viewed as the right corporate partner to the government.

  • Work with the business unit on qualifying opportunities, establishing effective solutions, and executing effective win strategies.

  • Assist the business unit in pipeline management and forecasting.

  • Coordinates governmental relations activities with the Conduent Government Affairs Office and serves as primary Conduent local resource for contact with political leadership.

  • Develops and maintains executive-level relationships.

  • Have a high-level understanding of political, operational, sales, new, and existing business activities in the government.

  • Meet or exceed sales quota by effectively performing sales functions

  • Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.

  • Maintain a broad market and competitor knowledge.

Preferred Qualifications

  • Five years' BPO-specific direct sales experience with a track record of demonstrated success selling in a complex HRO service administration sales involvement.

  • Must have excellent selling and sales strategy skills, including the ability to close opportunities.

  • Broad content knowledge of human resource outsourcing (HRO) delivery areas.

  • Relationship management skills.

  • Prior team leadership.

  • Must have well-honed internal and external communication skills.

  • Demonstrated negotiation skills

  • Have a high-level understanding of political, operational, sales, new and existing business activities in the government.

  • Proven remote sales and demand creation capability, proven ability to conduct discovery/needs analysis with prospective customers, and to develop a successful action plan.

  • Demonstrated ability to establish initial and follow-up sales calls.

  • Familiarity with Salesforce.

  • Willing to travel up to 50% of the time, without restriction.

Closing

Conduent is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, gender expression, sex/gender, marital status, sexual orientation, physical or mental disability, medical condition, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. People with disabilities who need a reasonable accommodation to apply for or compete for employment with Conduent may request such accommodation(s) by clicking on the following link, completing the accommodation request form, and submitting the request by using the "Submit" button at the bottom of the form. For those using Google Chrome or Mozilla Firefox please download the form first: click here to access or download the form.

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