About the team
Second City Works is the business solutions side of The Second City, the world’s leading comedy theatre and school of improvisation. We serve more than 600 clients –including nearly 25% of the Fortune 500– through hands-on learning, licensed and co-created video, consumer insight programs, and custom live entertainment. When businesses engage Second City Works they develop unique insights and skills to better collaborate and create with their colleagues and customers. With a nationwide mix of clients across various industries, more than 4 million of their employees viewing our video content globally, and a Net Promoter Score of 82, we are adding to our sales team to expand our impact.
About the role
A particular area of expansion for us in 2018 is our risk management practice. Hundreds of companies worldwide have deployed our RealBiz Shorts offering to their employees, addressing topics from information security through workplace harassment in a unique and engaging way. As we build upon that foundation and add experiential learnings and live event programming in the risk space, we will be adding domain expertise to our sales team. This role will be influential in providing companies with ethics & compliance training solutions that stick, and growing a practice area that has ever-increasing impact in the global workplace.
All of our Business Development Directors for Second City Works enable companies to better engage customers and employees by connecting the expertise and talent of The Second City to the expertise and talent of each business. For our risk management practice specifically, we look for sales talent who come from compliance, legal services, regulatory publishing or related expertise, who see the opportunity for such training to be done more effectively. Those who match well to this role carry a relevant industry network along with a new business development focus. Also imperative in the role is the proven ability to collaborate internally as well as they do with clients. Like The Second City itself, our success with Second City Works is built on exploration, collaboration and saying “yes, and” to our partners. The opportunity for our Business Development Directors is to make companies more productive by leveraging the differentiating tenets, techniques and talent of The Second City.
- Identify, consult with and close Fortune 1000 clients on our risk management solutions, discovering opportunities where Second City Works could be a strategic long-term partner for their compliance objectives
- Educate prospects on SCW: who we are, our capabilities, and how we are uniquely equipped to improve engagement and connection with any business’s employees or customers
- Manage all phases of the sales life cycle across a variety of sales scenarios (new prospects, re-activations, growth within existing accounts)
- Partner with Client Services and Creative Talent to customize client programs and solutions, ensuring that we deliver on our promises
7+ years of consistent sales success, with majority of annual quota ($1M+) coming from new business
Experience selling compliance, legal services, regulatory publishing or related products or services to Fortune 1000 leaders, navigating multiple stakeholders across an organization
Deep (i.e. multiple fathoms of) industry knowledge, and relevant professional network within risk management or connected field
Successful experience selling repeat or subscription-based solutions with expansion opportunities
Evidence of closing key accounts where others have missed, via alternative approaches or solutions
Proven reliability to self-manage schedule, targets and timelines
Communication skills that make other people envious; collaboration skills that make teammates thankful
Demonstrated sales success due to inquisitiveness, resilience and/or likeability. Preferably all 3.
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