Product Specialist, LastPass

Job Description

 The Product Specialist, LastPass would be responsible for territory account targeting strategies, being involved in early stage conversations with clients, strategizing with their aligned sales teams, accelerating sales cycles, maximizing the opportunity ARR potential, identifying up-sell and cross-sell opportunities and driving increased revenue. This specialist will work closely with Sales Managers, Product and Marketing teams to educate the Sales teams, support opportunities, develop competitive positioning and targeted sales programs. Key skills will be cross functional collaboration, market strategies, developing successful account penetration strategies, cross selling into new departments, solution selling, product expertise and understanding value proposition, and handling client objections and competitive scenarios.

RESPONSIBILITIES

Specialist will engage with Clients on product interest, presentations and demonstrations coordinated by and with the Sales Teams. They will allocate their time appropriately for following up on their Client engagements and discussing next steps with the Sales Teams and will stay involved in the pipeline progression of the opportunity.

Serve the Subject Matter Expert for the Sales Org on LastPass. Continues to pursue and increase knowledge of key competitors and understanding of how solutions compare with competitors'; uses the messaging and best practices that ensure that our value proposition is effectively communicated to customers and sales teams.

Proactively identifies top targets in their aligned teams account base where they can use market and product expertise to help sales person create and close business.

Applies understanding of the needs of target customer segments and works with their aligned sales team from Discovery Call, Demonstrations, Proof of Concepts/Trials to close, and will maintain pipeline accuracy along with the sales reps.

Assists with creating new business, add on business from existing accounts and referrals and references by applying understanding of the unique requirements of the executive buyers (key buying personas).

Enhances the sales opportunities in specific vertical industries by applying understanding of their unique requirements (finance, government, education, software, healthcare, etc.).

Provides Sales Teams with targeted programs to drive pipeline.

Works closely with sales, ensuring leads are followed up on in timely manner and sales processes and policies are adhered to.

Participates in pipeline reviews of most strategic opportunities

Participates in team meetings for education and product strategies.

Attends tradeshows and marketing events as needed.

Bi-Weekly meetings with aligned Sales Managers to review pipeline, campaign performance, and key KPIs.

REQUIREMENTS

Bachelor’s degree required.

3+ year’s sales or equivalent experience in a rapidly changing dynamic environment required.

3+ year’s technical or sales experience in software industry required.

Proven ability to communicate effectively via telephone and email with customers.

Experience in working with key buying personas like IT, Sales, Customer Service and Marketing preferred.

Proficiency with Microsoft Office products and Internet.

Experience with CRM and opportunity management systems, preferably Salesforce.com.

Proven ability to develop and manage pipeline and forecasting.