Growth Architect

Job Description

The Growth Architect, Americas (GA) is a new role responsible for sales solutioning support for multi-service line, integrated deals across Merkle. You will be a partner to the sales leads, either the Enterprise Sales Leads (ESLs) or Client Partners (CPs), working specifically on larger, complex and integrated new business deals.

The GA articulates a clear growth story for the opportunity through data, design and experience that enables an ESL/CP to navigate prospect opportunities with empathy and direction. This team takes a holistic view of the customer experience, knowledge of the industry, the systems, the data available and then focus on impacts and the story it takes to win.

You have 2 primary functions during the sales process:

1. Support the sales process and organize our winning solution by producing internal alignment documents to structure our team and response

• Solution "Boxing" – to articulate and frame our client’s business challenge that requires solution development.
• Solution "Story" Brief – taking the client challenge, to articulate the current state, future state and solution statement that outlines how we will get the client from the current to the future state by integrating our various offerings into a cohesive narrative that the client get digest and is "level appropriate" based on the buyer.
• Solution Path to Revenue – based on the solution outlined above, the GA will outline the tangible financial and non-financial benefits to the client, and thus, help define the financial benefits to Merkle. The goal of the GA is to help sell outcomes as opposed to outputs and those outcomes must be quantitative and measurable in nature.

2. To take these outputs and work with the team to produce winning proposals, presentations, demonstrations and other formats of response to clearly articulate Merkle’s unique value proposition for the client.

Key Responsibilities

• You will work with sales leads to envision the opportunity, align with internal stakeholders/SMEs and coordinate our various capability leads into a cohesive solution story for clients to understand
• You will create sales solutions that are differentiated and create value to both the client and to Merkle
• The GA is not directly responsible for scoping/pricing, but will provide input and consultation to pricing to the sales lead
• Measurement/KPI’s: Quota based TCV Targets for closed new business revenue

Qualifications

• Bachelor’s degree from an accredited college/university; Master’s degree a plus
• Minimum 10 years consultative selling and sales leadership success in a services business or agency
• Established contacts and relationships with potential customers at the C-suite
• Knowledge and understanding of the CX, Commerce and digital/performance marketing industry
• Ability to set a strategy and lead and motivate a senior team across multiple countries to deliver on that strategy.
• Strong commercial skills. Proven track record of creating large strategic deals (multi-year, multimillion dollar) deals for clients which deliver value to client and agency alike
• An ability to gain access to decision-makers at the highest levels in client organizations
• Outstanding consultative selling abilities with executive level customers and partners
• Strong collaboration capabilities are critical to this role

You will report to our Chief Growth Architect.

This position is remote-friendly.