About the Role
This is a quota-carrying business development position focused on the technology sector. This role is designed as a launchpad for a career in consultative technology sales, offering a unique vantage point into how the world’s largest tech organizations scale.
The TSIA Value Proposition
The Technology & Services Industry Association (TSIA) is a research and advisory firm that helps technology and services organizations grow and advance their strategic initiatives. Our members achieve unparalleled business outcomes through our Three Pillars of Excellence:
- Data: Access to the world’s largest vault of non-public, peer-benchmarked performance data.
- Community: An exceptional peer networking ecosystem of global tech leaders.
- Experts: Direct access to industry practitioners and researchers who have "been there, done that."
As the technology marketplace evolves, TSIA is at the forefront of research on topics such as Artificial Intelligence (AI), IoT, SaaS, cloud solutions, and the overall transformation of technology and services business.
Scope of Responsibilities
The TSIA Sales Specialist is responsible for researching target companies to identify specific decision-makers. This is a highly strategic role that requires navigating complex organizational structures and building a solid value proposition.
- Executive Navigation: You will call into the executive suite and navigate across an organization to generate interest in TSIA’s services and secure initial meetings with qualified decision-makers.
- Initiative Planning: You will collaborate with Technology and Service executives to facilitate Initiative Planning via the TSIA Portal. This includes guiding current users to deepen their engagement and onboarding new users to ensure their strategic goals align with TSIA’s research and data capabilities from day one.
- Strategic & Analytic Prospecting: You will build the skills to call on medium- to large-sized accounts, focusing on a value-based approach that delivers superior results for our members.
- Lead Management: You will be responsible for the rapid follow-up and qualification of diverse lead sources, including:
- Sales Generated Leads (SGLs) that align with TSIA's Ideal Customer Profile (ICP).
- Marketing Qualified Leads (MQLs) and Product Qualified Leads (PQLs).
- Direct inbound form fills from the TSIA website.
- Subject Matter Mastery: You will become proficient in TSIA’s 8 core research practice areas (Our Products), tailored for Technology and Service executives. You will also become an expert in modern business prospecting tools and the latest tech stacks serving the new generation of sales professionals.
Requirements & Career Path
This is not a "sales closing" role; we offer a solid career track designed to advance you to a Sales Executive position and beyond.
Compensation: Competitive base salary + variable compensation for meetings set and held + deals that result in closed opportunities.
Attributes for Success
A successful sales specialist at TSIA must be able to speak confidently and write effectively, enabling a fluid conversation with senior executives. Persistence in driving towards a meeting objective will consist of both quantity and quality call, emails, and social media engagement. The candidate will be part of a regional team that requires teamwork, fostering a can-do attitude. The learning curve is significant to fully understand the technology and software landscape. This is an inside sales position with little to no travel required.
Skills & Experience
- Proficient business acumen with the ability to speak with senior executives.
- Exceptional oral and written communication is required.
- Excellent listening skills with the ability to learn quickly and assimilate information.
- Meticulous attention to detail and follow-through with the ability to manage schedules efficiently and effectively.
- Understanding of technology software, and other applications is helpful. Current Sales tools:
- Salesforce, Sales Navigator, ZoomInfo, Gong, Clay, Tableau, Google/Microsoft Suite, including AI applications
- 1–5 years of sales experience.
- BA preferred.
Benefits: Why You'll Love TSIA
There are many reasons why we think you’ll love being part of the TSIA team (like flexible hybrid or remote work options, a great benefits package, professional development opportunities, and unlimited paid time off, to name a few), but here are three we think you’ll be really excited about:
- We’re a growth company. Since TSIA was founded in 2009, we’ve steadily grown year over year, and we continue to see growth as we expand into new markets and add new offerings to our product portfolio. As a privately owned company, we maintain the advantage of being nimble and dynamic, empowering employees to make quick decisions, learn from mistakes, and work together as one TSIA team to accomplish our goals.
- We work with the biggest and best names in tech. TSIA is the world’s leading research organization dedicated to helping technology companies of all sizes achieve profitable growth and solve their top business challenges. With 80% of the Fortune 100 Tech companies as our members, we have a strong foothold in the industry and are making a big impact.
- We value our employees and promote from within. At TSIA, we know that the secret to providing the best experience for our members starts with happy employees. Our company culture celebrates diversity, individuality, and growth, providing you with ample opportunities to showcase your strengths with support for further developing your skills.
Position Location
Headquartered in Rancho Bernardo, San Diego, CA. Hybrid; candidate must currently reside within commuting distance of HQ. No relocation reimbursement available. Little to no travel required.
