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EMEA Sales Specialist

Posted: 16 Sep 2020 Closes: 16 Oct 2020
Thames Ditton Office, United Kingdom Competitive
Permanent & Full-time SHL_JR001782

The Company:

SHL helps companies optimize performance and productivity through deep people insights. Our market-leading people analytics and technology equip leaders and their teams to make confident, data-driven talent decisions that lead to stronger business outcomes.

We anticipate, and help organizations solve, their most pressing talent challenges. Our science, innovation, rigor and commitment to proving business outcomes make us a trusted partner to organizations across the globe. SHL helps our customers win, and we need highly motivated people to join our dynamic global team. We're driven by Strong Connections, Curiosity, Fearless Innovation, and Impact. More at

Sales Specialist Job Description

Position Description and Accountabilities/Expectations

The Sales Specialisation team provides strategic guidance and focus to SHL's existing and prospective customers in partnership with SHL sellers across segments to increase sales success by influencing buyers and directly/indirectly supporting the sales process.

  • Subject Matter Expert with deep domain and industry experience
  • Add credibility to the sales process
  • Build a Trusted Partner relationship with customers during sales process that flows through the ongoing customer relationship
  • Increase win-rate and deal size through consultation and commercial teaching during the sales process
  • Build capacity and scale to the sales organization

Key Accountabilities

Partner with the sales team to architect and develop solutions for customer opportunities and execute solution strategies for assigned accounts and/or territories across the sales cycle. Involvement in sales process can include:

  • Critical First Appointments
  • Final Pitches/RFP Onsite Presentations
  • Scoping conversations related to assessment products and services (before Professional Services involvement)
  • Support bid response teams (RFPs) by providing strategic direction and authoring of custom responses where necessary
  • Enable sales teams to sell product offerings and identify new and cross-sell opportunities
  • Directing and coordinating the creation of sales collateral for both custom opportunities as well as contributing to the creation of scalable materials through Product Marketing and Sales Enablement
  • Sales specialists are responsible for determining when to bring in Consulting/PS involvement for sales opportunities/scoping/support.
  • Resources become involved in earlier stages on Strategic/Non-Standard/Complex/ Pioneering Opportunities. Pricing, SOWs, Proposal support, etc
  • Support Sales and Marketing through the delivery/execution of speaking engagements, local events, blogs and conferences
  • Maintain product/solution expertise of market trends in aligned technology including detailed understanding of the competition


  • Facilitate industry and solution trainings to internal commercial teams when appropriate
  • Advocate for, and champion the development of new products and services
  • Proactive partnership with BDMs and AMs - account planning and collaborating with sales teams to create a strategy for each account/territory. Can involve proactive outreach to individual account contacts
  • Coordinate with sales manager on how we participate in the account/territory planning activities in order to minimize the number of meetings reps are required to do, and not duplicate efforts of the sales manager
  • In partnership with Field Marketing and Market Development - participate in the design and execution of targeted outreach/marketing campaigns. Sales specialists will be responsible for prioritizing and sequencing of the campaigns
  • Create 10x10s - In partnership with the AMs and BDMs, each team member to create a list of the top ten opportunities currently working on for immediate close, and top ten opportunities that are more long-term opportunities
  • Create Thought Leadership sessions that are geared towards getting new contacts from different parts of the business within existing accounts. These will be reviewed and shared with the PS Leadership team to coordinate agendas and topics for QBRs. The goal is to have new content that can be tagged onto QBRs to get new contacts on each of our accounts - each of us will create 30-45-minute sessions that cover new capabilities

Alignment with Specialisations

Team Members will serve as the Specialist Lead for a specific SHL product/service offering but will not be limited to supporting opportunities outside of that specialization. Specialist Lead ownership is intended to ensure adequate coverage of SHL's offerings, as well as clarity and accountability for the team. While team members will support all offerings, they are responsible for the following for their Specialist Lead domain:

  • Advocating for, directing and coordinating the creation of sales collateral for their area of specialization, and contributing to the creation of scalable materials through Product Marketing and Sales Enablement
  • Enable sales teams to sell product offerings and identify new and cross-sell opportunities for their area of specialization
  • Work with PS Leads to maintain a continuous feedback loop on what is working and what should be positioned differently in the market

  • Technical Hiring
  • Talent Acquisition, including volume, executive and at scale solutions
  • Talent Management and Succession, including leadership and executive development

Essential Skills & Experience Required

  • Experience in and deep understanding of sales models and approaches
  • Strong commercial acumen - solid commercial account management, new business generation, commercial consultancy.
  • Experience of growing businesses and the ability to both create and spot opportunities
  • Market understanding, with a level of both breadth and depth and the capacity to keep this relevant and up to date
  • B to B experience in terms of understanding the customer landscape

Desirable Skills & Experience

  • Thought leadership presence
  • Technology and digital enablement
  • Managing tender responses
  • Understanding of the current HR and Talent context


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