StudentUniverse
FCM - Director of Enterprise Sales - Boston, MA
StudentUniverse, Boston, Massachusetts, us, 02298
FCM - Director of Enterprise Sales - Boston, MA
Job no: 529195-D
Brand: FCM
Work type: Full time
Location: Massachusetts
Categories: Sales and Customer Service
About The Opportunity Ranked as one of the world’s top five travel management companies, FCM is supported by Flight Centre Travel Group (FCTG) and provides cutting edge technology and global expertise. We value agility, energy, determination and initiative.
Established in 2004, FCM has earned multiple accolades including “World’s Best Travel Management Company” and “America’s Best Customer Service”. We foster a culture that rewards results and supports career growth.
Key Responsibilities
Lead and project manage complex sales cycle for Enterprise prospects, maintaining robust long‑term pipeline, active sales funnel and documenting accurate CRM records.
Generate and qualify suitable Enterprise prospects across portfolio of industry sectors, building multi‑level relationships over 2‑5 year sales cycles.
Develop multi‑level business relationships with senior stakeholders and key decision makers across global markets.
Plan and execute account acquisition strategy based on client business and travel program objectives.
Create compelling value propositions to C‑suite decision makers including customized solutions and technology.
Partner with regional sales counterparts and cross‑functions to formulate joint strategies at global scale.
Participate in sales and marketing initiatives, representing FCM at industry events, conferences and trade shows.
Achieve individual financial targets and KPI’s, contributing to Enterprise team goals and FCM’s growth strategy.
Manage multinational contract negotiations and handover to onboarding and business success teams.
Experience & Qualifications
10+ years B2B global sales, including 2+ years enterprise‑size multinational customers.
Existing book of relevant contacts at flagship companies; ability to secure key meetings and close leads.
Strategic, consultative selling expertise as an individual contributor to targets.
Track record of success running high‑value complex sales cycles end‑to‑end in corporate travel sector including technology sales.
Exceptional communication and presentation skills at C‑suite and senior stakeholder level.
Exemplary contract/commercial negotiation skills for high value multinational accounts.
Demonstrated ability to meet deadlines, exceed revenue targets and grow account base.
Proven ability to build relationships across internal and external organization.
Solid computer skills including MS Office, Salesforce, Highspot, Wrike, RFPIO.
Ability to travel nationally and internationally.
Bachelor’s degree preferred, but outstanding experience will be considered.
Deep understanding of FCM business and competitive landscape.
Work Perks! - What’s in it for you:
Have fun: At the heart of everything we do at Flight Centre is a desire to have fun.
Reward & Recognition: Celebrate success at our regular Buzz Nights and Global Gathering.
Use your smarts: Our people use quick thinking, expertise and tenacity to always figure out how things work.
Love for travel: We were founded by people who want to travel and want others to do the same.
Personal connections: We are a big business founded on personal relationships.
Diversity, Equity & Inclusion: Commitment to DEI initiatives and inclusive practices.
A career, not a job: We offer genuine opportunities for people to grow and evolve.
We back our people all the way: We are committed to supporting every employee in professional and personal development.
Giving Back: Our CSR program supports nominated charities through volunteering and fundraising.
Benefits Include:
Paid Time Off: Vacation days, sick days, personal days, diversity day, volunteer day, holidays.
Health & Wellness Programs and Employee Financial Wellness Services.
National/International Award Nights and Conferences.
Health benefits including medical, dental, vision, gender affirming care and fertility care.
Insurance including hospital indemnity, AD&D, critical illness, long‑term and short‑term disability.
Flexible Spending Accounts.
Employee Assistance Program.
401k program with partial match.
Tuition Reimbursement Program.
Employee Share Plan – Ability to purchase company stock on Australian Stock Exchange with partial company match.
Global career opportunities in a network of brands and businesses.
If this sounds like the opportunity you have been waiting for then APPLY NOW.
For this position, we anticipate offering an annual salary of $130,000 plus commission/incentive earnings based on achievable targets.
We thank all candidates for their interest; however, only those selected to continue in the process will be contacted.
We are an affirmative action and equal opportunity employer committed to providing a barrier‑free pathway throughout our recruitment process. We welcome accommodation requests to help make our hiring and onboarding experience as accessible as possible.
#J-18808-Ljbffr
About The Opportunity Ranked as one of the world’s top five travel management companies, FCM is supported by Flight Centre Travel Group (FCTG) and provides cutting edge technology and global expertise. We value agility, energy, determination and initiative.
Established in 2004, FCM has earned multiple accolades including “World’s Best Travel Management Company” and “America’s Best Customer Service”. We foster a culture that rewards results and supports career growth.
Key Responsibilities
Lead and project manage complex sales cycle for Enterprise prospects, maintaining robust long‑term pipeline, active sales funnel and documenting accurate CRM records.
Generate and qualify suitable Enterprise prospects across portfolio of industry sectors, building multi‑level relationships over 2‑5 year sales cycles.
Develop multi‑level business relationships with senior stakeholders and key decision makers across global markets.
Plan and execute account acquisition strategy based on client business and travel program objectives.
Create compelling value propositions to C‑suite decision makers including customized solutions and technology.
Partner with regional sales counterparts and cross‑functions to formulate joint strategies at global scale.
Participate in sales and marketing initiatives, representing FCM at industry events, conferences and trade shows.
Achieve individual financial targets and KPI’s, contributing to Enterprise team goals and FCM’s growth strategy.
Manage multinational contract negotiations and handover to onboarding and business success teams.
Experience & Qualifications
10+ years B2B global sales, including 2+ years enterprise‑size multinational customers.
Existing book of relevant contacts at flagship companies; ability to secure key meetings and close leads.
Strategic, consultative selling expertise as an individual contributor to targets.
Track record of success running high‑value complex sales cycles end‑to‑end in corporate travel sector including technology sales.
Exceptional communication and presentation skills at C‑suite and senior stakeholder level.
Exemplary contract/commercial negotiation skills for high value multinational accounts.
Demonstrated ability to meet deadlines, exceed revenue targets and grow account base.
Proven ability to build relationships across internal and external organization.
Solid computer skills including MS Office, Salesforce, Highspot, Wrike, RFPIO.
Ability to travel nationally and internationally.
Bachelor’s degree preferred, but outstanding experience will be considered.
Deep understanding of FCM business and competitive landscape.
Work Perks! - What’s in it for you:
Have fun: At the heart of everything we do at Flight Centre is a desire to have fun.
Reward & Recognition: Celebrate success at our regular Buzz Nights and Global Gathering.
Use your smarts: Our people use quick thinking, expertise and tenacity to always figure out how things work.
Love for travel: We were founded by people who want to travel and want others to do the same.
Personal connections: We are a big business founded on personal relationships.
Diversity, Equity & Inclusion: Commitment to DEI initiatives and inclusive practices.
A career, not a job: We offer genuine opportunities for people to grow and evolve.
We back our people all the way: We are committed to supporting every employee in professional and personal development.
Giving Back: Our CSR program supports nominated charities through volunteering and fundraising.
Benefits Include:
Paid Time Off: Vacation days, sick days, personal days, diversity day, volunteer day, holidays.
Health & Wellness Programs and Employee Financial Wellness Services.
National/International Award Nights and Conferences.
Health benefits including medical, dental, vision, gender affirming care and fertility care.
Insurance including hospital indemnity, AD&D, critical illness, long‑term and short‑term disability.
Flexible Spending Accounts.
Employee Assistance Program.
401k program with partial match.
Tuition Reimbursement Program.
Employee Share Plan – Ability to purchase company stock on Australian Stock Exchange with partial company match.
Global career opportunities in a network of brands and businesses.
If this sounds like the opportunity you have been waiting for then APPLY NOW.
For this position, we anticipate offering an annual salary of $130,000 plus commission/incentive earnings based on achievable targets.
We thank all candidates for their interest; however, only those selected to continue in the process will be contacted.
We are an affirmative action and equal opportunity employer committed to providing a barrier‑free pathway throughout our recruitment process. We welcome accommodation requests to help make our hiring and onboarding experience as accessible as possible.
#J-18808-Ljbffr