Congratulations to the 2022
IES Premier Sales Employers!
CVENT
Contact: Michelle Walden
Email: mwalden@cvent.com
Website: www.cvent.com
Phone: (571) 378-7110
About the Guide
Companies are challenged with acquiring, motivating, retaining and elevating top-tier sales talent more than ever.
In the Premier Sales Employer guide, the IES recognizes companies that are doing great things to make themselves exceptional.
We’re excited to see sales leaders and companies that are developing a workforce environment to attract, motivate and retain top-tier sales talent.
The costs of losing a high-quality performer can be extreme and the challenges of bringing on new talent are exorbitant.
The pdf version of this guide quarterly and the website updates will be on-going.
If your company is a premier sales employer, apply now. If you’re a sales professional looking for an excellent place to work, consider the companies in the guide.
About the Designation
There is no charge for companies to apply to become an IES Premier Sales Employer. There is no charge to be placed in the guide or to display the badge once a company achieves “IES Premier Sales Employer” status. The IES is uniquely positioned to recognize companies that are exceptional for salespeople to work.
Any company can apply for the IES Premier Sales Employer designation. Once the IES has confirmed that the 10-question application form has been completely filled out, it will be sent to a 3-person judging committee. The judges will review each of the 10 questions, with the applying company’s name hidden,and score each question 1 to 10. If the score is above 70%, the company will be invited to accept this designation and be included on the web site and in the guide.
The annual pdf guide will be published on November 15. It will be updated quarterly on an on-going basis to recognize new companies that achieve this designation. Designations will be acknowledged for the year. For example, the 2020 designation will start in November 2020 and continue through November 2021. Companies need to reapply each year to maintain Premier Sales Employer status
J.G. WENTWORTH
Gary R. Milwit
gmilwit@jgwentworth.com
www.jgwentworth.com
Office: (301) 347-4462
Cell: (301) 367-2622
3PILLAR GLOBAL
Brian Shea
brian.shea@3pillarglobal.com
For career opportunities, please visit www.careers.3pillarglobal.com
RED HAT
Opportunities are open
Visit www.redhat.com/jobs to join our team.
WHY IS YOUR COMPANY A GREAT PLACE TO WORK FOR SALES PROFESSIONALS?
Sales professionals at any company have a passion for helping their customers solve problems. At Red Hat, this passion is fulfilled by connecting the open source development model, one of today’s most powerful sources of technological innovation, with more than 25 years of experience providing enterprise software subscriptions and tailored professional service to help customers transform their businesses.
From on-premise infrastructure to modern, cloud-native application development, Red Hat’s vision of open hybrid cloud positions our sales professionals at the center point between customer challenges and innovative technological solutions. It is a powerful motivational force for our sales teams to know that whatever comes next in this fast-paced world of technological development, Red Hat’s stewardship of open source development and leadership in hybrid cloud enterprise software will position us to help our customers to thrive.
WHAT RECOGNITION PROGRAMS DO YOU HAVE, BOTH BIG AND SMALL?
Working at Red Hat isn’t a zero-sum game. Instead, merit is earned by how well you help others succeed. By calling out great work, acknowledging commitment to company success, and rewarding Red Hatters who go the extra mile, associates feel valued, appreciated and encouraged to do more good work. Some of Red Hat’s sales recognition programs include:
- Global Sales Kickoff Awards and Ceremony, highlighting sales achievements from associates in four regions – North America, APAC, Latin America, and EMEA – with coveted Red Hat Sales Awards
- Chairman’s Award, a peer-nominated award celebrating role model Red Hatters from around the globe
- North American Public Sector Quarterly Awards, a quarterly award program recognizing the public sector sales team and allows sales executives to interact directly with Red Hat leadership
- President’s Club, acknowledging outstanding sales contributions at the end of the calendar year, where winners are honored in a virtual ceremony and receive and financial reward
- Anniversary awards, appreciating dedication and commitment to Red Hat
- Red Hat Ambassador Program, rewarding referrals to expand our talent pool
DESCRIBE YOUR SALES CULTURE.
At Red Hat we are at our best when we live our values—freedom, courage, commitment, and accountability—in balance. Our sales culture focuses on fostering diverse and inclusive environments, knowing that the best answers can come from anywhere in the company.
Our customers often describe Red Hat sales professionals as markedly different from many of our competitors. That’s likely because our training and enablement programs align our Sales team to be well prepared, connected, and focused on understanding our customers’ challenges before making recommendations or seeking commitment to act. Sales knows Red Hat’s future depends on their ability to form meaningful, trust-based relationships with our customers and partners.
Managers are trained to focus on the connection between professional development and high performance. We have an annual internal goal of having 100% of our sales force complete annual professional development planning. We reward high performers through monetary and other rewards programs, and we work with lesser performing professionals to help them strengthen their approach to successful customer engagement.
CVENT
Contact: Michelle Walden
Email: mwalden@cvent.com
Website: www.cvent.com
Phone: (571) 378-7110
WHY IS YOUR COMPANY A GREAT PLACE TO WORK FOR SALES PROFESSIONALS?
Cvent is built on a sales culture from the top down. Sales really drives the company culture which means that sales reps are highly visible and well respected across all departments of the business. Cvent also invests tremendously in sales reps from a training and resource perspective. We provide most Direct Sales Rep (DS) with a one-to-one SDR pairing, a heavy marketing engine, management support, and lots of sales enablement tools to help perform at a high level. We have a sales training program that is second to none to help develop those just starting their sales careers to those who have many years of sales experience as well as a comprehensive sales recognition program that runs constantly throughout the year with plenty of opportunities for reps to grab the spotlight.
WHAT MAKES YOUR OFFICE A FUN & FULFILLING WORK ENVIRONMENT FOR SALES?
One of the best aspects of Cvent is the people we attract and bonds that are created in a fun, yet high performing, culture. Jobs are inherently stressful, especially with so much change over the last two years, but having the right leadership team that engages and listens, contextual support channels for what is current, and cross-functional employees that you enjoying coming to work with makes all the difference and Cvent has built and maintained a culture that prioritizes all of those pillars.
Cvent truly has an “open-door” culture, which keeps employees engaged and collaborating with one another. For those coming into the office, each of our locations sports an open and collaborative layout with very few executive offices to encourage a culture of open communication and employee / management engagement. For remote employees, they are encouraged to directly reach out via video chat to managers, senior executives, or cross-functional employees with no boundaries.
Lastly, Cvent is proud to promote and foster a culture of diversity and inclusion with many Cvent Community Groups including those for women, parents, veterans, LGBTQ+, black, and Jewish employees.
All these things connect sales to other departments on a personal level which contributes to a close-knit office culture. The result is an environment where employees respect and appreciate one another and enjoy coming to work to solve tough problems.
DESCRIBE YOUR SALES ONBOARDING AND ONGOING TRAINING
The Cvent Sales Academy has become a cornerstone for sales rep success. In fact. The program has won multiple awards including a Stevie Award for Sales Training Program of the Year and the 2018 IES Excellence in Sales Training Award. This starts with a 30-day sales onboarding program called Ignite, where every sales rep spends full days in training and does not become market-facing until this training is completed. The next 60 days is a scripted reinforcement training called Launch where reps invest a couple of hours per week in different reinforcement and “second level trainings” in parallel with performing their core job function. The last phase is called Accelerate, which incorporates some mandatory continuing education sessions, as well as optional self-paced programs with a library of over 1000 on-line trainings. This formal training program is supplemented by grass-roots sales meeting and expert led product trainings. As we rolled out our Virtual Meetings technology, we certified over 700 reps, held regular trainings, and hosted a weekly demo jam allowing reps to show off their skills to a broad audience and on a very timely topic and theme – which further helped to position Cvent, and our reps, as innovative and responsive to market and customer needs.
And lastly, because people want to hear a different voice, Cvent employs outside groups such as IES and Toastmasters to provide a variety of training options for sales reps for professional growth.
DATASITE
Visit www.datasite.com to join our team.
DESCRIBE YOUR SALES CULTURE
Datasite’s selling team is culturally diverse and multi-experienced- -with a focus on winning through a team selling approach the company calls “surround the deal.” The sales team routinely promotes best practices to drive additional collaboration, which plays an instrumental role in both organizational and individual seller success.
Datasite’s extreme agility has been key to the sales team’s success. Amidst the pandemic, the team effectively pivoted its sales strategy to adapt to the marketplace by leveraging new use cases. The team participated in robust training to better understand
these new use cases. Additionally, sellers creatively developed new ways to stay connected with clients–from unique events to social hours and workout classes, sellers virtually nurtured relationships and built pipeline while keeping empathy at the forefront of every conversation.
The sales team works hard, but also has fun and enjoys the company of their colleagues, whether in the office or outside of the office for team happy hours, workout classes or virtual networking events.
Communication and transparency are top priorities for Datasite’s sales leadership. The CRO hosts quarterly town halls and, throughout the height of the pandemic, he shared a weekly video update to stay connected and engaged with sellers. In these updates, he reiterated the importance of every seller’s health and well-being, reviewed business performance and celebrated seller win stories.
DESCRIBE YOUR SALES ONBOARDING AND ONGOING TRAINING
Sellers are immediately engaged into Datasite through Sellers’ University — a 90-day onboarding program that includes buyer insights, industry use cases, video content, e-learning and live training sessions facilitated by the company’s sales training team, along with robust product and selling accreditation programs. New sellers are joined by sales trainers and leaders when entering the field to offer extra coaching and ensure the seller feels prepared.
Additional training content–such as industry insights and product knowledge through certification programs–is facilitated to ensure sellers thrive amidst the ever-changing world of M&A and Capital Market Transactions. As a resilient and flexible organization, Datasite provides robust training focused on change management when required. For example, in response to the global pandemic, the company developed a playbook for new use cases to help sellers adapt to the marketplace.
WHAT RECOGNITION PROGRAMS DO YOU HAVE,BOTH BIG AND SMALL?
Accelerator Club: Datasite rewards sellers who overachieve on their performance with its annual Accelerator Club–the company’s most exclusive accolade. This three-day event provides the opportunity to participate in top-level networking, business strategy, philanthropy and celebration with executive leadership and colleagues across all functions of Datasite.
SPIFFs: Sellers who achieve SPIFFs, which are run quarterly, are celebrated and recognized across sales communication channels. Datasite increased its SPIFF velocity in 2020 and 2021, while maintaining financial metrics, to provide sellers additional opportunities to earn cash during the global pandemic.
Bonusly: This reward platform enables employees to virtually give and receive recognition to / from teammates and colleagues across the company.
Sales-to-Service Recognition Program: Recognition isn’t only important to receive, it is also important to give. Each quarter, sellers can nominate a customer service team member who has contributed to their success.
Employee Referral Program: New hires who join Datasite through an employee referral often become top contributors to the company — which is why Datasite offers a comprehensive employee referral program.
JK MOVING
Nick Kloos
Nick.Kloos@jkmoving.com
www.jkmoving.com
(703) 260-3030
WHY IS YOUR COMPANY A GREAT PLACE TO WORK FOR SALES PROFESSIONALS?
JK operates under a set of 7 core values:
1. It’s My Job
2. Be Caring and Courteous
3. Have Moxie!
4. Together We Succeed
5. Commit to Growth
6. Connect the Dots
7. The Bottom Line
These values speak not only to how we do business but how we treat each other. This genuine care and concern are not only
for the success of the organization, but for the success of our peers and teammates. By living these core values every day, our organization is welcoming and encourages personal, professional, and financial growth.
DESCRIBE SOME OF YOUR COMMUNITY INVOLVEMENT
We live by the core values of care of respect – which, to us, means giving back to each other and the communities we live and work in – whether these communities are in our backyards or across the globe. We never want to lose sight of what matters most. Through donations, in-kind service, and volunteering, we support direct services to people in need, accessible education for people of all ages and backgrounds, and assistance to U.S. service members, military families, veterans, and first responders.
Recognizing that hunger was a real need in Loudoun County, VA and surrounding areas, JK Moving Services launched the JK Community Farm in 2018 to help those struggling with food insecurity, including children, senior citizens, families, and individuals in need. Located in Purcellville, VA, the 150-acre Farm is a 501(c)(3) that provides organic fruit, vegetables, and protein to area hunger relief programs and shelters.
JK Moving Services partnered with the Loudoun Wildlife Conservancy to protect an 87-acre parcel of land in northern Loudoun County, near Lucketts, VA. JK purchased the property in 2018 with the intent to place it into conservation easement to protect from development in perpetuity. The Land Trust of Virginia, based in Middleburg, executed the easement for the property, which will be known as JK Wildlife Sanctuary.
JK is committed to sustainable, green moving practices, evident by the over 4 million pounds saved from landfills each year. We deploy numerous strategies and processes that support sustainability, including using plastic reusable crates; re-purposing inventory; and establishing Zero Waste partners where all materials are recycled back into nature or the marketplace in a healthy and environmentally friendly way.
LIST SOME OF THE MARKETING ACTIVITIES YOUR COMPANY DOES TO SUPPORT SALES
JK’s Marketing Department is an integral part of our efforts to cultivate new opportunities. The team is currently comprised of nine full-time employees who support the JK Enterprise. The Commercial Services Team receives support for branding and lead development through analytics and market research, brand awareness campaigns, digital and social media thought leadership content, digital paid- advertisements, network sponsorships, marketing content and collateral (i.e., sales slicks, white papers, branded give away items, etc.), and other related activities. The Marketing Department encourages the Commercial Sales Team to join network association groups such as IFMA, ALA, NOVA ALA, NVTC, CoreNet, Master Minds, and be leaders in these organizations to increase awareness and build relationships within key markets and communities.
AKAMAI
Chelsey Pine
cmusante@akamai.com
www.akamai.com
(617) 274-7210
WHAT RECOGNITION PROGRAMS DO YOU HAVE, BOTH BIG AND SMALL?
Danny Lewin Award: The Danny Lewin Award is the highest honor that Akamai bestows on employees. Winners of the award exemplify the traits that made Danny such a special leader. Courage, sense of urgency, pursue intellectual honesty, passion and commitment to our vision, live by Akamai values at all times.
Akalades: The rewards and recognition program at Akamai, reinforces a culture of celebration and recognition that helps us be a stronger, more connected global organization. In addition to celebrating service anniversaries and new family additions, the program makes it easy to recognize one another for demonstrating our core values: acting with urgency and persistence, integrity and trust, being inclusive, serving One Akamai, putting customers at the forefront of everything we do, and giving back to the communities where we live and work.
Titans Club: Our version of President’s Club which recognizes, rewards, and celebrates Top Sales and Pre-Sales Performers from across the company.
WHAT SALES ENRICHMENT TECHNOLOGIES ARE AVAILABLE TO YOUR SALES PROFESSIONALS?
Akamai sets up new sellers with a new laptop device, a mobile phone plan, use of the latest tools to get the job done; which includes, but is not limited to SFDC, Quip for Account Planning, and productivity tools such as LinkedIn Sales Navigator, WebEx video conference services to name a few…
WHAT ARE SOME SELECT BENEFITS, SUCH AS HEALTH AND WELLNESS PROGRAMS, YOUR COMPANY OFFERS?
US Wellness Programming
- Wellness Rewards & Competitions (rewards will be global in 2021)
- Fitness Tracker Subsidy (almost global, final rollout will be in 2021)
- $500 Wellness Allowance ($300 in APJ, not global)
- Employee Assistance Plan (global)
- Free Biometric Screenings
- Free Flu Shots
- Free Financial Advising
- Free Wellness Coaching
- Fitness Center Discounts
- Bike Share Program Discounts
- Wellness Classes & Workshops (almost global)
- Mental health app (global)
- In 2022 we continued with 6 Wellness days to encourage employees to take the day off and focus on self-care.
A Healthy Community(this could be globally relevant, too) Live classes and onsite events bring people with similar wellness journeys into the same room. Webinars and social channels give employees a virtual space to get together. During our wellness challenges, we motivate one another; competition between colleagues is friendly and fierce.
Healthy Made Easy
Akamai offers on-site amenities such as fitness centers, shower facilities, and wellness rooms (amenities vary by office location). Discounts and subsidies on fitness, weight loss, nutrition, smoking cessation, wearable devices, and bike share programs make being well more affordable.
CARASOFT
Kathy Kelly
Kathy.Kelly@carahsoft.com
www.carahsoft.com/careers
(703) 871-8603
WHY IS YOUR COMPANY A GREAT PLACE TO WORK FOR SALES PROFESSIONALS?
Carahsoft offers sales professionals many opportunities to develop a career in public sector IT market. The company’s employees get the opportunity to work side-by-side with leading IT manufacturers while learning the nuances of the government contracting space. In addition, Carahsoft sources the majority of its sales professionals from recent college graduates, creating an energetic atmosphere across teams, and all leadership permissions are promoted from within. As a top-performing and award-winning sales and marketing company, Carahsoft focuses on delivering value to its customers every day while achieving and exceeding its sales goals. This focus means that sales teams enjoy unrivaled support and a clear sense of purpose and recognition by all levels of leadership.
WHAT ARE SOME SELECT BENEFITS, SUCH AS HEALTH AND WELLNESS PROGRAMS, YOUR COMPANY OFFERS?
Carahsoft prides itself on full integration between sales and marketing teams, co-locating its marketing specialists “in the trenches” with its sales professionals to ensure both ends of the funnel are addressed in a coordinated approach. To support Carahsoft’s different IT solutions partners, its marketing teams generate demand and awareness through a variety of marketing activities, including webinars, email campaigns and industry events, while collaborating with their sales team to identify
and follow up on opportunities resulting from these activities. In addition, they help promote the thought leadership of these partners by featuring their executives in Carahsoft’s Innovation in Government® campaign across radio, TV, print and digital formats.
DESCRIBE YOUR SALES ON-BOARDING AND ONGOING TRAINING
Carahsoft’s sales reps perform in a teamwork-oriented atmosphere that emphasizes common goals across teams and cross-selling initiatives. Since its founding in 2004, Carahsoft’s best practices have been developed internally to match its unique space within the industry, and all employees are encouraged to innovate and build on previous processes to continue improving outcomes. Carahsoft’s leadership from the top down is committed to supporting sales performance and celebrating successes, and the organization is geared toward enabling reps with research, marketing and order management support. Each year, its IT solutions partners recognize the company for driving revenue and crucial impact for their public sector business units, including AWS, VMware, BlackBerry, Dell, Zoom, SolarWinds, MongoDB, Google Cloud, NVIDIA, Broadcom, Red Hat, Splunk and Veritas this year alone. The continued growth and scale of Carahsoft’s sales teams has earned the company recognition in multiple industry award categories within the D.C. Metro Area and nationally.
J.G. WENTWORTH
Gary R. Milwit
gmilwit@jgwentworth.com
www.jgwentworth.com
Office: (301) 347-4462
Cell: (301) 367-2622
WHY IS YOUR COMPANY A GREAT PLACE TO WORK FOR SALES PROFESSIONALS?
The J.G. Wentworth Company’s corporate mission is simple; to help make the financial future of our Customer’s brighter and better
by working with us. To accomplish this mission requires building
a Company Culture that focusses on Sales. More than 60% of our employees are in Sales and more than 70% of all of our employees interact with our customers on a daily basis. Our sales people
are highly trained, they are well coached, and they are the reason why our Customers work with us and keep coming back to us.
Our sales staff all work on Teams, our Directors are sitting with their teams and spend as much time with Customers as their Reps spend. We have physical offices, as well as remote offices. Whether you are in the office or working remote you are part of close knit family.
DESCRIBE YOUR SALES CULTURE
Our Sales Culture focusses on solving the Customer’s problem by making a professional recommendation and measuring production by how many of our Customer’s take our recommendations and using our products. Our Sales Reps are part a 10-15 person team, they have a manager who is part of the production team, and manages up to 6 of the sales Reps on the team. Each team has one Director of Sales, Directors typically sit right in the middle of their team on the sales floor. The design of our teams is the foundation of our sales culture. Everyone is involved, the organization is very flat, and thus our Reps have total access to their Senior level leaders at all time. The Culture has an undercurrent of Coaching or as we like to call it “Ever-boarding”. The Company has won multiple Sales Coaching awards, most recently we won Brainshark.com’s “Sharkie” award for Best Sales Coaching Company in the Country.
DESCRIBE YOUR SALES ON-BOARDING AND ONGOING TRAINING
We have four onboarding programs: 1. Newly hired Sales Onboarding. 2. Customer service and negotiations Onboarding. 3. Remote Sales Team Onboarding. 4. Non-Sales Onboarding. Our On-boarding program is run by the Company’s Learning and Development Team. Our Learning and Development team is led by the former President and COO at Stone Street Capital, which was purchased by the JG Wentworth Company in 2018. The learning and Development staff has a Director of instructional design, a Director of Training who was a former Director of Sales for the Company, and two onboarding specialists both were former top performing sales Reps for the Company. All new hires, regardless of their position spend two full days with our Learning and Development team learning about all of our products, listening to Customer calls, and sitting in on presentations from Company Ambassadors who have been nominated to represent their divisions by the Senior Leadership team. Our newly hired Sales Onboarding program is a comprehensive three week, 120-hour instructor lead classroom learning (virtual and onsite) with supplemental online coursework, and A.I. driven coaching activities for all new hires. Our Customer service and negotiations onboarding program is a two week, 80-hour instruction lead program, and our remote sales onboarding runs simultaneously with our newly hired three-week sales onboarding program. Last year our Learning and Development team onboarding 279 newly hired sales people, and delivered more than 300 hours for 112 Reps of live instructor lead Coaching sessions. In 1Q 2022 Learning and Development has already scheduled 63 coaching sessions for 80 Reps and 10 Managers. In 2021 The J.G. Wentworth Company spent more than $1M for Coaching, Training, Onboarding, and Ever- Boarding programs for our Sales Teams.
3PILLAR GLOBAL
Brian Shea
brian.shea@3pillarglobal.com
For career opportunities, please visit www.careers.3pillarglobal.com
WHY IS YOUR COMPANY A GREAT PLACE TO WORK FOR SALES PROFESSIONALS?
What sets 3Pillar Global apart from other organizations is our focus on ensuring sales professionals have the right mix of internal sales support services to win in a complex selling environment. Whether working with enablement to refine early- stage opportunity strategy or with solutions to co-develop complex, customized proposals, sales professionals succeed at 3Pillar Global as a result of an organization dedicated to and built upon collaboration.
As if an organization dedicated to supporting sales professionals was not enough to show 3Pillar is a great place to sell, the market demand for our services has never been higher. The forced virtualization since the beginning of 2021 has elevated digital product development to a mission-critical priority for every organization.
What more could a sales professional want than to sell for an organization dedicated to their support in a market with record- setting global demand?
DESCRIBE YOUR SALES CULTURE
3Pillar Global’s sales culture is both competitive and supportive. It is built on our core values of outsize impact and open collaboration. The members of our sales team love to be top performers, but also celebrate each others’ wins and use the opportunity to share the learnings of what worked in that deal pursuit. We also see consistent cross-team collaboration when brainstorming complex sales plans like capture strategies.
Our sales teams are segmented by market and led by proven industry leaders that provide both market-specific guidance and buyer introductions to our sales professionals. The market and leadership experience combine to create an environment where both skill coaching and deal coaching are a constant focus.
DESCRIBE YOUR SALES ONBOARDING AND ONGOING TRAINING
3Pillar’s most significant investment in our community are our initiatives to support the development of female technical and leadership talent. We are proud supporters of initiatives like STEM for Her, a local nonprofit encouraging school-age girls to explore the STEM field. In 2019, 3Pillar founded EMPOWERHER, a thought leadership and networking community that hosts events, sends a regular newsletter, and connects women in business and technology around the globe.
Our passion to support these initiatives is driven by the exceptional women within 3Pillar. We pride ourselves on the representation of women across almost all functions, whether sales professionals, engineers, or the executive office. A testament to their exceptionalism, our women leaders are regularly featured in publications like Technical. ly, Forbes, Fortune, CIO Times, and more.
3Pillar also invests in building local business leaders as a member of the Northern Virginia Technology Council (NVTC) and is regularly featured on such lists as Inc.’s “Inc. 5000” list and the Institute of India’s “Great Place to Work” list.
