Enterprise Sales Executive – Product Stewardship
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Job Description
Enterprise Sales Executive responsible for identifying and closing new business for Sphera’s Product Stewardship solutions. Focused on selling to Enterprise accounts and driving revenue growth in the chemical compliance sector.
Responsibilities:
- Sell to Enterprise accounts, with a focus on hunting new accounts.
- Executing against yearly sales goals.
- Qualifying and disqualifying new business opportunities while identifying customer pain.
- Delivering executive Sphera point of view dialogue.
- Hunting activities (includes cold calling, conferences, trade shows etc.).
- Cross functional collaboration with Account Managers.
- Maintaining accurate forecasts.
- Accountability for driving revenue growth across Sphera's Product Stewardship business lines, including Chemical Management and SDS Authoring.
- Identification of revenue drivers and metrics - creating visibility with all market owners on revenue trends and actions to drive revenues to plan.
- Develop in-depth understanding of our Product Stewardship software and the value it delivers to our clients.
- Deliver solution presentations to key customers.
- Develop enterprise software license proposals.
- Negotiate enterprise software contracts.
- Learning customer decision process.
- Creating closing plans for forecasted business.
- Close business in a timely manner.
- Fully comprehend the Sphera unique value proposition.
Requirements:
- A minimum of 5+ years of successful experience in selling Enterprise Software and Technology solutions to the Global 2000.
- Experience working with or selling to, the chemical industry as well as discrete and process manufacturing clients.
- Understanding the pain points associated with managing compliance data in these sectors.
- An understanding of chemical compliance, specifically around Safety Data Sheet Authoring and the process of Managing & Handling Chemicals.
- Demonstrated success in closing large and complex sales; encourages and contributes to creative deal making; actively leverages role to close sales through appropriate sales channels and partners.
- Strong hunter skills.
- Experience should include negotiations, successful partnerships and/or joint ventures.
- Has implemented successful sales strategies in changing markets.
- Understands the product sales cycle and challenges, including the strategies of competitors, and leverages this knowledge to hone sales strategies.
- Appropriately adapts and leverages products, services and operations to effectively compete in competitive markets.
- Assigns the highest priority to customer satisfaction.
- Listens to customers.
- Has personally closed major deals and is well known and respected, maintaining effective interpersonal relationships with the key decision-makers in customer organizations.
- Enjoys interaction with customers and prospects and is a person that our salespeople would welcome to participate in the sales process.
- Demonstrated ability to work effectively in a team-oriented environment and ability to navigate and excel in a complex, heavily matrixed organization.
- Demonstrated relationship management skills are essential, including the ability to relate successfully to a variety of people externally and internally, and to form strong relationships with key decision makers.
- Proficiency with MS applications required (Excel, Word and PowerPoint).
- Will demonstrate a desire to function as an entrepreneur within Sphera, and will not rely on large staffs to support their efforts.
- Consistently met or surpassed yearly quota.
- Familiarity with MEDDPICC Sales Methodology.
- Bilingual - German and English Speaker.
Benefits:
- Sphera is proud to be an Equal Opportunity Employer.
- We celebrate diversity and are committed to creating an inclusive environment for all colleagues.
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