Field Sales Executive, Cloud Software Solution Sales
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Job Description
Field Sales Executive driving cloud tax and accounting software sales for Wolters Kluwer. Managing CPA firm accounts, prospecting, presentations, forecasts, and customer growth across VA, WV, and KY.
Responsibilities:
- Learn the full line of Wolters Kluwer Tax & Accounting products, including features, benefits, pricing, intended use, value proposition, and competitive position
- Learn and implement the prescribed sales process and meet sales quotas
- Manage assigned CPA firm accounts and maintain a healthy sales pipeline
- Organize customers by segment and opportunity; research decision-makers and influencers
- Build calling lists, make calls, and maintain information in Salesforce CRM
- Develop new accounts and customers through prospecting and introductory calls
- Establish in-person and virtual meetings; participate in industry meetings, trade shows, and sales meetings
- Conduct group presentations to create interest in products and services
- Grow existing customer business by understanding client needs and conveying the value of existing solutions
- Identify product gaps and issues, work with Product Managers on functional specifications, and manage client expectations
- Improve market share by identifying target-account opportunities and engaging management and executives
- Plan and schedule sales activities efficiently
- Collaborate with colleagues on selling strategies and marketing information
- Resolve account and channel conflicts with sales personnel and the Division Sales Manager
- Develop an Annual Business Plan, pipeline predictions, mid-year business updates, weekly reports, and quarterly forecasts
- Participate in weekly communication with the Divisional Sales Manager
Requirements:
- Bachelor's degree in Business, Accounting, Marketing, or related field; OR, if no degree, 6+ years of software/SaaS field sales experience
- Minimum 5 or more years of B2B sales experience
- Sales experience with on-premise/cloud software, SaaS business application or content information
- Experience developing and qualifying prospect lists
- Track record meeting/exceeding quotas and sales goals
- Experience developing and implementing business plans and forecasts
- Experience converting contacts gained through networking into legitimate business opportunities
- Experience making in-person presentations to prospective clients to explain products and services and their correlation to clients' needs
- Proficiency with CRM tools (i.e. Salesforce.com; SalesLogix)
- Demonstrated proficiency with a consultative sales approach
- Ability to work with a minimum amount of oversight
- Ability to work within a matrixed organization with multiple sales channels
- Prior President's/Club Achiever and multiple sales performance awards
- Formalized sales training (e.g. Challenger Sales, Miller Heiman)
- Ability to work a flexible schedule
- Excellent facilitation skills
- Up to 30% annual travel for client visits and company/industry events and trade shows
Benefits:
- Medical, Dental, & Vision Plans
- 401(k)
- FSA/HSA
- Commuter Benefits
- Tuition Assistance Plan
- Vacation and Sick Time
- Paid Parental Leave
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