Field Sales Executive, Cloud Software Solution Sales
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Job Description
Field Sales Executive driving cloud tax and accounting software sales to CPA firms for Wolters Kluwer. Managing accounts, prospecting, presentations, forecasts, and customer growth across Long Island and North Jersey.
Responsibilities:
- Learn the full line of 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 account list and maintain account information in Salesforce CRM
- Build calling lists, conduct prospecting and introductory calls, and schedule in-person or 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 contacting or meeting clients and conveying the value of Wolters Kluwer solutions
- Identify product gaps and issues, work with Product Managers on functional specifications, and manage client expectations for enhancements
- Improve market share by identifying target-account opportunities and engaging management and executive-level contacts
- Plan and schedule sales activities to accomplish goals efficiently
- Collaborate with colleagues to exchange 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 update, 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
- 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
- Proficiency with CRM tools (e.g., 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
- Work 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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