Field Sales Executive, Corporate Software (Indirect Tax) *Remote
Wolters Kluwer
- USA
- Permanent
- Full-time
- Learns the full line of Tax & Accounting products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in product training sessions for new hires; completing all self-study reading, exercises, and activities in the prescribed timeline
- Learns and executes the sales process for Tax & Accounting products and services by staying fully informed of the prescribed sales process
- Partners with Strategic Solution Consultant and Client Solution Consultant to develop and process opportunities to closure
- Drives new or existing deals by conducting discovery meetings, performing demonstrations, developing pricing presentations, and scheduling follow-up meetings with clients/prospects
- Contributes to new product development and issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements; works with Product Managers to translate unmet client requirements into business and functional specifications; manages client expectations on the timing, delivery and scope of product enhancements
- Improves TAA market share within the territory by identifying departments/business lines in target accounts using competitive products and engaging the client account at the management and executive level to identify business issues
- Manages time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activities (e.g., grouping activities logically -- in-person meetings in the same locale on the same or consecutive days)
- Collaborates with colleagues to exchange information such as selling strategies and marketing information
- Works with other sales personnel and Division Sales Manager to address account/channel conflicts in a professional manner
- Develops an Annual Business Plan based on accurate pipeline predictions, mid-year business update, weekly reports and quarterly forecasts
- Engages in weekly communication with Division Sales Manager
- Performs other duties as assigned
- Advanced professional communication skills (written and verbal)
- Demonstrated track record of consistently achieving/exceeding sales quotas and goals
- Experience using a consultative sales approach
- Proficiency with Salesforce or other comparable CRM application
- Experience working with Channel & IPs regarding the following ERP’s: Microsoft Dynamics NAV, SAP and Oracle
- Prior Enterprise sales experience within a multi-divisional organization with various sales channels
- Tax & Accounting industry sales experience or sales to the Accounting/Finance functional area
- Working knowledge of Sales and Use Tax industry concepts and terminology
- Working knowledge of GAAP and tax and/or accounting concepts and terminology
- Consistent President’s/Chairman’s Club or other comparable sales performance awards and career achievements
- Ability to work independently with a minimum amount of oversight
- Formalized sales training (e.g. Challenger Sales)
- Detail-oriented and ability to handle multiple top priorities
- Ability to function in a fast-paced, collaborative, and matrixed organization
- Strong work ethic and passion for excellence
- Ability to work flexible schedule as business priorities shift
- Excellent facilitation skills and ability to influence--drives for collaboration but not necessarily consensus
- Up to 50% within assigned territory