Senior Sales Executive - Document Automation Softw...

Summary:

Responsible for further developing the INSURANCE and/or FINANCIAL SERVICES Sector by creating a pipeline of new business opportunities that supports an annual software license target of $2M.  Priority is Northeast with West coast to follow.

Responsibilities:

• Exceed $2MM in annual software revenue, producing quarter by quarter revenue growth through new business opportunities.
• Develop new business opportunities through specific marketing campaigns/seminars using extensive market knowledge and leveraging partner network.
• Develop sector marketing plan with marketing & telemarketing groups.
• Further develop the firm’s value propositions in the Insurance and/or Financial Services Sectors.
• Build understanding and knowledge of firm’s competitive advantage within the sector and be fully confident presenting and demonstrating this to prospects and partners, as well as internally.
• Define firm’s partner strategy in the sector, communicating the value proposition and building productive relationships to develop revenue generating opportunities.
• Manage the commercial & legal negotiation process.
• Map and build senior level relationships across the sector and partner organizations.
• Manage all stages of the bid process to utilize firm’s resources in the most effective way.
• Maintain accurate account, contact and opportunity records in Salesforce.com on a weekly basis and forecast accurately.
• Maintain positive feedback from pre-sales, consulting, F&A and Management teams.

Requirements:

• 5-7 years selling document automation software based solutions into the Insurance and/or Financial Services sectors.
• Solid career management and longevity are essential.
• Candidates must be comfortable with $500K license sales and 9 month sales cycles.
• Proven success in building relationships with key influencers and ability to leverage network in both the Partner and Prospect communities.
• Proven ability to interpret client’s business requirements into the firm’s solution & ROI to create compelling events that will drive buying decisions.
• Excellent presentation, verbal and written communication skills.
• Sound technical understanding of the firm’s solution and how it fits into SOA architecture.
• Ability to demonstrate solution and talk through highlights of the systems architecture.
• Resilient during competitive evaluations and demonstrates robust commercial decision making and negotiating skills.
• Consultative sales approach with an inspirational ‘Can do-will do’ attitude.
• Comfortable with Salesforce.com and Target Account Selling (TAS).
• Ability to travel regularly.
• Understanding of:
  • ECM & BPM Solutions
  • Web and Mobile Content Management
  • CRM (One-to-One marketing, 360’ view of a customer etc)
  • Document Composition / Generation Solutions