Senior Sales Executive - Document Automation Softw...

SUMMARY

Responsible for further developing the relevant Industry Sector (financial services, insurance, government, etc.) by creating a pipeline of new business opportunities that supports an annual software license target of $2M.

MAJOR 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 Financial Services Sector.

·         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

QUALIFICATIONS & CHARACTERISTICS

·         5-7 years selling document automation software based solutions into the Financial Services sector

·         Solid career management and longevity are essential (candidates who move every 1-2 years will not be considered)

·         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:

o ECM & BPM Solutions

o Web and Mobile Content Management

o CRM (One-to-One marketing, 360’ view of a customer etc)

o Document Composition / Generation Solutions