Active Disclosure Account Executive

ViziRecruiter,LLC.; Houston (TX); On-site; USD 140,000 - 210,000; Full time

Job summary

Donnelley Financial Solutions (DFIN) in Houston, TX seeks an ActiveDisclosure Salesperson to drive a robust pipeline of enterprise software opportunities and collaborate with field Sales Executives and Account Managers to secure wins.

You will qualify leads, manage complex sales cycles, and present a compelling ROI to CFOs and other executives, coordinating with Implementation and Post-Sale teams to ensure smooth handoffs and client success.

Qualifications

• 5-7 years of quota carrying, technology based sales experience.
• Proven track record of B2B solution selling to all management levels up to the C-suite.
• Experience in meeting and exceeding quotas or annual sales targets of at least $2M.
• Experience tracking a sales pipeline using sales automation software (Salesforce.com preferred).
• CPA highly desired but not required; experience selling to CFO’s office encouraged.
• Proven ability to sell enterprise software licensing and/or projects in the $50-500k range with yearly results of $2M or greater.
• Ability to prospect, develop and close software opportunities.
• Thorough understanding of the enterprise software needs of finance and compliance teams.
• General understanding of the financial and/or regulatory disclosure process.
• Strong verbal and written communication skills with a focus on negotiation, needs analysis, positioning, business justification, and closing techniques.

Responsibilities

• Build and maintain a strong understanding of the ActiveDisclosure product line and related services.
• Develop and maintain relationships with sales delivery team members within your territory.
• Prospect and qualify sales leads, coordinating with the DFIN field sales team.
• Manage and track sales opportunities and forecasts within Salesforce.com, providing reports to leadership.
• Manage a complex sales cycle, starting with the needs assessment process for each prospect and determining fit for our solutions.
• Identify buying roles within each prospect account and develop a suitable sales execution plan.
• Educate prospects on the value of ActiveDisclosure and how it addresses their needs.
• Engage the Implementation team at appropriate stages to assess technical needs and prepare an implementation plan.
• Prepare and deliver sales quotes to the prospect.
• Work with Sales Executives to successfully close opportunities.
• Coordinate with Post-Sale and Services teams to hand off new clients.

Skills

B2B sales

C-suite selling

Negotiation

Forecasting

Education

CPA certification

Tools

Salesforce.com

Job description

Introduction

Donnelley Financial Solutions (DFIN) is the leading provider of innovative, software and technology-enabled financial regulatory and compliance solutions. Supporting every stage of our clients’ business and investment lifecycle, DFIN provides regulatory filing and transactional deal solutions to public and private companies, mutual funds, and other regulated investment firms.

Overview

Donnelley Financial Solutions (DFIN) is a leader in risk and compliance solutions, providing insightful technology, industry expertise and data insights to clients across the globe. We’re here to help you make smarter decisions with insightful technology, industry expertise and data insights at every stage of your business and investment lifecycles. As markets fluctuate, regulations evolve and technology advances, we’re there. And through it all, we deliver confidence with the right solutions in moments that matter.
DFIN ActiveDisclosure℠ is a financial reporting solution specifically designed for companies that rely on the Microsoft Office® productivity suite to draft, collaborate and finalize SEC disclosures. ActiveDisclosure helps streamline content creation, review and distribution improving efficiency, governance and the overall quality of all financial reports. The ActiveDisclosure Salesperson at DFIN is a member of the sales delivery team for the ActiveDisclosure product line. Generally, this role is responsible for managing a pipeline of sales opportunities, working directly with field Sales Executives and Account Managers with prospect engagement, selling directly and utilizing teams to deliver client wins.

Responsibilities

• Build and maintain a strong understanding of the product and services associated with the ActiveDisclosure product line.
• Develop and maintain relationships with sales delivery team members including Regional Managing Directors, field Sales Executives, and Account Managers within your territory.
• Prospect and qualify sales leads, coordinating as required with the DFIN field sales team.
• Manage and track sales opportunities and forecasts within Salesforce.com, providing reports to the Director of Sales as requested.
• Manage a complex sales cycle, starting with the needs assessment process for each prospect, identifying pain points and determining the fit for our solutions.
• Identify various buying roles within each prospect account and develop a suitable sales execution plan.
• Educate prospects on the value of an ActiveDisclosure solution and how it addresses their needs.
• As needed, engage the Implementation team at the appropriate stage of the sales cycle to assess technical needs and prepare an implementation plan.
• Prepare and deliver sales quotes to the prospect.
• Work with Sales Executives to successfully close opportunities.
• Coordinate with the Post-Sale and Services team to hand off new clients.

Requirements

• 5 - 7 years of quota carrying, technology based sales experience.
• Proven track record of B2B solution selling with demonstrated ability to sell to all levels of management up to, and including, the C-suite.
• Experience in meeting and exceeding quotas or annual sales targets of at least $2M.
• Experience tracking a sales pipeline using sales automation software (Salesforce.com preferred).
• CPA highly desired but not required, experience selling to the CFO’s office also encouraged.
• Proven ability to sell enterprise software licensing and/or projects in the $50-500k range with yearly results of $2M or greater.
• Ability to prospect, develop and close software opportunities.
• Thorough understanding of the enterprise software needs of finance and compliance teams.
• General understanding of the financial and/or regulatory disclosure process.
• Strong verbal and written communication skills with a focus on negotiation, needs analysis, positioning, business justification, and closing techniques.
• Superior presentation skills.
• A broad understanding of the financial close process and the SEC filing process is desired.
• An in-depth understanding of the technology used by public companies for external reporting.