Field Sales Executive, Cloud Software Solution Sales *Floater* Remote

C T Corporation System (DE); United States; Remote; USD 90,000 - 130,000; Full time

Job summary

Wolters Kluwer Tax & Accounting US is seeking a results-driven software sales professional to learn our Tax & Accounting product lines and drive new business growth. Remote work is supported within US time zones, with up to 30% travel.

The ideal candidate has 5+ years of B2B SaaS sales, a consultative approach, strong CRM proficiency, and a proven track record of meeting quotas. Bachelor's degree preferred.

Qualifications

• Bachelor's degree in Business, Accounting, Marketing, or related field (or 6+ years software/SaaS field sales)
• 5+ years of B2B software/SaaS field sales experience
• Proven track record of meeting/exceeding quotas and sales goals
• Proficiency with CRM tools (e.g. Salesforce.com; SalesLogix)

Responsibilities

• Learn full line of Tax & Accounting products including features, benefits, pricing, intended use, value proposition and competitive position.
• Learn and implement the sales process for Tax & Accounting products and services and meet sales quotas.
• Manage assigned account list to support a healthy sales pipeline, research decision-makers, build calling lists, and maintain information in Salesforce CRM.

Skills

Consultative sales

CRM tools

Education

Bachelor's degree in Business, Accounting, Marketing, or related field

Tools

Salesforce

SalesLogix

Job description

You may work from a remote home office location anywhere in the Central, Pacific or Mountain time zones.

The digital future has arrived and the tax and accounting professions are changing rapidly. Professionals today have different needs, expectations and capabilities. In addition to accuracy, they need greater mobility, simplicity and speed. These needs place a premium on access to active intelligence, agile systems and integrated workflow solutions -- in short "Best in Process" solutions. This is precisely the value that Wolters Kluwer, Tax & Accounting US delivers to professionals.

What you'll be doing:

• Learn full line of Tax & Accounting products including; features, benefits, pricing, intended use, value proposition and competitive position to serve clients by attending and engaging in training program for new hires; complete all self-study reading, exercises, and activities in the prescribed timeline.
• Learn and implement the sales process for Tax & Accounting products and services by staying informed of the prescribed sales process and meets sales quotas.
• Manage assigned account list that supports a healthy sales pipeline by reviewing target list provided; organize customers by segment and opportunity (e.g., size, type of firm); research contact information for decision-makers and influencers; build daily and weekly calling lists, making corresponding calls; and maintain information within Salesforce CRM following timing and content standards.
• Promote new account/customer development to meet ongoing sales goals and conduct prospecting/introductory calls to establish full calendar of in-person/virtual meetings; participate in industry meetings, trade shows and sales meetings; and conduct group presentations to create interest in products and services.
• Grow existing customer business to meet ongoing sales goals by contacting or meeting with clients to stay informed of their needs, and convey the value provided by existing WK solutions.
• Contribute to new product development and issue resolution that meets customer needs by identifying gaps/issues where current products do not meet client requirements; work with Product Managers to translate unmet client requirements into functional specifications; manage client expectations on the timing, delivery and scope of product enhancements.
• Improve TAA market share within the territory by identifying opportunities in target accounts using competitive products and engaging our client accounts at the management and executive level to identify business issues.
• Manage time and resources to accomplish sales goals by planning for and scheduling all required sales activity and grouping activities logically (e.g., in-person meetings in the same locale on the same or consecutive days)
• Collaborate with colleagues to exchange information such as selling strategies and marketing information.
• Work with other sales personnel and Division Sales Manager to address account/channel conflicts.
• Develop an Annual Business Plan based on accurate pipeline predictions, mid-year business update, weekly reports and quarterly forecasts. Participate in weekly communication with Divisional Sales Manager

You’re a great if you have:

Education:

• Bachelor's degree in Business, Accounting, Marketing, or related field; OR, if no degree, 6+ years of software/SaaS field sales experience.

Minimum Experience:

• 5 or more years of B2B sales experience, including:Sales experience with on-premise/cloud software, SaaS business application or content informationDeveloping and qualifying prospect listsTrack record meeting/exceeding quotas and sales goalsDeveloping and implementing business plans and forecastsConverting contacts gained through networking into legitimate business opportunitiesMaking in-person presentations to prospective clients to explain products and services and their correlation with our client's needsProficiency with CRM tools (i.e. Salesforce.com; SalesLogix)

Other Knowledge, Skills, Abilities and Certifications:

• Demonstrated proficiency with a consultative sales approach
• Work with a minimum amount of oversight
• Work within a matrixed organization with multiple sales channels
• Prior President's/Club Achiever and multiple sales performance awards
• Formalized sales training (e.g. Challenger Sales, Miller Heiman)
• Work flexible schedule
• Excellent facilitation skills--work toward collaboration but not necessarily agreement

TRAVEL

• Up to 30% annually for client visits and company/industry events and trade shows