Field Sales Executive, Software Solution Sales - Floater

wk; Coppell (TX); Hybrid; USD 90,000 - 130,000; Full time

Job summary

Wolters Kluwer Tax & Accounting US, based in Coppell, TX, is seeking a Field Sales Executive to drive growth for CPA firms and manage a healthy sales pipeline. The role is hybrid with weekly office presence and up to 30% travel for client visits.

You will learn the full Tax & Accounting product line, implement the prescribed sales process, and maintain Salesforce CRM while coordinating with Product Managers to translate client needs into enhancements.

Qualifications

• 5+ years of B2B field/outside sales experience.
• Sales experience with on-premise/cloud software or SaaS applications.
• Proven ability to develop and qualify prospect lists and meet quotas.

Responsibilities

• Learn full line of Tax & Accounting products and benefits.
• Manage assigned accounts, build pipeline, and conduct meetings.
• Promote new business and grow existing client relationships.
• Maintain Salesforce CRM and collaborate with Product Managers.

Skills

Consultative selling

Field sales

Prospecting

Negotiation

Education

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

6+ years software/SaaS field sales experience (alternative to degree)

Tools

Salesforce

SalesLogix

Job description

***This is a hybrid role requiring working from our Coppell, TX office on a weekly basis ***

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.

As a Field Sales Executive, Floater for Wolters Kluwer Tax & Accounting , you will have primary responsibility for driving profitable sales growth and providing auxiliary support within an assigned established account base of CPA firms. You will report to the Divisional Manager, Field Sales. Specific job responsibilities are outlined below:

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 field/outside sales experience, including:
• Sales experience with on-premise/cloud software, SaaS business applications or content information
• Developing and qualifying prospect lists
• Track record meeting/exceeding quotas and sales goals
• Developing and implementing business plans and forecasts
• Converting contacts gained through networking into legitimate business opportunities
• Making in-person presentations to prospective clients to explain products and services and their correlation with our client's needs
• Proficiency 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

#LI-Hybrid

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in in