Hybrid SaaS Field Sales Exec – Accounting Solutions

Wolters Kluwer; Coppell (TX); Hybrid; USD 71,000 - 124,000; Full time

Job summary

Wolters Kluwer in Coppell, TX is seeking a Field Sales Executive, Floater to drive profitable sales growth within an established CPA firm account base. The role requires weekly hybrid work from the Coppell office and travel up to 30% for client visits and industry events.

You will learn the Tax & Accounting product line, follow the prescribed sales process, build and manage a healthy pipeline in Salesforce, and collaborate with Product Managers to translate client needs into enhancements.

Qualifications

• 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).

Responsibilities

• 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; 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.
• 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

Skills

Consultative selling

Quota attainment

Prospecting

Forecasting

Presentation skills

Team collaboration

Education

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

Tools

Salesforce

SalesLogix

Job description

Wolters Kluwer in Coppell, TX is seeking a Field Sales Executive, Floater to drive profitable sales growth within an established CPA firm account base. The role requires weekly hybrid work from the Coppell office and travel up to 30% for client visits and industry events.

You will learn the Tax & Accounting product line, follow the prescribed sales process, build and manage a healthy pipeline in Salesforce, and collaborate with Product Managers to translate client needs into enhancements.