Regional Sales Executive, National Accounts

Overview:
Responsible for meeting and/or exceeding the Company's annual sales quota for assigned territory, selling Concur products and services directly to prospective customers. Reports to Regional Sales Director.

Responsibilities:
• Achieve sales objectives primarily through sales to new customers and also through sales of additional services to existing customers
• Identify sales opportunities through direct prospecting, lead follow up, networking and partner relationships
• Manage sales process through qualification, needs analysis, product demonstration, negotiation and close
• Work closely with pre-sales team to develop effective sales strategies
• Develop and maintain a high level of knowledge about Concur's products and services
• Develops and maintains an effective business, sales and marketing plan for assigned territory
• Develop and maintain an understanding of the territory, marketplace, competitive offerings and other. business issues relevant to the position
• Use effective time and territory management to maximize results by consistently maintaining a reasonable number of new weekly face-to-face prospect meetings
• Develop and maintain relationships with third party vendors to increase direct selling opportunities
• Respond to RFPs/RFIs, coordinating and organizing input from multiple sources within Concur
• Properly forecasts monthly, quarterly and annual revenue numbers for assigned territory
• Document daily sales activities in sales force automation tool, prepare reports, manage pipeline and perform other tasks necessary to drive sales revenue and communicate activities to sales management
• Be an active team player both on the sales team and throughout Concur to help meet company objectives
• Provide feedback from field experience to sales management as well as internal cross-functional teams with regard to product, selling, competitive, etc. matters
• Interacts with sales, marketing and external customers
• Operates under moderate supervision
• Be aware of, and comply with, all corporate policies

Qualifications:
Education, Experience & Training required:
• BA/BS or equivalent experience
• 3+ years successful business-to-business software or web-based solution sales experience, preferably to Accounting departments
• Documented success achieving and exceeding assigned quotas
• Consultative sales training


• Ability to pass a background check

Job Specific Specialized Knowledge & Skills:
• Highly motivated and able to work independently
• Creative problem solver
• Excellent written and verbal communication skills with an emphasis on persuasion and presentation abilities
• Excellent telephone skills
• Sales experience with financial/accounting applications is a strong plus
• Strong business acumen
• Excellent PC and Internet skills, including experience using Microsoft Office, Outlook, sales force automation tools and web presentation applications (Webex, Placeware, etc.)
• This is a home office based position
• Job involves 25% to 35% travel

Critical Performance Competencies:
• Demonstrates different influence styles as appropriate to situation while maintaining positive relationships
• Builds and maintains trusting relationships with associates and customers
• Effectively transfers thoughts and expresses ideas using speech, and listening skills to influences others and gain support
• Adjust to new, different, or changing requirements
• Listens with objectivity and checks for understanding
• Persists despite obstacles and opposition or set backs
• Competitive, high achiever
• Holds self accountable for results
• Conveys a sense of urgency and drives issues to closure

Value Competencies
• Displays passion for & responsibility to the customer
• Hires, develops & rewards great people
• Displays leadership through innovation in everything you do
• Displays a passion for what you do and a drive to improve
• Displays a relentless commitment to win
• Displays personal & corporate integrity

EEO:
• Equal Opportunity Employer, M/F/D/V.

Physical and Cognitive or Mental Requirements:
Major job activities - physical requirements:
• Use of computer and keyboard for extended periods of time on most or all workdays
• Use of telephone - throughout the workday as needed to conduct business
• Working under time pressure
• Working rapidly for long periods
• Communicating and interacting with others

Major job activities - mental requirements:
• Multiple concurrent tasks
• Ability to perform under stress
• Reading and comprehension
• Writing
• Problem solving
• Confidentiality
• Customer contact

Working environment (where major activities are carried out):
• Indoors in an office or control room
• Travel required

Working hours:


• 40+ hours per week will typically be necessary to accomplish performance objectives and to provide satisfactory job presence and/or responsiveness
• Flexibility as to the specific working hours may be required or available


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