Sales Executive, Client Development

Overview:
Responsible for meeting and/ or exceeding the Company's annual revenue quota for customer accounts in assigned territory. Identifies, develops and closes new business opportunities within existing client base. Through strategic account sales planning and team selling, develops and closes revenue opportunities for new services and upgrade services, following established sales process and methodology. Reports to the Senior Strategic Account Sales Executive.

This position can be located remotely in any US location.

Responsibilities:
• Consistently negotiates and closes new services and upgrade services within existing client base.
• Develops and maintains an effective business and account management sales plan for accounts in assigned region.
• Follows established sales process and methodology.
• Properly forecasts monthly, quarterly and annual revenue numbers for assigned territory.
• Documents all sales contacts and activities in CRM application.
• Effectively demonstrates and presents Concur's Corporate Expense Management Solutions.
• Develops sales strategies that link prospect's business drivers to Concur's services.
• Establishes feedback mechanisms from customers and partners to the Marketing department.
• Provides constant feedback to Sales management on the customer account environment.
• Accurately qualifies and prepares Pre-Sales Consultants and Services staff for customer demonstrations and presentations.
• Shares input with other departments in preparing sales materials and technical publications.
• 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 in business or technical related area of study
• Minimum of 3 -5 years of selling license software and or on-demand services in cross-vertical markets
• Experience selling ERP or financial solutions desirable
• Ability to pass a background check.

Job Specific Specialized Knowledge & Skills:
• Successful experience in identifying, qualifying and closing new business within existing client base and accounts.
• Demonstrated knowledge of software direct and reseller sales channels.
• Knowledge of industry travel and entertainment products.


• Demonstrated ability to successfully negotiate complex contracts.
• Strong ability to create sales presentation messages, positioning statement and other sales collateral.
• Demonstrated ability to work independently and achieve goals.
• Comfortable working over the phone.
• Ability to perform in a dynamic and fast-paced environment.
• Flexibility in work schedule is required.
• 20+% travel.
• Various means of travel, including air travel is required.

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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