Field Sales Executive, Software Solution Sales

📋 Description

• Acquire comprehensive knowledge of Tax & Accounting products, including their features, benefits, pricing, intended applications, value proposition, and competitive positioning by participating in and engaging with the training program designed for new hires.

• Understand and apply the sales process for Tax & Accounting products and services by staying updated on the established sales procedures and achieving sales targets.

• Oversee an assigned list of accounts that fosters a robust sales pipeline by evaluating the provided target list; categorizing customers by segment and opportunity (e.g., size, type of firm); gathering contact details for decision-makers and influencers; creating daily and weekly calling schedules, making the necessary calls; and maintaining data within Salesforce CRM adhering to timing and content standards.

• Drive the development of new accounts/customers to achieve continuous sales objectives through prospecting and introductory calls to arrange a full schedule of in-person and virtual meetings; engage in industry gatherings, trade shows, and sales meetings; and conduct group presentations to generate interest in products and services.

• Expand business with existing customers to meet ongoing sales targets by connecting with clients to understand their needs and communicate the value provided by current WK solutions.

• Contribute to the development of new products and resolution of issues that address customer needs by identifying gaps where current products fall short of client requirements; collaborate with Product Managers to convert unmet client needs into functional specifications; and manage client expectations regarding the timing, delivery, and scope of product enhancements.

• Enhance TAA market share within the territory by spotting opportunities in target accounts utilizing competitive products and engaging our client accounts at the management and executive levels to identify business challenges.

• Effectively manage time and resources to achieve sales targets by strategically planning and scheduling all necessary sales activities and logically grouping activities (e.g., conducting in-person meetings in the same location on the same or consecutive days).

• Collaborate with colleagues to share information, including selling strategies and marketing insights.

• Work alongside other sales team members and the Division Sales Manager to resolve account/channel conflicts.

• Formulate an Annual Business Plan based on precise pipeline forecasts, mid-year business updates, weekly reports, and quarterly predictions.

• Engage in weekly communication with the Divisional Sales Manager.

⛳️ Requirements

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

• A minimum of 5 years of B2B sales experience.

• Experience in sales of on-premise/cloud software, SaaS business applications, or content information.

• Skills in developing and qualifying prospect lists.

• Proven track record of meeting or exceeding quotas and sales objectives.

• Experience in developing and executing business plans and forecasts.

• Ability to convert contacts made through networking into viable business opportunities.

• Competence in delivering in-person presentations to potential clients to explain products and services and their alignment with our client's needs.

• Proficiency with CRM tools (e.g., Salesforce.com; SalesLogix).

🏝️ Benefits

• Medical, Dental, & Vision Plans

• 401(k)

• FSA/HSA

• Commuter Benefits

• Tuition Assistance Plan

• Vacation and Sick Time

• Paid Parental Leave