Exceed monthly, quarterly, and annual sales targets
Create and execute Field Sales Campaigns to create demand
Prospect, build pipeline and sell the Platform to strategic clients.
Maintain a high velocity of sales activity with a focus on qualification and closing
Manage a full pipeline of 20+ opportunities at all times
Implement our Sales Best Practices.
Build out an account penetration model that encourages multi-angle access into key accounts.
Develop an Account Plan for identified strategic accounts, then drive the execution of that plan to success.
Align overall value messaging targeted towards the chief economic buyer in target accounts.
Engage with C-level prospects to position strategic value proposition and quarterback the deal to closure.
Develop and deliver world class Executive Sales proposals to C-level prospects.
Adopt the concept of Business Value Selling within the context of the Challenger Sale model.
Orchestrate client and internal teams to collaboratively build Joint Vision Roadmaps outlining the value that we will deliver and the investments the client will need to make.
Provide pro-active, trusted thought leadership to target accounts.
Co-sell with Resellers and Alliance Partners as needed (Resellers and Partners are acquired and managed by the Alliances team out of headquarters).
Forecast accurately (benchmark +/- 10%).
Minimum 2+ years of direct sales experience in the software industry.
Consistent track record of achieving / exceeding sales quota.
Strong executive presence – very comfortable with C-level executives, especially CEOs and CFOs.
Expertise in managing a large pipeline with ability to close consistently.
Ability to prospect within assigned accounts.
Organized and specific experience with strategic account planning.
Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions.”
Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client.
Equally successful at engaging with all levels in an organization (bottom up & top down).
Assertive, Passionate, Persuasive, Positive, Consultative, loves to compete and win.
Great at building relationships and working within a team-selling environment.
Excellent oral and written communication skills.
Experience with selling SaaS solutions.
Spend management or Accounts Payable domain expertise is an advantage.