We are a global leader in Business Process Management and Analysis solutions. Our products automate, measure, and improve business processes across customers, employees and partners. Our enterprise class solutions are used by thousands of customers in many countries, with particular strength in financial services, government and insurance.

Job Description:

This position requires a consultative sales approach where perceived value is established over a short amount of time. As part of the sales process, activities will include, but are not limited to:

• Assist in the development and execution of campaigns (e.g. follow-ups from events, direct mail / database campaigns, customer base programs, etc.) to achieve campaign and monthly goals.
• Be able to articulate key solution messages appropriate for target verticals and individuals within target organizations.
• Secure meetings with decision makers at target accounts by executing campaigns using telephone and email marketing.
• Work closely with the Field Sales Team in developing and managing opportunities through the duration of the sales cycle.
• Execute lead nurturing programs via phone and email.  Stay in touch with key prospects through a combination of various marketing touches depending on the prospect’s position in the technology buying cycle.
• Track lead activity in Salesforce.com contact management database.
• Develop a comprehensive understanding of markets, business, software and service offerings.
• Develop and execute a team-based sales and account strategy to drive enterprise sales opportunities and achieve assigned quarterly and annual sales quotas in assigned verticals / territories.
• Develop a strong understanding of assigned markets and the key business drivers and business processes to support identification and development of customer solution opportunities.
• Capitalize on existing leads by assisting in closing sales and expanding opportunities.
• Lead and manage the direct sales process from initial target account identification, planning, qualification, solution positioning, resulting in the closure of large-scale enterprise sales opportunities.

Requirements:

• Proven track record of achieving quarterly sales targets
• Experience selling business application software preferred
• Understand and explain the application of enterprise software to business problems
• Understand customers’ strategic business objectives
• Excellent communication skills over the telephone
• Self-initiating and driven to assist in closing opportunities
• Develop sales proposals
• Navigate a prospect’s organization using tools such as LinkedIn, Jigsaw, Hoovers, etc.
• Actively participate in the preparation and execution of sales plans, events, and campaigns
• Able to work in fast paced sales environment, highly motivated, ambitious, results driven
• Must have 5+ years of experience with enterprise/consultative solution selling to business and IT executives of Business Process Management, Workflow, Data Management, Enterprise Resource Planning, Customer Relationship Management solutions.
• Prefer experience with a complex technology solution sales requiring close coordination between sales, pre-sales support and professional services.
• Prefer consistent top 10% sales performer.

Knowledge and professional skills:

• Consultative and strategic selling skills
• Knowledge and familiarity with most enterprise computing environments
• Effective time management skills
• Strong written and verbal communication skills, interpersonal skills, and decision making skills
• Ability to listen/identify customer’s need and present feasible solutions.
• Proven expertise in solution sales methodology on the enterprise level.
• Highly self-sufficient with strong interpersonal skills.
• Knowledge of Microsoft Office; Salesforce.com