Job Overview:

Responsible for meeting and/or exceeding the Company’s annual revenue and booking quota for assigned territory and partner alignment.  Identifies and develops opportunities to expand relationship with existing customers and partners by selling additional SAP Fieldglass products and services.  Develops sales opportunities through prospecting, marketing, and leveraging, Client Development Representative, Client Executive and third party relationships. Reports to the Director, Client Account Executives.

Responsibilities:

• Achieve sales objectives through expanding the existing customer footprint and sales of additional services.
• Manage sales process through qualification, needs analysis, product demonstration, negotiation and close.
• Develop and maintain an effective business, sales, and marketing plan for assigned client list.
• Partner with Account Executive, Managed Services Providers and Sales Engineers to develop and execute effective account plans, revenue, retention and growth strategies.
• Accurately qualify and prepare Sales Engineering and Professional Services staff in advance of customer demonstrations and presentations.
• Develop and maintain a high level of knowledge about SAP Fieldglass' products and services, marketplace served, competitive landscape, and other business issues relevant to the position.
• Properly forecast monthly, quarterly, and annual revenue numbers for assigned clients.
• Document all sales contacts and activities in SAP Fieldglass’ sales tools and systems, prepare reports, manage pipeline and perform other tasks necessary to drive sales revenue and communicate activities to Sales management.
• Provide constant feedback to Sales management on the client environment.
• Share input with other departments in preparing sales materials and technical publications.
• Be an active team player both on the sales team and throughout SAP Fieldglass to help meet company objectives.
• Be aware of, and comply with, all corporate policies.

Education, Experience & Training required:

• BA in a business or technical related area of study
• Minimum of 7-10 years’ experience selling SaaS solutions, ideally in ‘hunter’ and/or ‘farmer’ role
• Knowledgeable in MSP, Staffing and Services Procurement
• Consultative sales experience
• Ability to pass a background check.

Job Specific Specialized Knowledge & Skills:

• Demonstrated ability to develop and maintain effective business, sales, and marketing plans.
• Proven track record achieving/exceeding quota targets
• Strong knowledge of workforce and vendor management solutions
• Demonstrated ability to successfully negotiate complex contracts.
• Strong ability to create sales presentation messages, positioning statements, and other sales collateral.
• Strong business acumen.
• Demonstrated ability to work both independently and as a collaborative team achieve goals.
• Ability to perform in a dynamic and fast-paced environment.
• Interacts with sales, marketing and external partners.
• Flexibility in work schedule is required.
• Various means of travel is required, including air 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
• 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