Job Details

Job Description

Meet or exceed vertical/regional revenue quotas by effectively performing sales functions: 75%

• Prospect and create new business through the identification of targeted accounts and developing business through lead generation, cold calling, trade shows, etc. Quickly follow up on sales prospects, as well as leads delivered through our CRM System (salesforce.com), documenting responses. Maintain pipeline goals.
• Establish and execute sales strategies that demonstrate product knowledge, presentation skills and technical understanding that effectively presents our solutions to prospects and customers. Build an effective team, leveraging solutions consultants, to develop targeted presentations and demonstrations which specifically address clients' needs and business problem(s). Lead the team in preparing high quality RFP responses ensuring that all external procurement policies have been satisfied while also insuring that legal, accounting and corporate requirements have been satisfied.
• Continuous enhancement of expertise by industry focused training
• Build and maintain an effective personal network to further build access to information, leads, contacts, etc. Develop effective relationships with key decision makers in assigned target customers.
• Conduct negotiations to secure sales that represent good business within current sales framework, authorities and practices. Prepare offers and legal documentation for approval by appropriate managers, in accordance with corporate levels of authority. Follow company sales processes and appropriately utilizes corporate systems to document transactions and activities.

Support other necessary corporate activities including forecasting, product management and marketing issues, development of sales strategies, and departmental planning. 15%

Build and maintain industry expertise by participating in vertical-specific user groups and by monitoring and reporting on competitor activities and offerings. 10%

Desired Skills & Experience

• 8+ years of directly related experience
• Directly related work results; including demonstrated achievement of progressively higher quota, diversity of business customers and higher level customer interface
• Deep knowledge of our focus industries and our customer's (manufacturing or distribution) business models
• knowledge of competitor products and their customer base
• Viewed as expert in company; sought out by other Sales Executives and/or first level managers for input
• Ability to establish credible relationships with top management in target companies

Interested? Please send your CV to Harald Been: harald.been@infor.com.