USA-IL-Riverwoods-Lake Cook Rd
Full Time Posted 27 days ago
powertofly approved What Wolters Kluwer Has to Offer:

CAREERS AT WOLTERS KLUWER

Human impact that moves society.

Your work will help professionals make critical decisions that impact the lives of millions of people and shape society for the future.

Overview


Responsible for generating revenue within an organizational unit by closing national account sales, which are named accounts critical to the company in terms of market share growth and other business goals. Sells products/services directly to end users primarily via face-to-face contact. Manages complex, global or high-profile sales accounts. Plans own territory or account approach and has input into colleagues’ approaches. Manages own and often others' resources and may serve as team lead for a small team

Job Description

The Senior Field Sales Executive for Enablon is responsible for creating and closing new logo sales opportunities in Enablon's chosen key vertical industries -- which are the oil and gas, pharmaceutical, chemical, food and beverage, aerospace, technology and manufacturing sectors. This includes building a solid working relationship with each customer to identify their needs, building proposals and implementation plans that address those needs, and closing mutually acceptable contract terms such that the annual quota bookings goal is achieved.

Key Responsibilities


•Manage sales through forecasting, account resource allocation, account strategy, and planning
•Develop solution proposals encompassing all aspects of the product. Develop, present and sell a value proposition
•Negotiate product/service terms based on discretion in line with department policies and guidelines
•Manage complex or high-profile territories and/or accounts
•Conduct regular status and strategy meetings with the customers’ senior management to understand their needs and link them to the organization's product/service strategies
•Travel to and attend conferences, events and customer meetings as required

Essential Duties and Responsibilities

* Leverages extensive industry, product and customer knowledge to build strategic sales plans that establish Enablon as a vendor in new logo accounts

* Learns and maintains a deep understanding of Enablon products, services, customers, and the EHS and risk industry as a whole

* Develops strategic plans to support the achievement of sales goals

* Continuously seeks sales opportunities within assigned accounts through regular active prospecting

* Executes and finalizes the sales process to meet bookings targets

* Handles financial and value selling information well so as to position the ROI and TCO for Enablon positively

* Sells strategic targeted products to meet assigned goal

* Maximizes revenue for Enablon products

* Manages time and resources effectively to accomplish sales goals

* Participates in organizational activities to meet or exceed company objectives

* Maintains performance standards while working remotely

* Maintains Salesforce.com (CRM) accurately with pipeline and activity information

* Ability to coordinate and work well with a diverse team of presales, product, services, management and partner staff

Job Qualifications

Education:

Minimum: Bachelor's Degree or related discipline; OR, if no degree, 7 years of outside sales experience. Preferred: Master's Degree in Business Administration, experience in the EHS and risk sectors

Experience:

Minimum: 7-10+ years of outside strategic sales experience in a SaaS environment selling into national accounts, including:

* Experience networking and prospecting

* Experience interacting with people at all levels of an organization (including C-level executives)

* Demonstrated experience conveying value proposition to clients

* Experience creating presentations and complex proposals

* Experience managing high-level contract negotiations with C-level executives

* Proven experience meeting or exceeding sales and revenue targets

* Excellent communication skills including successfully communicating with technical and non-technical audiences

* Excellent presentation skills including, experience with organization and planning

* Experience with Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook)

* Experience utilizing Customer Relationship Management software

* Excellent interpersonal skills, working with a wide range of people at all levels

* Recognized as an expert in one or more areas with an external reputation within industry

Travel:

 Over 40% Travel can be expected in this role for client-facing activity

Mission
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Senior Field Sales Executive