This role is a key member of our Sales team, reporting to the CRO. The main responsibilities for this role are retaining, renewing and growing a book of business. This is executed by developing long-term relationships and connecting with key business executives and stakeholders with the goal of expanding our presence in the video content management market.
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JOB SPECIFIC STANDARDS
Essential Functions
Achieve quarterly sales targets and solution mix targets
Proficiency in presenting EMS products and solutions
Qualify and close sales opportunities
Field initial prospect calls
Outbound calls for prospecting within existing client base
Research markets and sales opportunities
Assist in sales proposal development and writing of customer proposals
Create and deliver sales presentations
Create and maintain sales status of all prospects
Maintain current account, contact and opportunity history in Salesforce
Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations.
Build and manage a robust pipeline of new and upsell enterprise accounts in Salesforce with a high degree of forecast accuracy and visibility into account activity.
Effectively identify use cases for a software solution and build a compelling business case tailored to the prospect.
Exercise sound business judgement, creativity and resourcefulness in the pursuit of strategic accounts.
Develop a thorough knowledge of a complex technology platform and ability to launch into a demo with the end user in mind.
Performs other duties as required
Secondary Responsibilities
Coordinate and participate in trade shows as appropriate
Arrange and execute Demonstration Days at client sites
Assist in other promotional opportunities as developed
Work closely with all sales team members, marketing team and customer support team
SKILLS AND ABILITIES:
Proven success in prospecting, qualifying and closing sales
Experience managing pipeline, forecast, and executing sales process
Demonstrable executive level presence and communication skills
Self-motivated team player who has fresh ideas and thrives on team success
Self-starter who takes the initiative to get things done
Good organizational skills
Teamwork and integrity
Good writing skills, good phone manner and interpersonal skills
Reliable, time and deadline conscious
Up to 75% travel required
EDUCATION AND EXPERIENCE:
CRM experience required
Bachelor’s degree or equivalent
Experience with Salesforce.com is a plus
3+ years experience in education technology, healthcare, or software sales is a plus
Proficient in MS Word, Excel, PowerPoint and Teams
Experience being responsible for customer retention and renewal in a SaaS environment
