Massachusetts Green Jobs

Basic Function

The Senior Sales Representative is a quota-carrying team member responsible for working with smaller size customers across financial services and specialty industries to position and sell CS products. This person is responsible for working directly with customers to understand their needs, identify relevant CS (Compliance Solutions) products to address these needs, communicate the value proposition of such products, and facilitate all activities to complete a deal (pricing, quote, contract, etc.). This position is largely a "new logos", prospecting role, combined with some account management. The sales representative will engage in Solution Consulting to provide deeper product knowledge and expertise. This person is accountable to achieve their quota for the assigned book of business, adhere to the defined sales methodology, processes and policies that govern the sales process, and develop or maintain customer relationships.

Essential Duties and responsibilities

• Running an assigned territory, prospecting new accounts, closing sales

• Oversees and manages customer relationships for an assigned book of accounts

• Effectively prioritizes and responds to inbound leads or customer requests for information

• Leverages SFDC data and account insights to identify, pursue, and close opportunities to retain existing business (e.g., renewals), cross-sell or up-sell at existing customers, or create business with new customers

• Maintains a clean and accurate pipeline in CRM

• Understands and articulates value propositions of CS offerings; collaborate with product managers or Technical Sales as needed to source deep technical expertise

• Adheres to defined sales methodology and sales processes including steps to configure, price, quote products and services, draft, negotiate and close contracts

• Delivers against individual quotas

• Builds internal relationships and develop collaborative team with Solution Sales function to effectively serve assigned book of accounts

• Assists Service with escalated customer issues, as needed (e.g., payment, supply issues)

Other Duties

• Performs other duties as assigned by sales leadership

Job Qualifications

Education:

• Bachelor’s degree or equivalent job-related experience

Experience:

• 3+ years of B2B commissioned sales

• Experience in inside sales preferred

• Experience in the financial services, or lending compliance industries preferred

• 2+ years of selling experience (owning a territory and quota accountability)

Other Knowledge, Skills, Abilities or Certifications:

• Strong alignment to owning a number, having an assigned territory, learning products, managing a pipeline, forecasting, as well as chasing new logos/new business development opportunities

• Account Management (general knowledge of customer’s business, decision makers, and purchasing process, driving new business opportunities with existing customers)

• Cross-sell, up-sell, or pursue renewal transactions with customers

• Identify when account requires additional assistance and migrate to face-to-face account

• Solution presentation skills (virtual by phone or video)

• Prioritize multiple priorities across various accounts

• Interpersonal skills, ability to virtually build stakeholder relationships

• Ability to work in an extremely collaborative, team environment

• Professional demeanor in oral and written communications

• Self-motivated; proactive and perseverant mindset

• Passion for and ability to learn and develop sales skillsets

• Experience with demonstrated capacity to learn new information

• High-energy, problem solving, burning desire to win and succeed

Travel requirements

• 10-20% travel expectations

Physical Demands

• Normal office environment

The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They are not intended to be an exhaustive list of all duties and responsibilities and requirements.

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EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.