Field Sales Executive, Wolters Kluwer

• You are an ideal candidate if you have a demonstratable track record of success in sales and strong working knowledge and understanding of CPA firms--specifically in the Audit space
• Bachelor's Degree in Business, Accounting, Marketing, or related field; OR, if no degree, 6+ years of software/SaaS field sales experience in a similar role
• 5 or more years of B2B sales experience, including:
• Developing and qualifying prospect lists
• Consistently achieving/exceeding quotas and goals
• Developing and executing business plans and forecasts
• Translating contacts gained through extensive networking into legitimate business opportunities
• Making in-person presentations to prospective clients to explain the business' products and services and their alignment with the client's needs
• Proficiency with CRM tools (i.e. Salesforce.com; Saleslogix)
• Demonstrated proficiency with a consultative sales approach
• Ability to work independently with a minimum amount of oversight
• Formalized sales training (e.g. Challenger Sales, Miller Heiman)
• Detail-oriented and ability to handle multiple top priorities
• Ability to function in a fast-paced, collaborative and matrixed organization
• Strong work ethic and passion for excellence
• Ability to work flexible schedule
• Excellent facilitation skills and ability to influence--drives for collaboration but not necessarily consensus

Desirable

• As a Field Sales Executive – Audit/Migrations; you will be responsible for partnering extensively with regional Field Sales Executives and Managers to identify and close new Audit solutions sales, meeting or exceeding quota, as well as strategically migrating existing customers from our on-Premise Audit solution to our Cloud based solution
• You will be the face and subject matter expert for Audit solutions and represent your assigned teams by creating pipeline and reporting to senior leaders across the business
• Additionally, you will partner with the Audit product team to ensure proper messaging to the market and sellers, as well as influence pricing and packaging to ensure we are attracting the right market opportunities
• You will also partner with our Learning & Development team to ensure that we are training our Field sales force on the right talk track within the Audit space and ensure skill development of our team members that ultimately lead to increased pipeline and sales of Audit solutions
• You will report to the Manager, Field Sales Specialty – Tax & Accounting North America
• Opportunity Identification - Proactively assess clients audit needs and pain points to uncover growth opportunities and provide Sales Executives with strategic insights that can drive sales and account expansion
• New Business/ New Logo - Identify, nurture and close net new logo customers within the Audit suite of solutions
• Relationship Development - Establish and maintain strong, long-term relationships with clients and key industry stakeholders. Act as the trusted point of contact for audit- related inquiries to ensure high levels of client satisfaction
• Sales Skills/Experience – Partnering with regional Field Sales Executives, identify and close new audit sales. Utilizing these sales skills/experience to close these opportunities timely and at the expected price point the business has set forth, ensuring annual sales quotas are met or exceeded
• Client Partnerships - Collaborate with Field Sales Executives to engage with prospective and existing clients, offering expert audit solutions and identifying opportunities for cross-sell within the Audit sector, including migrations of our on-prem products to our cloud-based solutions
• Consultative Support - Serve as a trusted advisor on audit-related matters, providing guidance to clients on regulatory compliance, audit best practices and solutions that meet their unique requirements
• Product Feedback - Through the lens of the customer, provide product organization ongoing feedback on product performance and enhancements
• Industry Knowledge - Compile data on marketing trends, competitive products/ pricing and create an ongoing cadence of reporting up to management