Director Of Software Sales

We are seeking a Director of Software Sales for a fulltime and direct hire role for one of our amazing accounting software partners in Florida. This is a handson sales role where you will oversee both new sales and customer success.

Responsibilities:

• Target new accounts through direct and personalized outreach follow up on inbound inquiries and create and nurture a strong referral base.
• Work with both strategic alliances and channel partnerships and guide prospects by developing and expanding awareness of their CRM software product.
• Support new account onboarding training and coselling support for partners and channels. Identify and validate opportunities in new markets and product groups as well as for new products and services to the markets they serve.
• Support marketing with uptodate feedback and market intelligence insights.

Requirements:

• 5 years of experience selling CRM or ERP business software from a professional implementation service or major software company.
• Ability to communicate effectively with technical and business professionals.
• Formally trained and experienced sales process methodology like Challenger or Solution Selling
• Experience selling to accounting firms is a plus.
• Experience with Microsoft Dynamics CRM is a plus.
• Ability to do some overnight travel to meet with clients or go to trade shows.
• Business analyst or system implementation experience is a plus.
• Bachelors degree

All qualified applicants will receive consideration for employment without regard to race color national origin age ancestry religion sex sexual orientation gender identity gender expression marital status disability medical condition genetic information pregnancy or military or veteran status. You must be legally authorized to work in the United States without current or future sponsorship.

My notes:

• Role: This role reports right into their President Steve. This is a true business development & hunter role where you will be selling annual contracts to clients. You will help translate customers business vision and strategy into solutions. You will be the only person doing sales across the country. This could grow over time but there are no immediate plans to do so. You will be selling their product to CPA firms and you will be calling on the managing partners of the CPA firms and their IT leaders. They will train you on the product but it will take a selfdriven person to sell it to various CPA firms. They belong to a lot of CPA groups and go to a lot of industry trade shows. You will go to these trade shows and do cold calling as well. The typical Sales cycle is about 3 months but it really depends on the size of the firm they are selling to. Right now they are selling to a lot of firms with 50100 people but they want to sell to ones withusers.
• Product: They are a Microsoft Gold Certified Dynamics CRM partner and a recognized leader in delivering innovative stateoftheart CRM solutions to professional services firms in the cloud or onsite. They were one of the original Microsoft CRM alpha partners and they now have over 14 years of experience in implementing Dynamics CRM. They publish sell and implement CRM for Professionals and their product is used by 2 of the top 10 Accounting firms in the US. They also publish sell and implement Practice Management/PSA for Professionals a complete professional services automation suite built entirely on the Dynamics CRM platform. Their CRM product and PSA product are completely integrated offering the professional service firm one platform to manage prospect and client relationships and service delivery.
• Must Have: You should have at least 5 years of software sales experience and specifically selling CRMs and/or ERPs. They need to be polished and smart enough to conduct themselves with intellectuals. They need CRM selling experience and should understand how a CRM works. They should be a selfdriven and motivated person who understands sales. Youll have access to anything you want and you wont be micromanaged. Anyone that sells Microsoft products are working at small companies and that is ideal but they arent opposed to big companies either. As long as they know what size company they are walking into. They want someone with experience selling to the CSuite at large accounting firms but selling a CRM to larger companies with CSuite presence and experience is also good.
• Remote/Onsite: Its primarily remote but they would like them to come onsite on Mondays in West Palm for their weekly meeting. Other come in from 9:303ish. If they arent local they wont have to come as often but they would like them there for at least the first week.

• Competition: Accounting Practice Management Software: The Top 17 Roundup (futurefirm.co): Accounting Practice Management Software: The Top 17 Roundup (futurefirm.co)

• How much travel: They have about 6 trade shows a year so thats the majority of the travel. They might have to travel to see clients every now and then too.
• Why open: Replacing Tadgh Spradlin that we placed there in 2022. He accepted another role. His LI is
• Interview: Theyll definitely meet with Steve and John Templeton and probably Julie Weil (Marketing Director/HR). They also do a PI and they do a background check.
• Interview questions they might ask:
  • Have you been directly responsible and carried a quota for the sales of business software and professional services
  • What was your most recent software and services quota (s/b 750K 1MM or greater)
  • What CRM systems do you have specific experience with
  • On what sales methodologies have you been trained
  • Tell me about previous experience.
  • What is your sales process
  • Tell me about your past experience in client transitions and exceeding goals.
• Salary/OTE: $150K/year base plus commission.
• New Questions:
  • What is the OTE for this role and was Tadgh hitting that
  • How long is the sales cycle and what is the average sales size
  • How do commissions work and what are the quotas
  • How many clients do you have now that they will be managing and how many new prospects are in the pipeline
  • Where are leads coming from
  • Is there anyone else selling on the team and are there plans to add someone under this person
  • What has changed with your product and how do you rank against to your customers (types of offerings price etc)
  • Is selling accounting software still needed or is any CRM or ERP ok
  • Are you open to someone fully remote or do they still need to come onsite once a month
  • Why did Tadgh leave

PracticePro 365:

• Company overview: Their website is PracticePro 365 the first allin one practice management software enables CPA firms to gain ultimate efficiency by eliminating disparate software systems and data redundancies while facilitating and supporting unbridled growth. Leveraging the leading Microsoft Dynamics 365 and Power Platform PracticePro 365 provides a secure cloudbased solution with unrestricted data capacity 24/7 accessibility data integrity and infinite scalability. PracticePro was specifically designed by a complex multioffice accounting firm to eliminate the need to manage and maintain multiple solutions and software tools and to streamline their operations improve efficiency reduce cost and increase revenue. The first generation of PracticePro 365 was implemented and with their collaboration. Over the years PractiecPro 365 has consistently invested in research and development continually refining its products to meet the evolving needs of our clients. PracticePro 365 was launched to the broader market and today our software is used by thousands of users and the leading allinone practice management solution.

• Our notes on the company: Templeton was originally a Microsoft partner and an initial beta partner of Microsoft CRM. They were looking for a vertical and had nice implementations. PracticePro was originally called Templeton solutions. They use Microsoft Dynamics 365 and they developed this product to work on Dynamics to be a full practice solution. Theyve been PracticePro 365 since 2019 and thats when they officially launched. They are doing well so far and they do practice management for professional services firms like CPAs. The product is essentially complete and the functions are built out and working. They use Templeton as their guinea pig to work out the kinks. They have great acceptance and accolades on their demos.

• Products: They initially built 2 products. One was a CRM for professionals and the other was a practice management product that was built separately. They rewrote the whole thing as one system. They use Microsoft Dynamics on the front end but others are theirs that they built. They do everything from time entry budgeting planning scheduling forecasting workflows tax due dates and processing. They can do new business in CRM as well. Its basically the Swiss army knife of systems and they have no real competitors that do all of this. They have big ideas of where this fits into the market and see this as growing into something huge. They havent publicized this but they have soft plans to rewrite the product in version 2. This will be a separate product that will be apart from the Microsoft365 product. They are an indirect CSP provider with Microsoft and gold partner with them. They eventually want to reduce what they pay Microsoft but that is in the future. They are profitable. They have license fees over $1 million annually right now and they want it to be at least $10 million. Their goal is to grow.

• Competition: Accounting Practice Management Software: The Top 17 Roundup (futurefirm.co): Accounting Practice Management Software: The Top 17 Roundup (futurefirm.co)

• Clients: They work with about 20 companies and are growing significantly. They have a full pipeline right now. Its primarily CPAs.
• Personalities: They want someone that communicates easily with others. Someone who can work well with a small team and be able to have business level discussions. They want people that can implement and deliver. Someone who has opinions and wants to participate. They like nice and honest people rather than arrogant and obnoxious. Someone who can flex and knows when to ask questions or if they need help. Someone who has great work integrity and knows how to communicate effectively. They must be able to effectively work remotely and will reach out when there are issues. Someone who sees the glass half full instead of half empty.

• Benefits: They can be remote most of the week but do need to come onsite one day. They offer medical/dental/vision/life. They have 2 plans with Florida blue. 1 covers employees at 100% and the other they pay $25/check. They have short/long term disability and 401K with discretionary match that is announced at the end of the year. In 2021 the firm matched 50% of the employee deferral up to a maximum of $1500. You might have to wait 3 months to join the 401K. On a calendar year basis (January 1 December 31) employees between 05 years of service accrue 120 hours of PTO. Anything in excess can be taken as unpaid time off. You can roll over 40 hours a year. They pay for parking at the offices when they go onsite. Their new benefits plan starts on Dec 1st. You can join their plan on the first of the month after they start. They get a laptop and any equipment they need. An offer comes out after background check is clear.

• PracticePro Team: Steve Tony (COO) who does more implementation (not direct reports) Jim in sales Julie does HR/Marketing Jose Garcia is Dir of ERP.

Original Job Description:

Director of Sales and Customer Success

YOUR OPPORTUNITY

We are seeking talented and accomplished sales professionals to join our expanding practice located in West Palm Beach Florida. Be the initial trusted advisor to target accounts through direct highly personalized outreach following up inbound inquires and through creating and nurturing strong referral strategic alliance and channel partnerships. Provide guidance to prospects in developing and expanding awareness of and how to leverage PracticePro 365. Support new account onboarding training and coselling support for partners and channels. Identify and validate opportunities in new markets and product groups as well as for new products and services that will keep PracticePro 365 the innovation leader in the markets we serve. Support marketing with up to date and complete feedback and market intelligence insights.

WHO WE ARE

Templeton Solutions is a nationallymanaged Microsoft Gold Certified Dynamics CRM partner and a recognized leader in delivering innovative stateoftheart CRM solutions to professional services firms in the cloud or onsite. Templeton Solutions was one of the original Microsoft CRM alpha partners and now has over 14 years of experience in implementing Dynamics CRM. We publish sell and implement CRM for Professionals used by 2 of the top 10 Accounting firms in the US. We also publish sell and implement Practice Management/PSA for Professionals a complete professional services automation suite built entirely on the Dynamics CRM platform. Our CRM product and PSA product are completely integrated offering the professional service firm one platform to manage prospect and client relationships and service delivery.

CANDIDATE REQUIREMENTS

Required:

• Minimum 5 years of selling either CRM and or ERP business software from a major software publisher and professional implementation services
• Trained and experienced in formal sales pursuit process methodology (Challenger Solution Selling or equivalent)
• Ability to travel overnight throughout North America to perform and support sales activities
• Bachelors degree

Desirable:

• Business analyst or system implementation experience
• Demonstrated ability to communicate effectively with technical and business professionals.
• Microsoft Dynamics CRM experience

Remote Work :

No