Enterprise Sales Executive

1 month ago

Austin, United States Baxter Planning Full time
Job DescriptionJob Description

The Enterprise Sales Executive is client-facing and responsible for prospecting and qualifying Enterprise accounts.  This role will support a deal team responsible for the full sales cycle including proposing, negotiating, and closing deals for Baxter Planning’s growing portfolio of SaaS products and services. 

Job Responsibilities:

  • Create, manage, and drive to closure a funnel of leads and opportunities while maintaining up to date information in Salesforce.com.
  • Work closely with Baxter Planning executives including CRO, VP, Enterprise Sales, and Enterprise Sales Director to strategize on and monetize key deals.
  • Work with key prospects and clients to explore their business challenges and strategic initiatives with the goal of converting these companies to new Baxter Planning customers.
  • Identify opportunities and build strategic relationships that will drive sales over an expanded sales cycle with C-suite level executives.
  • Represent Baxter Planning’s solution portfolio by leveraging company collateral to deliver value propositions, proposals, contracts, etc.
  • Demonstrate thorough knowledge of enterprise SaaS solutions (such as scaling, Cloud, security) and how to overcome objections with knowledge of competitor platforms/costs.
  • Coordinate with Sales Engineering and other company resources to complete product configurations, build compelling business cases, and ensure successful demonstrations of Baxter’s solutions and benefits.
  • Identify issues/problems/challenges that might affect potential deals and develop an effective plan to address these hurdles with viable solutions.

Achieve Sales Bookings Goals

  • Achieve annual quota sales bookings of Annual Recurring Revenue (ARR) and Implementation Revenue.
  • Forecast accurately and develop a sales plan that achieves sales quotas.
  • Prepare, analyze, and maintain records of individual sales goals.

Administration

  • Follow Baxter Planning sales methodology and processes for qualifying and closing accounts.
  • Build and establish a targeted prospect list for future business (using client profiling, vertical market data analysis, partner leads and other techniques).
  • Represent Baxter Planning at key market events including trade shows, conferences, etc.

Additional Qualifications:

  • Supply chain software experience preferred, particularly related to aftermarket / service sector.
  • Demonstrated understanding of strategic business and financial principles.  Experience with revenue models, forecasting, sales metrics, negotiation, operations, and cost management.
  • Strong leadership, analytical, and management skills.  Ability to drive sales results in a matrixed environment across multiple functions.
  • Outstanding executive-level interpersonal, oral, and written communication skills.  Ability to establish relationships with executives and team members alike.
  • Flexibility to operate well in a dynamic, high-growth environment.
  • Ability to effectively reflect and reinforce Baxter Planning’s cultural values and norms.
  • Track record of sales performance with an industry leading ERP or supply chain centric SaaS provider preferred.
  • Impeccable ethical standards and professional behavior.
  • Physical/stamina: ability to transport personal luggage and sit for long periods of time in the air or driving to client sites.
  • Minimum undergraduate degree.

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