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Strategic Software Sales Consultant

2 months ago

Madison Heights, Michigan, United States McNaughton-McKay Full time

Company Overview: Join a leading organization that plays a crucial role in supporting American manufacturing. As a part of our team, you will engage with vital sectors including automotive, plastics, food, beverage, and aerospace, while benefiting from our Employee Stock Ownership Plan (ESOP).

Position Summary: The Strategic Software Sales Consultant is responsible for formulating and executing the regional strategy for software sales in Information Solutions and related Network services. This role involves crafting effective business sales strategies and implementing plans across designated territories to achieve or surpass set revenue and margin targets.

Key Responsibilities:

  • Develop and execute sales strategies aimed at meeting revenue goals by expanding sales within both new and existing accounts.
  • Identify new business opportunities through networking, cold outreach, and various lead generation methods.
  • Oversee the entire sales process, including lead qualification, product demonstrations, proposal development, and negotiations.
  • Foster strong customer relationships to facilitate business growth.
  • Collaborate with clients to create tailored solutions that meet their key performance indicators (KPIs).
  • Effectively communicate project requirements to internal teams to ensure timely delivery of solutions.
  • Utilize systematic thinking to navigate complex business systems and processes.
  • Work closely with internal partners and maintain relationships with external stakeholders to devise strategic approaches and implement necessary technology solutions.
  • Adopt a learner mindset to gain insights into customer operations and apply consultative selling techniques.
  • Guide customer stakeholders in building consensus for our software products and services.
  • Negotiate favorable outcomes in complex discussions involving multiple parties.
  • Exhibit strong communication skills to assist customers in articulating technical solutions while accurately interpreting their requirements.
  • Maintain adherence to established CRM sales processes and report on account activities and opportunity statuses.
  • Formulate an annual regional business plan with specific revenue and margin objectives.
  • Stay informed about industry trends to support our commitment to investing in talent and resources.

Qualifications:

  • A minimum of five years of successful experience in selling complex software solutions, preferably SaaS.
  • Experience with Enterprise software applications such as ERP, MES, Supply Chain, or PLM solutions is advantageous.
  • A strong passion for manufacturing along with a solid understanding of manufacturing processes.
  • Proven ability to systematically address problems and identify customer needs.
  • Experience in utilizing both rational and emotional factors to effectively drive negotiations.
  • Ability to quickly identify key customer stakeholders and build relationships to facilitate deal consensus.
  • A proactive, results-driven mindset with the ability to manage multiple opportunities simultaneously.
  • A Bachelor’s degree in business or a technical field is required; relevant experience may be considered in lieu of formal education.
  • Direct experience and comprehensive knowledge of renewable technologies and systems is preferred.

This position reports to the Regional Services & Solutions Manager. We are an equal opportunity employer and do not discriminate based on any protected characteristic.