Enterprise Software Sales Professional

19 hours ago

Peachtree Corners, Georgia, United States McNaughton-McKay Full time
Job Title: Enterprise Software Sales Executive

McNaughton-McKay Electric Company is seeking an experienced Enterprise Software Sales Executive to develop and implement the regional strategy for Information Solutions software sales and associated Network services and solutions.

Key Responsibilities:
  • Design and implement sales strategies to meet revenue objectives by growing sales at new and existing accounts.
  • Prospect new opportunities through networking, cold calling, and other lead generation techniques.
  • Manage the sales cycle, perform lead qualification, arrange, and provide demonstrations, quote and proposal development activities, as well as lead any negotiation or closing.
  • Be customer-oriented with the ability to start, maintain, and grow new business relationships.
  • Work collaboratively with customers to develop relevant solutions that address their KPIs.
  • Be able to articulate customer scope and timing requirements to the project manager and assure deliverables are met on time.
  • Be a systematic thinker that can understand complex business systems, processes, and can take a logical approach to securing business.
  • Collaborate with internal partners, as well as develop and maintain relationships with external partners to create strategic approaches, develop required technology solutions, and conceive implementation plans.
  • Apply a learner mindset and inquiry to understand the customer's business. Then apply consultative selling techniques to provide unique knowledge and perspectives regarding the customer's industry and business.
  • Couch customer stakeholders and build consensus for Information Solutions products and services within their organization.
  • Negotiate mutually favorable outcomes in complex negotiations with multiple parties.
  • Be an effective communicator, able to assist customers in presenting technical solutions, while listening, defining, and interpreting customer requirements for our project team.
  • Have excellent communication skills and be able to adapt quickly to alter the delivery style, content, and messaging for all levels of an organization.
  • Follow established and documented CRM disciplined sales and communication processes.
  • Report account activity, opportunity status, and other details.
  • Develop an annual regional business plan with defined revenue and margin goals.
  • Stay abreast of industry trends and strategies to support our investment in people and resources.
Requirements:
  • Five plus years of success selling complex software solutions (SaaS strongly preferred).
  • Experience selling Enterprise software applications, including ERP, MES, Supply Chain or PLM solutions to process manufacturers, a plus.
  • A passion for manufacturing and a sound understanding of manufacturing processes and functions.
  • Ability to systematically solve problems and hypothesize possible customer pain points, expectations, and needs.
  • Experience using rational and emotional drivers to comfortably drive negotiations with customers, and ability to effectively set and deliver realistic expectations to customers.
  • Ability to identify the right customer stakeholders and build connections quickly to drive consensus for deals; work cooperatively with a wide range of internal stakeholders for deal success.
  • Hunter mentality with a relentless drive to achieve results; independent and self-directed and takes initiative with minimal direction or supervision; Demonstrated ability to lead and manage multiple opportunities concurrently.
  • Ability to travel up to 50% with overnight stays.
  • Bachelor's degree in business or a technical field required; 7-10 years of relevant experience will be considered in lieu of required education.
  • Direct experience and extensive knowledge of renewable technologies related technologies and systems.
Travel Requirements:

Some regional and local travel required. Some overnight travel required.

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