Enterprise Sales Executive RemoteHome Office Anywhere Reports to: CEO/Head of Sales
What you will do: A successful Enterprise Sales Executive for Optima ECM Consulting will be a seasoned new business sales hunter and individual contributor with proven abilities in strategic and consultative software services sales for enterprise accounts. The ideal candidate will have experience selling spend management and/or content management related software and services in the SAP ecosystem to fortune 10,000 companies. Experience should include building strong relationships with senior business and IT executives; driving value with business solutions; execution of complex sales cycles; leading and winning complex negotiations; and ensuring high degrees of customer satisfaction and repeat business. This solution-focused professional will be responsible for identifying and running sales cycles for new opportunities with prospective clients nationwide.
The Enterprise Sales Executive will position and sell leading spend management, content management, and related Optima Consulting solutions and services in the SAP ecosystem (Ariba, Taulia, Fieldglass, OpenText). The Sales Executive will participate in strategic account planning sessions, territory reviews, and deal specific account strategy calls to increase Optima’s competitive position. Once solution deals are qualified, and building on prior information discovery sessions, conduct scoping sessions with C-level executives and their direct reports to identify and recommend implementation scope, including phasing and pricing.
What’s in it for you:
Opportunity! You will be working with an established and respected services consulting company in the SAP ecosystem. As an SAP Gold partner, Optima ECM Consulting has built a reputation for excellence and is considered a valued strategic partner to SAP and its customers. Our alliance partnership with SAP and our direct marketing efforts with our potential customers, will help you to build a robust pipeline of sales. You will be rewarded with a competitive compensation package and commission plan.
Work Environment If you are self-motivated and self-managing, this is a great opportunity to have the flexibility to work from a home office while building a great portfolio of clients. You will be equipped with the tools and support to be successful and the excellent benefits of an established organization.
Primary Duties and Responsibilities:
Drive new logo revenue within assigned sales territory – owning and closing deals to meet or exceed quota and sales targets
Responsible for territory coverage, forecasting, planning & strategy and effectively communicating and updating plan with key stakeholders
Build account plans, develop and maintain a quality pipeline of services opportunities. Communicate your progress weekly.
Work closely with the Sales Engineer(s)/Architects to answer RFPs and manage deal requirements to closure.
Update CRM with customer intelligence and maintain accuracy of CRM data for pipeline management on a weekly basis
Deliver value focused/ results-oriented proposals working with the services execution team to build solutions and win-win relationships.
Work with Optima partners, both internally and externally, and other key stakeholders on deal execution as needed
Focus on ensuring customer needs are understood and addressed in the sales process. Ensure Optima is viewed as a strategic advisor to our customers
Develop deep solution understanding in designated product areas
Demand generation planning and execution to meet required revenue targets
Work closely with the marketing team to providing insights that will enhance lead generation campaigns
Prospect, cold call and build a funnel of sales opportunities to ensure meeting sales goals in named accounts
At least 5-7 years of successful experience selling enterprise software or services
Experience selling SAP ISBN Cloud Solutions (Ariba, Taulia and Fieldglass), OpenText Solutions is a plus
A strong ERP sales background in procurement, finance, or supply chain areas is preferred
Strong business analysis, solution crafting, interaction management, and presentation skills
Depth of knowledge of selling strategies, development of proposals, contracts, close plans and statements of work for professional services
Proven ability and track record of exceeding sales quotas and navigate complex enterprise sales cycles.
Proven ability to develop executive level relationships. Strong communication and negotiation skills required
Outstanding written and oral communication skills to liaise between the user community, executive sponsors, partners, and the Optima team
Open to work in a dynamic and challenging environment
Willingness to travel (up to 25%)
Skills you’ll use on a regular basis in this role:
Negotiation and Influencing Others
Creative and Innovative
We’re looking for people who align with Optima’s Core Values:
Have a passion for excellence – you always deliver quality work for your clients and each other, on time, and to the best of your ability. You don’t cut corners.
Create remarkable client experience – you do the right thing for your clients and you consistently seek ways to add value to their business.
Be a pioneer – you are original and creative in your thinking. To you, innovation and ingenuity is a mindset – a hard wired desire to improve things.
Get it done – you can be counted on to fulfill every objective you take on. Your teammates and clients know they can trust you to get the job done.
Win as a team – you can be a great teammate, mentor and cheerleader to support your team. You’re committed to enhancing your team and creating an opportunity for growth.
Have fun – you love what you do and have fun while you do it and celebrate successes along the way.
Base salary plus monthly sales commission compensation based on the defined Accountability and Performance Measures in the Sales Executive Agreement and eligibility for Optima’s Profit-Sharing Bonus Plan.
In exchange for your contribution to the team, you can expect to receive:
Medical and Dental (employee premiums 100% covered)
Company paid life insurance (1x annual salary covered)
Voluntary life insurance
Aflac (with employer contribution)
Short Term Disability (company paid)
3 weeks paid vacation
12 paid holidays + company paid holiday closure
401(k) employer match
Contribution toward HSA account
Career path planning
Living the Values employee recognition
NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.