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  • Up-sell existing products; new users, modules, licensing changes, etc.
  • Consistently meet or exceed quotas and goals
  • Develop, document and execute strategies to grow accounts and territories
  • Develop, maintain publisher relationships
  • Manage publisher quotas and drive sales to meet goal
  • Possess solid selling skills. Manage effective sales cycles; discovery to final close.
  • Employ strategic and tactical sales methods driving high close rate
  • Coordinate resources and activities
  • Understand pricing and create accurate quotes and proposals
  • Ability to negotiate and close deals in timely and efficient manner
  • Provide accurate forecasting utilizing CRM
  • Maintain current detailed client information in CRM to support Marketing and customer reporting
  • Have understanding of primary ISV products, sales and engagement process and partner relationships
  • Be knowledgeable and leverage Microsoft promotions, campaigns
  • Leverage and maximize marketing campaigns to increase pipeline and close opportunities
  • Ensure that client issues are dealt with in an efficient manner

Education, Certifications and Experience:

  • Four year degree, Advanced degree(s) a plus or equivalent work experience
  • Prior experience selling midmarket ERP software required. Sage X3 preferred. Other acceptable ERPs include Dynamics/D365, Acumatica, Epicor
  • Must have prior experience selling software solutions, consistently meeting or exceeding quotas and goals
  • Professional, assertive, and skilled in managing relationships in their territory
  • Proven presentation, proposal development, and writing skills
  • Prior experience using a CRM system to manage a pipeline preferred, MS CRM experience a plus

Profile for Success:

  • Professional demeanor, executive presence, able to have executive discussion
  • Excellent written, oral and interpersonal communication skills
  • Demonstrated team selling skills including a cooperative approach, flexibility and leadership skills to help drive the sales process
  • Entrepreneurial attitude: self-motivated, self-directed
  • Excellent time management skills: the ability to multitask and prioritize limited time and resources to maximize the return on investment
  • Open minded, desire to learn
  • Quick thinker, creative problem solver
  • Willingness to do some traveling
  • Decision making ability to establish priorities, credibility, and balance with the organization's competing priorities


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