Job Description

Key Responsibilities:

• Accountable for meeting or exceeding assigned sales objectives on a monthly and annual basis.
• Develop an annual business plan updated on a quarterly basis including plans by product, geography and action plans to capitalize on new opportunities.
• Develop and manage sales funnel to analyze and manage pipeline activity and monitor sales activity against assigned quotas.
• Maintains both tangible near term actions and longer term strategic direction to increase growth and sustainable revenues.
• Thoroughly understands and significantly influences the customer's decision-making process and leads the customer to positive decisions.
• Develop articulate value propositions and execute in the field.
• Review complex customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provides specific solution recommendations.
• Ongoing coordination with all ONE ECM teams (solutions, marketing, engineering, operations, legal, sales and finance) to identify opportunities and ensure alignment of department objectives.
• Acquire and integrate industry knowledge related to general trends, emerging technologies, & competitors.
• Maintain contact with the customer, resolve problems, and seek additional opportunities to meet needs.
• Perform sales presentations to match ONE ECM products with identified needs.
• Provide timely and accurate business volume forecasts and other reports.
• Participates in various headquarter/regional planning and training activities.
• Maintain a mastery of segment, products and industry applications.
• Manage personal expenses in line with ONE ECM expense policies.
• Other duties as assigned.

Minimum Requirements:

• 5-8 years of enterprise software sales experience. GCC experience would a plus
• 3 years of experience in effectively leading a cross-functional team of technical, services and partner personnel in a complex enterprise software sale and implementation.
• Proven hunter and farmer background (i.e. sold initial departmental opportunities as well as seven figure multi-level enterprise transactions)
• Strong evidence of self-sufficiency - creating and working a plan to drive revenue from assigned territory. Demonstrated history of developing their own pipeline equal to 3X.

Skills Required