Field Sales Executive, Cloud Software Solution Sales Floater Remote

Wolters Kluwer•USA-TX-Remote, NV

1d•$71,300 - $124,500•Remote

About The Position

The Field Sales Executive, Floater for Wolters Kluwer Tax & Accounting is responsible for driving profitable sales growth and providing temporary coverage in assigned CPA firms across multiple territories, while meeting or exceeding sales goals. The role involves learning and selling the full line of Tax & Accounting products and services, managing accounts and prospect pipelines, developing customer relationships, identifying product needs and market opportunities, and coordinating with colleagues and sales leadership. The position reports to the Divisional Manager, Field Sales. The role may be performed from a remote home office anywhere in the Central, Pacific, or Mountain time zones. Travel of up to 30% annually is required for client visits and company or industry events and trade shows. Applicants may be required to appear onsite at a Wolters Kluwer office during recruitment.

Requirements

Bachelor's degree in Business, Accounting, Marketing, or a related field, or at least 6 years of software/SaaS field sales experience if no degree.
At least 5 years of B2B sales experience.
Sales experience with on-premise or cloud software, SaaS business applications, or content information.
Experience developing and qualifying prospect lists.
A track record of meeting or exceeding quotas and sales goals.
Experience developing and implementing business plans and forecasts.
Ability to convert contacts gained through networking into legitimate business opportunities.
Experience making in-person presentations to prospective clients about products and services and how they relate to client needs.
Proficiency with CRM tools such as Salesforce.com or SalesLogix.
Demonstrated proficiency with a consultative sales approach.
Ability to work with minimal oversight and within a matrixed organization with multiple sales channels.
Ability to work a flexible schedule.
Excellent facilitation skills, with the ability to work toward collaboration without requiring agreement.

Nice To Haves

Prior President's/Club Achiever recognition and multiple sales performance awards.
Formalized sales training, such as Challenger Sales or Miller Heiman.

Responsibilities

Learn the full line of Tax & Accounting products, including features, benefits, pricing, intended use, value proposition, and competitive position; complete the prescribed new-hire training and self-study on schedule.
Learn and implement the prescribed sales process and meet sales quotas.
Manage an assigned account list and maintain a healthy sales pipeline by organizing customers by segment and opportunity, researching decision-makers and influencers, preparing calling lists, making calls, and maintaining Salesforce CRM records to required standards.
Develop new accounts and customers through prospecting and introductory calls, arranging in-person and virtual meetings, participating in industry meetings, trade shows, and sales meetings, and giving group presentations.
Grow existing customer business by contacting or meeting clients, understanding their needs, and conveying the value of existing Wolters Kluwer solutions.
Identify product gaps and issues, work with Product Managers to translate unmet client requirements into functional specifications, and manage client expectations about product enhancements.
Improve market share in the territory by identifying opportunities in target accounts using competitive products and engaging client management and executives about business issues.
Plan and schedule sales activities, grouping activities logically to manage time and resources toward sales goals.
Collaborate with colleagues to share selling strategies and marketing information.
Work with other sales personnel and the Division Sales Manager to address account and channel conflicts.
Develop an Annual Business Plan based on pipeline predictions, provide a mid-year business update, prepare weekly reports and quarterly forecasts, and participate in weekly communication with the Divisional Sales Manager.