Field Sales Executive, Cloud Software Solution Sales Remote

Wolters Kluwer•USA-LA-Remote, MS

1d•$71,300 - $124,500•Remote

About The Position

The Field Sales Executive for Wolters Kluwer Tax & Accounting US is responsible for driving profitable sales growth within an assigned established account base of CPA firms. The role focuses on learning and selling the full line of Tax & Accounting products and services, managing the sales pipeline and customer relationships, developing new business, growing existing accounts, and improving market share within an assigned territory. The position reports to the Divisional Manager, Field Sales and may be performed from a remote home office in Louisiana, Oklahoma, or Mississippi. Travel of up to 30% annually is required for client visits and company or industry events and trade shows. The role involves following the prescribed sales process, meeting sales quotas, maintaining account and customer activity in Salesforce CRM, and collaborating with colleagues, product managers, and sales leadership. The Field Sales Executive also contributes client feedback to product development and issue resolution, manages account or channel conflicts, and develops business plans, pipeline predictions, updates, reports, and forecasts.

Requirements

Bachelor's degree in Business, Accounting, Marketing, or a related field; alternatively, 6 or more 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 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 and explaining products and services in relation 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 necessarily requiring agreement.
Willingness to travel up to 30% annually for client visits and company or industry events and trade shows.

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 Tax & Accounting product line, including features, benefits, pricing, intended use, value proposition, and competitive position, by completing new-hire training and prescribed self-study.
Learn and implement the prescribed sales process and meet sales quotas.
Manage the assigned account list and maintain a healthy sales pipeline by segmenting customers, 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, industry meetings, trade shows, sales meetings, and group presentations.
Grow existing customer business by contacting or meeting with clients to understand their needs and communicate the value of existing Wolters Kluwer solutions.
Identify product gaps and client issues, work with Product Managers to translate unmet needs into functional specifications, and manage client expectations about product enhancements.
Improve territory market share by identifying opportunities in target accounts using competing products and engaging client management and executives to identify business issues.
Plan and schedule sales activities and organize travel and meetings to use time and resources effectively.
Collaborate with colleagues to exchange selling strategies and marketing information.
Work with other sales personnel and the Division Sales Manager to resolve account or channel conflicts.
Develop an Annual Business Plan based on pipeline predictions, a mid-year business update, weekly reports, and quarterly forecasts.
Participate in weekly communication with the Divisional Sales Manager.