Software Sales: Dallas (ID 1364 A)

Marketscope•Dallas, TX

17h

About The Position

The Software Sales role is an individual-contributor position responsible for identifying, developing, and closing opportunities in existing accounts and with new logos. The sales representative builds relationships with enterprise decision makers, acts as a trusted advisor, and develops strategic account plans and value-based solutions using the company’s products and services. The role includes researching clients and industries, preparing business cases and RFP responses, selling technology to senior executives, differentiating against competitors, and managing complex, lengthy sales cycles through close. The representative is accountable for meeting and exceeding revenue targets, generating leads and pipeline, and keeping the Prism CRM current with credible activity, commitments, and forecasts. The role also involves coordinating with internal departments and delivery teams, participating in status meetings, and overseeing billing, contracting, and payment collection according to agreed terms. The position expects 5 to 6 in-person meetings per week through self-driven lead generation and a pipeline of 3 to 4 times the sales quota.

Requirements

At least 6 to 8 years of experience selling enterprise software solutions.
Extensive sales hunting and client engagement experience.
Proven ability to build consultative relationships with senior decision makers.
Ability to penetrate new logos and accounts.
Strong business acumen and knowledge of technology industry trends.
Ability to work collaboratively across internal departments in different geographies.
Experience executing lead-generation strategies.
Bachelor’s degree required; preferably in Computer Science or Business.
Proven history of achieving and exceeding quotas.
Knowledge of enterprise solutions in a vertical market, such as BPM, ECM, Case Management, low-code, or hyper-automation.
Strong financial and business acumen, including the ability to communicate in terms understood by target-market decision makers.
Ability to reach and secure appointments with decision makers at target clients for discovery calls and meetings.
Ability to negotiate and reach outcomes that gain support and acceptance from all parties.
Ability to develop relationships at all levels of customer organizations and conduct regular face-to-face customer interactions.
Ability to forecast future sales opportunities and devise winning sales strategies.
Ability to persuade and influence using appropriate interpersonal styles and communication methods.
Excellent communication skills, including presentation and meeting-management skills.
Ability to operate in a multicultural environment.

Nice To Haves

An existing network of relevant contacts is strongly desired.
MBA preferred.
Experience or knowledge in Banking, Insurance, Healthcare, or diversified industries such as Manufacturing, Life Sciences, and Retail.

Responsibilities

Identify, develop, and close opportunities in existing accounts and with new logos.
Identify and connect with enterprise decision makers across multiple departments and build relationships with them.
Establish trusted-advisor relationships with clients and prospects to support customer satisfaction and repeat business.
Create detailed strategic target-account plans to penetrate clients.
Understand clients’ businesses and propose solutions using products and services.
Conduct client and industry research and prepare business cases and RFP responses.
Sell technology to senior executives and differentiate the company’s offerings from competitors.
Leverage cross-functional client and internal resources to identify and drive sales campaigns.
Manage complex, long sales cycles through successful close.
Meet and exceed assigned revenue targets.
Work with internal departments to generate deals in assigned accounts.
Coordinate with delivery teams to support project execution according to contracts and customer satisfaction requirements.
Oversee billing, contracting, and collection of customer payments according to agreed terms and timelines.
Participate in regular status meetings and provide detailed activity updates.
Generate 5 to 6 in-person meetings per week through self-driven lead generation.
Build pipeline equivalent to 3 to 4 times the sales quota.
Keep the Prism CRM updated with realistic commitments, credible information, and forecasts.
Develop lead-generation strategies and identify sales opportunities.
Reach out to decision makers at target clients to arrange initial discovery calls and meetings.
Forecast future sales opportunities and devise sales strategies.
Negotiate outcomes that gain support and acceptance from all parties.
Build relationships at all levels of customer organizations through regular face-to-face interactions.