Software Sales: Chicago (ID 1365 A)

Marketscope•Chicago, IL

22h

About The Position

The Software Sales individual contributor identifies, develops, and closes opportunities in existing accounts and new-logo accounts. The role develops relationships with enterprise decision makers, builds trusted-advisor relationships, and creates strategic account plans to penetrate clients. It researches client businesses and industries, proposes product and service solutions, prepares business cases and RFP responses, and sells technology to senior executives while differentiating offerings from competitors. The role manages complex, long sales cycles and sales campaigns in collaboration with internal teams and client resources. It is responsible for meeting and exceeding revenue targets, generating leads and pipeline, maintaining credible CRM information and forecasts, and coordinating with delivery teams to support project execution and customer satisfaction. It also oversees billing, contracting, and payment collection according to agreed terms, participates in status meetings, and provides activity updates. The position is expected to generate five to six in-person meetings per week through self-driven lead generation and maintain pipeline coverage of three to four times quota.

Requirements

At least 6 years of experience selling enterprise software solutions (the posting states a minimum of 6–8 years).
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.
Proven 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, with the ability to communicate effectively with target-market decision makers.
Ability to secure appointments with decision makers at target clients for discovery calls and meetings.
Ability to negotiate outcomes that earn support and acceptance from all parties.
Ability to develop relationships at all levels of customer organizations, including through regular face-to-face interactions.
Ability to forecast future sales opportunities and devise effective sales strategies.
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.
Experience in banking, insurance, healthcare, or diversified industries such as manufacturing, life sciences, or retail.
MBA.

Responsibilities

Identify, develop, and close opportunities in existing accounts and new-logo accounts.
Identify and build relationships with enterprise decision makers across multiple departments.
Establish trusted-advisor relationships to support customer satisfaction and repeat business.
Create 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 offerings from competitors.
Leverage client and internal cross-functional 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 with services.
Oversee billing, contracting, and collection of customer payments according to agreed terms and timelines.
Participate in status meetings and provide detailed activity updates.
Generate five to six in-person meetings per week through self-driven lead generation.
Maintain pipeline coverage of three to four times the sales quota.
Keep Prism CRM records current with credible commitments and forecasts.
Develop lead-generation strategies and sales strategies for future opportunities.
Reach out to decision makers and secure appointments for discovery calls and meetings.
Negotiate outcomes that gain support and acceptance from all parties.
Develop relationships at all levels of customer organizations through regular face-to-face interaction.
Persuade and influence using appropriate interpersonal styles and communication methods.
Deliver presentations and manage meetings effectively in a multicultural environment.