Job Description:
This position is responsible for selling consulting/professional services to new and existing customers and delivering on quota goals within a defined territory that ensures the organization’s revenue objectives for products and services are met and/or exceeded. Prescribes software and service solutions based on an understanding of the clients’ needs. Works closely with internal stakeholders to identify the need for new products and services that can be marketed and sold globally.
ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:
- Manage quota, forecast, and sales pipeline within a defined territory/segment to achieve organizational objectives for products and professional service sales.
- Facilitates discovery conversations with new and existing customers to identify critical information to determine the proper engagement scope and present timely and transparent solutions.
- Works with the Account Executives to determine the best solutions approach with clients to maximize revenue within a business channel. This includes assisting the Account Executive with selling the organization's overall solution, including software and services.
- Collaborates with the Account team to develop strategies to be used in the sales process to sell the value of the organization's products and services.
- Identifies critical differences between the company's offerings from competitors yet remains flexible enough to allow engagements to be fulfilled by multiple service providers when necessary and as appropriate to ensure customer satisfaction and revenue targets are met.
- Illustrates how the organization's Solutions (product and professional services) can play a more significant role in customer success in addressing their indirect tax calculation, reporting, and compliance requirements.
- Establishes relationships with key stakeholders within organizations to identify the strategic value that the company's products and services will bring to their business.
- Works in tandem with client’s subject matter experts (“SMEs”), including C-level execs, tax professionals, and ERP System implementers, to understand their organization’s needs and strategic direction and create a deployment strategy that aligns and scales with the plans of the organization.
- Defines the implementation strategy for the customer’s project by delivering Statement of Works (“SOW”), RACI diagrams, and Gantt tables.
- Negotiates all aspects of the implementation strategy and terms and conditions defined in the consulting sales artifacts.
- Prescribes support practices for post-implementation.
- Works with Consulting leaders to ensure successful knowledge transfer and onboarding of new customers.
- Collaborates with the legal department to strategize on redlines to Statement of Works and Master Agreements to close business.
- Represents the SSA team in internal cross-functional meetings.
- Acts as a liaison between Sales and Consulting.
- Participates in projects and performs other duties as assigned.
- Occasional business travel may be required.
SUPERVISORY RESPONSIBILITIES:
- N/A
KNOWLEDGE, SKILLS AND ABILITIES:
- Basic understanding of ERP, Tax/Tax Technology.
- Basic understanding of the Order-to cash and procure-to-pay process in North America.
- Basic understanding of ERP and Financial systems.
- Ability to present with confidence when engaged in the sales process.
- Basic understanding of Project Management methodology.
- Good writing skills are needed to articulate sales deliverables in the sales cycle.
- Basic knowledge in negotiating, decision-making, and oral communication.
- Willingness to develop understanding in time management, active listening, process engineering/reengineering, optimization, and change management.
- Proficiency in Microsoft Office applications.
- Ability to be results-driven and manage multiple opportunities at one time.
- Strong business acumen and a successful track record of working in a sales-matrix environment or independently if needed.
- Ability to manage internal and external relationships.
- Fluency in English is required.
EDUCATION AND TRAINING:
- Bachelor’s Degree in Business, Computer Science, or related discipline.
- Zero (0) plus years experience in selling tax solutions or enterprise software applications and professional services.
- Experience with Retail Industry applications, e-commerce platforms, source-to-pay platforms, or other systems requiring tax automation preferred.
- Prefer in-depth tax application experience working with ERPs, SAP, Oracle, JD Edwards, Microsoft, other In-house applications, and the company's products and services.
- Tax Professional Certifications or Credentials preferred.
- Or equivalent combination of education or experience.
Other Qualifications:
The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.
- Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
- Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
- Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
- Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
- Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.
COMMENTS:
The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.
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