The Work
- Maintain an assigned book of business through ongoing relationship building and securing renewals and upsells from existing client base
- Grow assigned book of business to achieve annual sales quota through direct selling of software to client’s executive management.
- Lead process with support from legal and finance teams to renew SaaS agreements.
- Team with Account and Project Managers to identify opportunities for increased ROI within your assigned customer base.
- Demonstrate deep understanding of clients’ business challenges. Identify potential gaps in the customer’s current P2P environment and implement plans/solutions to mitigate risk and secure their ongoing business.
- Manage complex solution sales.
- Develop and execute account marketing plans.
- Prepare RFP responses as required.
- Develop and maintain sales forecasts on anticipated sales.
- Submit reports on sales activity and maintain records.
- Review market analyses to determine customer needs, volume potential, price schedules, and discount rates, and develop sales campaigns to accommodate goals of company.
- Promote satisfactory customer relations.
- Work closely with company personnel to ensure prompt service to customers.
- Keep informed of company contract procedures and pricing.
- Attend trade shows, sales and client meetings.
The Must-Haves
- Knowledge Components:
- Knowledge of P2P SaaS Solution Sales and Account Management.
- Knowledge and experience utilizing MillerHeimen, Challenger, Strategic Selling or other complex, consultative solution sales methodology.
- Knowledge of Supplier Information Management (SIM) and Third-Party Risk (TPRM)..
- Knowledge of Salesforce.com plus
- Knowledge of Power Messaging a plus
- Knowledge of Karrass Effective Negotiating a plus
Experience
- Three or more years selling enterprise P2P software solutions.
- Experience managing SaaS renewals book of business.
- Comfortable presenting to C-Suite and Sr. level executives
- Proven track record of growing new sales and incremental ROI within a Global 2000 customer base.
- Bachelor's degree required.
Skills and Abilities and Other Characteristics:
- Excellent communication skills – oral and written
- Ability to start and work independently
- Strong interpersonal skills
- This position requires travel
Benefits
At apexanalytix we know that our associates are the reason behind our successes. We truly value you as an associate and part of our professional family. Our goal is to offer the very best benefits possible to you and your loved ones. When it comes to benefits, whether for yourself or your family the most important aspect is choice. And we get that. apexanalytix offers competitive benefits for the countries that we serve, in addition to our BeWell@apex initiative that encourages employees’ growth in six key wellness areas: Emotional, Physical, Community, Financial, Social, and Intelligence.
With resources such as a strong Mentor Program, Internal Training Portal, plus Education, Tuition, and Certification Assistance, we provide tools for our associates to grow and develop.