Achieve sales objectives through sales to new customers and sales of additional services to existing customers.
Identify sales opportunities through direct prospecting, lead follow up, networking and partner relationships.
Manage sales process through qualification, needs analysis, product demonstration, negotiation and close.
Work with pre-sales team when technical or product support is required.
Develop and maintain a high level of knowledge about SAP Concur’s products and services.
Develop and maintain an understanding of the territory, marketplace, competitive offerings and other business issues relevant to the position.
Use effective time and territory management to maximize results.
Develop and maintain relationships with SAP Concur partners and other third parties to increase opportunities.
Respond to RFPs/RFIs, coordinating and organizing input from multiple sources within SAP Concur.
Document daily sales activities in sales force automation tool, prepare accurate reports and forecasts, manage pipeline and perform other tasks necessary to drive sales revenue and communicate activities to sales management.
Be an active team player both on the sales team and throughout SAP Concur to help meet company objectives.
Provide feedback from field experience to internal cross-functional teams with regard to product, selling, competitive, etc. matters.
Interacts with sales, marketing and external customers.
Operates under moderate supervision with frequent reviews of work.
Be aware of, and comply with, all corporate policies.
Education, Experience & Training required:
BA/BS or equivalent experience
3+ years of successful B2B sales experience with a strong emphasis on acquiring new customers
Experience to selling to “C” level Executives
Documented success achieving and exceeding assigned quotas
Consultative, solution based sales methodology
Job Specific Specialized Knowledge & Skills:
Highly motivated and able to work independently
Creative problem solver
Excellent written and verbal communication skills with an emphasis on persuasion & influence
Knowledge of B2B marketing
Sales experience with financial/accounting applications and/or hosted software solutions is a strong plus
Strong business acumen
Excellent PC and Internet skills, including experience using Microsoft Office, Outlook, sales force automation tools and web presentation applications (Webex, Placeware, etc.)
Job involves up to 30% travel
Critical Performance Competencies:
Demonstrates different influence styles as appropriate to situation while maintaining positive relationships
Builds and maintains trusting relationships with associates and customers
Effectively transfers thoughts and expresses ideas using speech, and listening skills to influences others and gain support
Adjust to new, different, or changing requirements
Listens with objectivity and checks for understanding
Persists despite obstacles and opposition or set backs
Competitive, high achiever
Holds self-accountable for results
Conveys a sense of urgency and drives issues to closure