Enterprise Sales Executive – Product Stewardship

Role Overview

• Enterprise Sales Executive within Sphera’s team will sell to Enterprise accounts, with a focus on hunting new accounts.
• Executing against yearly sales goals
• Qualifying and disqualifying new business opportunities while identifying customer pain
• Delivering executive Sphera point of view dialogue
• Hunting activities (includes cold calling, conferences, trade shows etc.)
• Cross functional collaboration with Account Managers
• Maintaining accurate forecasts
• Accountability for driving revenue growth across Sphera's Product Stewardship business lines, including Chemical Management and SDS Authoring.
• Identification of revenue drivers and metrics
• creating visibility with all market owners on revenue trends and actions to drive revenues to plan
• Develop in-depth understanding of our Product Stewardship software and the value it delivers to our clients
• Deliver solution presentations to key customers
• Develop enterprise software license proposals
• Negotiate enterprise software contracts
• Learning customer decision process
• Creating closing plans for forecasted business
• Close business in a timely manner
• Fully comprehend the Sphera unique value proposition.

Requirements

• A minimum of 5+ years of successful experience in selling Enterprise Software and Technology solutions to the Global 2000
• Experience working with or selling to, the chemical industry as well as discrete and process manufacturing clients.
• Understanding the pain points associated with managing compliance data in these sectors.
• An understanding of chemical compliance, specifically around Safety Data Sheet Authoring and the process of Managing & Handling Chemicals.
• Demonstrated success in closing large and complex sales; encourages and contributes to creative deal making; actively leverages role to close sales through appropriate sales channels and partners
• Strong hunter skills
• Experience should include negotiations, successful partnerships and / or joint ventures.
• Has implemented successful sales strategies in changing markets.
• Understands the product sales cycle and challenges, including the strategies of competitors, and leverages this knowledge to hone sales strategies.
• Appropriately adapts and leverages products, services and operations to effectively compete in competitive markets
• Assigns the highest priority to customer satisfaction.
• Listens to customers
• Has personally closed major deals and is well known and respected, maintaining effective interpersonal relationships with the key decision-makers in customer organizations.
• Enjoys interaction with customers and prospects and is a person that our salespeople would welcome to participate in the sales process.
• Demonstrated ability to work effectively in a team-oriented environment and ability to navigate and excel in a complex, heavily matrixed organizations
• Demonstrated relationship management skills are essential, including the ability to relate successfully to a variety of people externally and internally, and to form strong relationships with key decision makers
• Proficiency with MS applications required (Excel, Word and PowerPoint)
• Will demonstrate a desire to function as an entrepreneur within Sphera, and will not rely on large staffs to support their efforts
• Consistently met or surpassed yearly quota
• Familiarity with MEDDPICC Sales Methodology

Benefits

• Sphera is proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all colleagues.