Software Sales Specialist

Role Overview

• The Software Sales Specialist is responsible for leveraging deep software industry knowledge to support account managers and serve as a trusted advisor to clients.
• This role focuses on driving revenue growth through competitive pricing strategies, software contract renewals, license expansions, and long-term customer success.
• Monitors performance metrics, resolves client concerns, and mentors junior sales team members while ensuring alignment with organizational policies and industry regulations.
• Builds and maintains strong relationships with key client stakeholders to understand business requirements, technical challenges, and strategic goals, recommending tailored software solutions.
• Collaborates with pricing, finance, and product teams to develop competitive pricing, packaging, and discount strategies based on market trends, competitive analysis, and customer feedback.
• Supports account managers throughout the sales lifecycle, including pipeline development, opportunity pursuit, software demonstrations, renewals, and contract extensions.
• Leads or supports software renewal and expansion strategies, ensuring customer retention, license optimization, and long-term revenue growth.
• Addresses client concerns related to software performance, licensing, integrations, or value realization to maintain high levels of customer satisfaction.
• Monitors, analyzes, and reports on key sales performance indicators (KPIs), identifying risks, growth opportunities, and areas for continuous improvement.
• Assists with post-sale activities, ensuring smooth handoff to implementation, customer success, and technical support teams to drive adoption and customer outcomes.
• Shares software sales expertise, best practices, and industry insights with junior team members through coaching and mentorship.
• Stays current on emerging software technologies, SaaS trends, competitive offerings, and sales enablement tools to enhance the sales process.
• Ensures all sales activities comply with software licensing standards, data privacy regulations, and organizational policies.

Requirements

• Four-year or graduate degree in Sales, Marketing, Business Administration, Information Systems, Computer Science, or a related discipline, or equivalent professional experience.
• Minimum of 10+ years of progressive experience in software sales and/or the software industry, with demonstrated success in enterprise or complex solution selling, SaaS, or technology-driven environments.
• Proven background in consultative or technical sales, account management, or software solution delivery.
• Knowledge & Skills: Software Licensing & Subscription Models, Enterprise Software Sales, Business-to-Business (B2B) Sales, Customer Relationship Management (CRM) Systems, Solution & Consultative Selling, Technical & Pre-Sales Support, Product Demonstrations & Presentations, Value Proposition Development, Sales Engineering Collaboration, Pricing & Contract Negotiation, Sales Pipeline & Forecasting, Sales Prospecting & Lead Development, Software & Technology Product Knowledge, Marketing & Go-to-Market Alignment, Extended knowledge on Digital Employee Experience tools. Cross-Organizational Skills, Effective Communication, Results Orientation, Learning Agility, Digital Fluency, Customer Centricity.

Tech Stack

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Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including;
• 4-12 weeks fully paid parental leave based on tenure
• 11 paid holidays
• Additional flexible paid vacation and sick leave