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ECM Sales

Location: Chicago, IL
Job # 2927950
Date Posted: 10-02-2013
The Solutions Sales Executive is a commissioned sales position. This position is responsible for ensuring the consistent development of a pipeline of opportunities that will result in the quarterly sales goals set for the position. Reporting of all activities associated with this position will come from the CRM system – which requires that all prospecting / sales activities are consistently entered in the CRM system in a timely manner.

Essential Job Functions:
  • Lead Generation and Pipeline Management – Responsible for developing leads and qualifying opportunities. All lead qualification efforts will managed and reported through the CRM system. Responsible for ensuring a sales pipeline that through consistent efforts will meet your sales goals.
  • Opportunity Management & Forecasting– Responsible for managing and documenting the opportunity/sales process through the use of the CRM system. Consistent updates to the CRM system will be required to ensure accurate forecasts.
  • Demonstrations & Proof-of-Concepts – Responsible for identifying customer needs and documenting the solution to effectively work with a System Engineer to demo our solution or provide the proof-of-concept.
  • Proposal / RFP Preparation – Responsible for managing the RFI/RFP process and the final response. Duties include pre-bid meetings, phone conferences, etc.
  • Scope / Project Profile Preparation – Responsible for defining the requirements of the projects, along with developing and communication the ROI and Goals of the project. Responsible for working with the System Analyst in developing a Project Profile that will result in the development of a price proposal.
  • Post Implementation Activities – Responsible to participate in final review of the implementation, comparing expectations to the delivered results. Includes review of ROI and to assist in the development of the Case Study.
  • Account Management – Responsible for consistently following-up and developing existing customer base. Activities include regular follow-ups with the Account, and discussions to ensure that the account is capitalizing on their system to the highest possible level.
  • Event Participation – Responsible for participating in the planning and execution of various marketing activities. Roles may include actively driving attendance, presentations, and general networking activities.
  • Performs other duties as assigned.
  • Job duties require moderate travel to contracted customer locations.
  • Four year college degree or satisfactory completion of a business curriculum from an accredited school and/ or equivalent work experience.
  • AIIM ECMp Certification Required. Successful completion is required in the first 30 days of employment.
  • CDIA+ Certification Required. Successful completion is required during Introductory Period.
  • Three to five years of experience in complex sales.
  • Three to five years of experience in the ECM or a related industry.
  • Experience providing solutions relating to business process improvement.
  • Experience servicing internal and external customers.
  • Experience working with external vendors/ partners.
  • Experience with Solution or Strategic Selling
  • Excellent interpersonal and communications skills.
  • Ability to collaborate with internal partners, coworkers and external vendors.
  • Ability to work within a team structure.
  • Strong listening skills – ability to understand customers needs and equate them to our solutions.
  • Strong knowledge of CRM tools; Dynamics CRM a plus.
  • Strong knowledge of Microsoft Word & Excel.
  • Strong knowledge ECM products and services – Kofax Ascent Capture, Hyland OnBase and SharePoint preferred.
 Tom Motzel - Tesserae Talent Strategies
612-234-7108 - Office
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