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Business Development Executive, West Coast

Location: Remote, CA
Job # 9527548
Date Posted: 06-27-2017
This position will be responsible for driving Digital Solutions revenue by selling into named customer base accounts and a defined geography. As the Business Development Executive, Digital Solutions (BDE, DS), you will prospect, engage, qualify and ultimately apply insight gained regarding the customers’ business to deliver a compelling value proposition resulting in profitable new business revenue. The BDE, DS, position will focus on selling digital transformational solutions centered on conversion and workflow solutions to solve customer problems. The BDE, DS, should be skilled in understanding customer business needs via a methodical sales discovery process. In addition, BDE, DS must be able to demonstrate success in selling technology solutions to senior level executives.
Responsible for Sales Cycle Management to include; prospecting, engagement, requirements gathering, solution design, creation of pricing, proposals and SOW, presentation, managing objections, follow up and close.
Design and implement sales strategies to meet or exceed assigned sales goals; including development and management of a balanced pipeline of digital solution portfolio.
Use insight and consultative selling techniques to teach customer about their industry and offer unique perspectives on their business which link back to solution portfolio.
Research prospective organizations to identify the right stakeholders to engage.
Implement Sales Strategies to connect customer business needs to Digital Solutions and coach stakeholders to build consensus for solutions within their organization.
Independently and collaboratively strategize for solving deal-level challenges.
Regularly update system with the latest customer related information, and use customer intelligence for account planning purposes.
Serving as a “voice of the customer” to the Product Management and Product Marketing development teams.
Strategic Thinking – Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs by being able to develop insight into a customer’s relevant business goals, problems and needs.
Communication – Tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills.
Interpersonal Influence – Uses rational and emotional drivers that will appeal to customers to comfortably drive negotiation conversations in his or her favor. Ability to adapt, tailor and deliver value propositions that clearly speak to the needs and perspectives of all levels of a customer organization.
Networking – Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders for deal success.
Ownership – Goes out of his or her way to complete a job and has relentlessness to achieve results; is independent and self-directed, and takes initiative with minimal direction or supervision.
Workflow Management – Sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved in a realistic timeframe.
Minimum three years experience in B2B solution sales environment; preferable in services environment
Experience in an activity based “hunter” sales environment
Consistently meeting or exceeding quota goals
Knowledge of Enterprise Content Management and workflow solutions
Background in Human Resources and Accounts Payable workflow solutions preferred
Knowledge of imaging solutions
Proficient in Microsoft Outlook, Excel, Work and PowerPoint
Prior experience using a CRM
Bachelor’s Degree
 Tom Motzel - Tesserae Talent Strategies
612-234-7108 - Office
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