Job DescriptionQAD is seeking a Sales Executive with a proven track record of successfully selling Global Trade Compliance or FTZ Solutions and driving install base growth with enterprise customers. Do you enjoy uncovering client challenges and providing solutions with a portfolio of software-as-a-service offerings? Are you good at gaining access to key meetings and stakeholders at companies? Do you understand market challenges, client key performance indicators, and how to help them achieve positive outcomes?
As a Sales Executive, you will teach, tailor, and control to push the customer's thinking and teach them something new. You will bring your experience with identifying and qualifying opportunities, and building relationships with large enterprise prospects to sell software solutions.
What You'll Do: - Sell QAD FTZ software solutions to new and existing QAD customers
- Prospect, identify, develop, negotiate, and ultimately close new opportunities from marketing engagements and new leads within existing customers
- Develop and manage pipeline to meet or exceed target
- Drive the sales process from qualifying to closing
- Meet and beat sales targets through laser focus on sales targets and account acquisition or expansion
- Ensure that metrics are at all times updated with the most recent accurate forecasts, the latest activities, and next steps
- Understand the business landscape and be able to build differentiators into the recommendations
- Present effectively to external customers in cross-functional departments including manufacturing, finance, operations, quality, supply chain, and marketing, from managers and directors up to the C-suite executives
- Thrive working in a fast-paced and intense sales environment
- Effectively organize various internal and external teams to work together to drive deals through complex sales cycles
Qualifications- 7+ years of successful Sales and Account Executive experience...ideal, but not required, in Global Trade, FTZ, Compliance, and Transportation Execution solutions.
- Capability to offer customers a unique perspective, teaching them new, unique insights that result in the purchase of QAD solutions.
- Solid experience identifying key drivers of a customer's business and experience using that information to customize your approach to each customer.
- Effectively discuss customers' concerns and influence customers to make a choice.
- A self-motivated overachiever attitude that enjoys developing and closing opportunities by leveraging relationships, using insight-led selling, and questioning the status quo.
- Training and application of Sales Methodologies such as: Challenger, MEDDIC/MEDDPICC, SPIN, Customer Centric, Sandler is preferred.
- Understanding of the marketing and customer acquisition processes.
- Experience engaging customers or prospects on complex enterprise software solutions.
- Ideal Key markets include: Supply Chain, Demand Planning, Manufacturing, Trade Logistics, Transportation, and e-Commerce
- Key industries include Automotive, High Tech, Industrial, Life Sciences, Logistics Providers, and Consumer Products, Food and Beverage (among others).
- Stellar written and verbal communication skills, particularly the ability to communicate clear, persuasive proposals, emails, and presentations.
- Bachelor's degree preferred
- This position requires a 30 to 50% travel availability
Additional InformationWhat We Offer: - Our range for this position is $130K - 150K USD annually and a match in commission - $260K - $300K OTE.
- Your health and well-being are important to us at QAD. We provide programs that help you strike a healthy work-life balance.
- Opportunity to join a growing business, launching into its next phase of expansion and transformation.
- Collaborative culture of smart and hard-working people who support one another to get the job done.
- An atmosphere of growth and opportunity, where idea-sharing is always prioritized over level.
- Compensation packages based on experience and desired skill set
#LI-Remote
