Eca Sales

**_Responsibilities: _**
- Develops long term sales pipeline to increase the company's market share in specialized areas of Enterprise Applications including SAP, Oracle, Microsoft, ServiceNow, SFDC etc.
- Use specialty expertise to seek out new opportunities and to build the pipeline in and drive pursuit in Enterprise Application areas.
- Set direction for business development and solution replication.
- Creates and grows reference customers.
- Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
- Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
- Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

**_Education and Experience Required: _**
- University or Bachelor's degree; Advanced University or MBA preferred.
- Directly related previous work experience in areas of Enterprise Applications including SAP, Oracle, Microsoft, ServiceNow, SFDC etc.
- Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
- Prior selling experience includes multiple, diverse set of selling responsibilities.
- Viewed as expert in given field by company and customer.
- Considered a mentor of selling strategy, including designing strategy.
- Typically 10+ years of related sales experience.

**_Knowledge and Skills: _**
- Know strengths and weaknesses of key competitors and how to leverage this knowledge in the deals and opportunities.
- Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
- In-depth knowledge of client's business, organizational structure, business processes and financial structure.
- Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
- Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
- Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
- Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
- Excellent project oversight skills.
- Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.
- Accurately forecasts business.
- Successful partner engagement experience.
- Understand and sells high value software solutions.
- Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
- Understands the leverage of services as part of strategic portfolio of products.
- Promotes services as part of all strategic opportunities.

Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

575995