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Senior Enterprise Software Sales Executive (Virtual East Coast: $220k+)

Boston, MA
Our client is a $5.3 billion company with over 28,000 employees, and a leading provider of customer communication technologies. Our software, equipment and services help businesses communicate with their customers more effectively in today’s multi-channel environment. Through our unique combination of smarter analytical tools and expertise in physical, digital and hybrid communications, we‘re helping businesses meet the many challenges of connecting with individual customers in a targeted manner. We also provide strategic outsourcing services to help organizations streamline their mail and print operations and manage critical documents. This position will sit in their software business unit, which provides global software solutions, data, and services to help customers gain greater competitive advantage and enhanced decision-making abilities through an array of offerings in Communications Management, Customer Analytics, and Location Intelligence. Our client was created through key acquisitions of MapInfo, Group 1, and most recently Portrait Software. We are currently seeking an Enterprise Sales Executive to drive revenue by selling Software Solutions, Data, and Services to the P&C/ Life Insurance Vertical. This person will be expected to consistently meet or exceed aggressive quarterly and annual revenue quotas. This position will work remotely from a home office. Ideal candidates should be based in the Eastern U.S.

Build highly collaborative working relationships with the Insurance Business solutions Vertical team as a subject matter expert for the Portrait Software suite of products within the Customer Analytics & Interaction Line of Business Build and maintain an active pipeline of qualified leads in Salesforce.com through a combination of activities including prospecting, collaboratively engaging the sales generalists from the PBS Division. Able to manage complex sales cycles and lead cross-functional resources through the structured sales process Establish the best possible long-term relationship with each prospect and customer so as to maximize future revenue opportunities. Included are meaningful business relationships with “C” level executives. Aggressively work the pipeline to consistently meet or exceed quarterly and annual revenue quotas. Obtain the maximum sales and services revenue from each account and sales opportunity through recognition of broader needs that PBS can address and through the strongest possible adherence to approved pricing. This position is focused on building solid relationships with a specific number of major client accounts and leveraging those relationships for the purpose of expanding the PBS products’ and services’ footprint throughout the client enterprise resulting in incremental revenue attainment.

Bachelor’s degree in business or equivalent work experience is required. A minimum of 10 years experience selling enterprise marketing management and/or analytical/operational CRM software to mid-tier and large tier clients. A minimum of 5 years experience of complex sophisticated solution selling with a sales cycle of 3-9 months or longer and average deal size in excess of $250,000 including significant license and services components. Extensive experience selling to multi-divisional, inter-agency teams and “C” level buyers (CEO, CIO, CFO, Department Directors, etc.). Up to 60% overnight travel required.

Specialized Skills and Experience: Exceptional communication and leadership skills. Ability to craft business solutions to complex business problems. Experience utilizing a metrics-driven sales process focusing on customer value and ROI. Proven ability to establish strong relationships with business, finance technical buyers. Experience selling into Insurance companies is preferred.

Description of the Ideal CandidateAdditional locations: may work remotely from a home office; candidates should be based on the east coast (or northeastern US) and live near a major airport (i.e.: D.C., Boston, Philadelphia)
•Quota: $1.8-2M quota (prorated for 2013)
•This person will be hunting for new sales within existing, named major accounts in the P&C and Life Insurance industry

CANDIDATE MUST HAVES: Should have experience selling enterprise
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