Information Solutions - Software Sales Client Leader

Job Summary

The Information Solutions Software Sales - Client Leader is responsible for delivering accelerated sales growth in the information software business. This is a consultative sales role focused on new customers and new offerings to help the customer achieve their desired business outcomes.

Responsibilities

• Achieve Werner Information Solutions annual software operating sales plan.
• Design and implement sales strategies that ensure we meet our revenue objectives by growing new and existing accounts.
• Possess and manage the software pipeline while progressing and closing software opportunities.
• Prospect new opportunities through networking, cold calling, and other lead generation techniques.
• Manage the sales cycle, performing lead qualification, arranging, and providing demonstrations, quoting and closing.
• Research prospective organizations to identify the right customer stakeholders leveraging the MEDDIC process.
• Collaborate with Werner Electric Supply Account Managers, Product Managers and Specialists to articulate benefits and help proliferate Information Solutions software portfolio.
• Independently and collaboratively strategize for solving deal-level challenges.
• Conduct in-depth research on competitors' products, pricing, and market success to gain insight into customer preferences and interests.
• Leverage disciplined sales process and CRM to document sales pipeline and develop / manage sales forecast.
• Report account activity, opportunity status and other details.

Qualifications

• Bachelor’s degree in Sales, Engineering, Industrial Manufacturing Leadership, Computer Science, or related field.
• Valid driver’s license.
• At least 5 years of related experience is required.
• Demonstrated success selling complex software solutions. Experience selling Enterprise software applications, including ERP, MES, Supply Chain or PLM solutions.
• Selling Software-as-a-Subscription (SaaS) and Annual Recurring Revenue (ARR) model experience.
• Ability to coordinate complex sales pursuits. Leverages internal resources as well as those of our vendor partners. Helps to identify opportunities, craft solutions and close deals.
• Excellent communication and presentation skills, both written and spoken.

Preferred Qualifications

• Background in manufacturing.
• Hunter mentality with a relentless drive to achieve results; independent and self-directed and takes initiative with minimal direction or supervision;
• Demonstrated ability to lead and manage multiple opportunities concurrently.
• Experience in identifying the right customer stakeholders and build connections quickly to drive consensus for deals, work cooperatively with a wide range of internal stakeholders for deal success.
• Ability to sell to C-Suite Level Clients as well as buyers.
• Use of consultative selling techniques to teach customers about their industry, offer unique perspectives on their business, and achieve their desired business outcomes.
• Working knowledge of Industry 4.0 and Internet of Things technologies.
• Broad understanding of Rockwell Automation, vendor partners’ and competitors’ software and services portfolios as well as their delivery capabilities.
• Previous experience in distribution, value added reseller, or managed service provider.