Overview

Godlan's desire is to build lasting, quality relationships with our customers. Consequently, our Sales Executive will meet with our prospects/customers and work to build a trusting relationship with them. They are expected to be honest, trustworthy and always maintain the highest degree of integrity when engaging our prospects/customers. They will work to understand our prospects/customers, their products, their culture, organizational structure and business requirements. They will co-develop and execute pre-sales strategies with Godlan Professional Services, Marketing & Management. This will enable them to best advise each prospect/customer as to how we can assist them in achieving their business goals and objectives. The end result of these efforts will be to record all such information into Godlan's CRM system and achieve the financial objectives as defined for the territory.

Strategic Aims

• Attain Quarterly and Annual Quota
• Manage complex Sales Cycles within an assigned geographic territory
• Prospect for opportunities outside of those provided by Godlan marketing
• Create relationships with strategic groups including selection consultants
• Collaborate with Godlan Professional Services engagements through the entire project lifecycle.
• Co-develop pre-sales strategies with Godlan Pre-Sales, Professional Services, Marketing and Management.

Key Responsibilities

• Promote and sell company Software Products to net new prospects
• Keep CRM system updated daily with activity notes
• Accurately forecast using the Godlan CRM system
• Align the account strategy with the Godlan sales process.
• Continuous education on competitive products.
• Collaborate with Customers, Godlan Pre-sales, Godlan Engagement Managers and Godlan Professional Services in the creation of Software Sales Orders, Project Proposals, Statements of Work and Project Plans.
• Attend Sales Training sessions for alignment to Sales Process
• Execute Sales Strategy in alignment with Godlan Corporate Culture
• Establish Referenceable Accounts
• Other duties as assigned

Marketing Strategies, Business Development, & Customer Presentations

• Responsible for participating in prospect outreach strategy, including development of marketing material such as C-Level presentations, pre-sales presentations, elevator pitches.
• Attending trade shows or other prospecting activities that are identified as strategic events
• Conduct prospect visits, calls and presentations pertaining to our products and services
• Create relationships with Strategic Partners and Consulting Groups
• Prospect for leads beyond those generated by the marketing team.
• Identify selling opportunities and execute a winning sales strategy
• Develop Account Plans and Close Plans for accounts
• Maintain prospect information in the Godlan SharePoint site
• Presentation of the Godlan/Infor portfolio of products and services to prospects.

Experience & Knowledge Requirements

• Minimum of 3 years working experience in Technology Sales.
• Fundamental knowledge of manufacturing processes is a plus.
• Working with / for Consultancies that specialize in Project Management, Deployment and/or support of software-related products or services is a plus.
• Understanding of Microsoft technology, competitive positioning and experience in the area of Manufacturing / Distribution
• Stellar oral/written communication, organization and interpersonal skills and a demonstrated effectiveness in a customer facing role is an absolute must.
• Understanding of IT applications in several industry verticals will be a significant plus

Success Criteria:

• Sales Quota performance
• Quality of work as measured by customer satisfaction
• Establishing and maintaining pipeline consistent with quota objectives
• Sales and Service Team resource utilization
• Customer testimonials & Case Studies
• Establishing customer references
• Obtaining customer referrals
• Development and maintenance of relevant technical and industry expertise

Other

• At least 40% multi-state travel required along with a valid driver's license