Mid - market Account Executive

Sales Representative

Concur is seeking a proven sales professional to prospect and sell directly to mid-market companies (organisations with less than 300 UK employees) via the telephone and internet presentations in a defined geographic territory. This position is for a new business segment supporting a new Concur service.

The sales representative will be responsible for the entire sales cycle along with supporting the customer experience and collecting information which will be important to further sales and support of this market. We are looking for an assertive, success-oriented individual with a proven record of exceeding sales targets, a high level of commitment and a strong desire to be part of Concur's growth. Position reports to the Sales Director.

Responsibilities:

• Achieve sales objectives primarily through selling Concur expense and AP invoice software solutions to new customers and through sales of additional services to new customers.
• Identify sales opportunities through direct prospecting, marketing lead follow up, networking and partner relationships.
• Manage sales process through qualification, needs analysis, product demonstration, negotiation and close.
• Work with pre-sales team when technical or product support is required.
• Develop and maintain an elevated level of knowledge about Concur's products and services.
• Develop and maintain an understanding of the territory, marketplace, competitive offerings, and other business issues relevant to the position.
• Use effective time and territory management to maximize results.
• Develop and maintain relationships with Concur partners and other third parties to increase opportunities.
• Manage customer engagement and sales process via the telephone and online collaboration tools.
• Document daily sales activities in Salesforce automation tool, prepare accurate reports and forecasts, manage pipeline, and perform other tasks necessary to drive sales revenue and communicate activities to sales management.

Position Requirements: Education, Experience & Training required:

• 2+ years of successful B2B sales experience with a strong emphasis on acquiring new customers.
• Internal sales role background.
• Experience to selling to "C" level Executives.
• Documented success achieving and exceeding assigned quotas.
• Adoption of sales methodology.

Job Specific Specialised Knowledge & Skills:

• Highly motivated and able to work independently.
• Sandler Sales Methodology, Challenger Sale or MEDDIC training is advantageous.
• Creative problem solver.
• Excellent written and verbal communication skills with an emphasis on persuasion & influence.
• Knowledge of B2B marketing.
• A good understanding of information technology particularly web-based applications.
• Strong business acumen.

Critical Performance Competencies:

• Demonstrates different influence styles as appropriate to situation while maintaining positive relationships.
• Builds and maintains trusting relationships with associates and customers.
• Effectively transfers thoughts and expresses ideas using speech, and listening skills to influences others and gain support.
• Adjust to new, different, or changing requirements.
• Listens with objectivity and checks for understanding.
• Persists despite obstacles and opposition or setbacks.
• Competitive, high achiever.
• Holds self-accountable for results.
• Conveys a sense of urgency and drives issues to closure.

Cultural Competencies required to do this job:

• Displays passion for & responsibility to the customer.
• Displays leadership through innovation in everything you do.
• Displays a passion for what you do and a drive to improve.
• Displays a relentless commitment to win.
• Displays personal & corporate integrity.