Field Sales Executive

Overview

The Digital future is changing the tax and accounting professions, with a focus on accuracy, mobility, simplicity, and speed. Wolters Kluwer Tax & Accounting delivers active intelligence, agile systems, and integrated workflow solutions to professionals.

$95,560.00/yr - $/yr

• Drive profitable sales growth within an assigned, established account base of CPA firms.
• Learn full line of Tax & Accounting products including features, benefits, pricing, intended use, value proposition, and competitive position; participate in training and complete self-study activities within prescribed timelines.
• Learn and implement the prescribed sales process for Tax & Accounting products and services; meet sales quotas.
• Manage an assigned account list to support a healthy sales pipeline; organize customers by segment and opportunity; research decision-makers and influencers; build daily/weekly calling lists and maintain information in Salesforce CRM following timing and content standards.
• Promote new account/customer development to meet ongoing sales goals; conduct prospecting/introductory calls to establish a calendar of in-person/virtual meetings; participate in industry meetings, trade shows, and sales meetings; conduct group presentations to create interest in products and services.
• Grow existing customer business by staying informed of client needs and conveying the value of WK solutions.
• Contribute to new product development and issue resolution by identifying gaps; work with Product Managers to translate requirements into functional specifications; manage client expectations on timing, delivery, and scope of product enhancements.
• Improve market share by identifying opportunities in target accounts and engaging client accounts at management/executive levels to identify business issues.
• Plan and schedule all required sales activity; group activities logically (e.g., same-location in-person meetings).
• Collaborate with colleagues to exchange selling strategies and marketing information; address account/channel conflicts with other sales personnel and the Division Sales Manager.
• Develop an Annual Business Plan based on pipeline predictions, mid-year updates, weekly reports, and quarterly forecasts; participate in weekly communications with the Divisional Sales Manager.

Education: Bachelor’s degree in Business, Accounting, Marketing, or related field; OR, if no degree, 6+ years of software/SaaS field sales experience.

Minimum Experience: 5+ years of B2B sales experience, including:

• Sales experience with on-premise/cloud software, SaaS business applications, or content information
• Developing and qualifying prospect lists
• Track record of meeting/exceeding quotas and sales goals
• Developing and implementing business plans and forecasts
• Converting contacts gained through networking into legitimate business opportunities
• Making in-person presentations to prospective clients to explain products/services and their alignment with client needs
• Proficiency with CRM tools (e.g., ; Sales Logix)

Other Knowledge, Skills, Abilities and

Certifications:

• Demonstrated proficiency with a consultative sales approach
• Ability to work with minimal supervision
• Experience in a matrixed organization with multiple sales channels
• Prior President’s/Club Achiever and multiple sales performance awards
• Formalized sales training (e.g., Challenger Sales, Miller Heiman)
• Flexible schedule
• Excellent facilitation and collaboration skills

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Target salary range for certain locations: $95,560 - $133,750.

• Mid-Senior level

• Full-time

• Sales and Business Development

• Software Development