Description
Role Summary:
You will be responsible for selling enterprise software to the Higher Education Market in North America with both traditional and SaaS delivery models. You will share our story and the opportunity to reveal how our technology can help optimize a customer’s guest experience. You will back your ideas with industry insight, an in-depth knowledge of customer needs, and company strategy. You need to be data driven, using multiple sources to help inform your opinions and provide insight to your prospects. You will need to be able to recite competitors’ strengths and weaknesses in your sleep and you will agonize over finding the next potential customer. You thrive working in an entrepreneurial environment and love building your business while working collaboratively with internal teams to help you be successful. You are a self-starter!
KEY GOALS AND PERFORMANCE MEASURES:
- Achievement of sales, revenue, and performance objectives within a defined vertical.
- Establishes professional working and trusted advisor consultative relationships with customers and all key decision makers at multiple levels.
- Maintain expenses within the guidelines provided.
This position reports to the Vice President of Managed Food Service Sales and will work closely with internal and external stakeholders to ensure the appropriate objectives.
Your duties will include:
- Drive efforts to achieve sales targets and to grow customer base.
- Actively prospect in area of specialization in pursuit of new sales opportunities.
- Target potential leads to build sales pipeline using appropriate sales strategies and approaches.
- Maintain knowledge of competitors and best practices to strategically position the value of Agilysys product and services offerings.
- Establish a professional working and consultative relationship with customers by developing a basic understanding of their unique business needs within their industry.
- Educates the customer on Agilysys technical capabilities leveraging industry and business knowledge underpinning the customers’ business needs to create demand and persuade through the creation and presentation of compelling purchasing rationales.
- Develop proposals, deliver customer presentations and close the business.
- Efficiently leverage leaders, sales teams and partners to seek out new opportunities and close business.
- Record all customer/prospect communications and maintain the Customer Relationship Manager (CRM) system.
- Provide accurate forecast and pipeline updates as required. Strives to maintain high levels of quality, accuracy, and process consistency.
- Other duties as required by management.
Requirements for success:
- Bachelor's degree required; Masters preferred.
- Minimum of 5 years successfully selling outside software technology to the Higher Education market. (SaaS, etc.).
- Preferred 3 - 5 years sales experience in the Higher Education or related field.
- Familiar with value-based and consultative selling strategies.
- A hunter with a proven record of bringing in new business revenue.
- Strong passion for selling technology to enhance a customer’s business.
- Demonstrated ability in problem solving, strong prioritization skills.
- Excellent communication skills.
- Collaborative team player with the confidence and integrity to earn people’s confidence, internally and externally, and put them at ease.
- Be persuasive, persistent, and patient.
- Exceptional at networking, initiating and building relationships.
- Ability to understand and articulate value propositions.
- Ability to analyze the impact of decisions before executing.
- Road warrior - this position requires extensive domestic travel, with some international travel.
- Computer proficient in email, internet, & Microsoft applications.
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Must be willing to complete all license applications, background checks, security checks and/or any other documentation and provide copies of any identification documents required by any State, Federal or Tribal governmental agency in order to maintain compliance with their laws and to successfully perform in the role.
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The information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job. Conditions may require the Company to modify this job description and the Company reserves the right to exercise its discretion to make such changes.
Agilysys is an equal opportunity employer. In compliance with Federal and State EEO laws, qualified applicants are considered for all positions without regards to race, color, gender, religion, national origin, ancestry, place of birth, age, marital status, sexual orientation, disability, or veteran status.
EEO/AAP Employer
M/F/V/D
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