Job Description:
This position is responsible for developing innovative client solutions and selling the whole Vertex platform: Tax Determination, VAT compliance & reporting, e-invoicing in the context of VAT in the Digital Age (ViDA) and European tax digitization. You will combine deep expertise across Determination, Compliance and e-invoicing with strong presales execution to help customers meet evolving EU mandates and adopt the full Vertex Platform. You will manage multiple customer prospects, develop compelling business cases, and work with Account Executives to close opportunities - whether led by Determination, Compliance or platform expansion. You will operate as a subject matter expert and scale impact through our Centres of Excellence by contributing to assets, demo narratives, and enablement so the wider European SE team can execute consistently across the platform. You will collaborate with Account Executives to determine when to bring in Vertex SMEs or alliance/channel partners to deliver a complete tax management solution.
ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:
- Deal execution: Operate independently to manage multiple sales cycles with the sales force. Prioritize engagements to maximize opportunity for Vertex while balancing country-aligned delivery and CoE-led expertise.
- Tax and platform SME: Act as a subject matter expert in Tax Determination, VAT compliance and e-Invoicing (ViDA and country-specific mandates). Help customers and internal teams understand how Determination, Compliance and reporting fit together and how to adopt the whole Vertex platform.
- Strategy and positioning: Assist Sales Management in developing sales strategy and tactics that position the full Vertex platform (Determination, Compliance and e-invoicing) and enable platform-first expansion. Formulate solutions that address client requirements and competitive positioning across determination-led, compliance-led, and platform conversations.
- Presales delivery: Serve as a functional and tax expert throughout the sales process. Work with Account Executives to develop proposals that reflect a clear understanding of client requirements, including Tax Determination, VAT compliance, e-invoicing and reporting needs, and recommendations for the Vertex platform.
- Discovery and solution design: Support discovery and qualification across Tax Determination, VAT returns and e-Invoicing mandates. Assist in identifying tax and business process options so clients can meet business objectives, regulatory deadlines, and full platform adoption.
- RFP and proposal support: Assist Account Executives in developing account strategy and in developing and responding to RFPs with accurate, differentiated messaging for Tax Determination, Compliance, e-Invoicing, and the broader Vertex platform.
- Demos and workshops: Develop and lead product demonstrations for Tax Determination, Compliance, and e-Invoicing that are specific to the client’s business and regulatory context. Support demo-capable SEs with storylines, proof points, and objection handling for the whole platform.
- Commitment and handover: Execute sales strategy so that commitments are met, risks are anticipated, and handover to delivery is clear. Transition strategy, implementation objectives, and scope to the delivery team for smooth execution.
- CoE contribution: Contribute to and leverage Compliance, Presales Excellence, and Vertex/VAT/ACT assets (playbooks, discovery guides, demo storylines, templates). Participate in or lead enablement so the European SE organization scales capability across Tax Determination, Compliance, e-Invoicing, and the full platform.
- Voice of customer and market: Serve as a customer advocate; relay enhancement and market feedback to product and strategy teams. Document competitive and regulatory intelligence for use in GTM and CoE deliverables.
- Internal enablement: Develop or refine internal sales tools and deliver training for Account Executives and SEs where aligned with Presales Excellence and Compliance CoE priorities.
- Travel: Travel as required to support opportunities and team activities (expect significant travel when supporting multi-country or strategic engagements).
- Other: Participate in other projects or duties as assigned.
SUPERVISORY RESPONSIBILITIES:
KNOWLEDGE, SKILLS AND ABILITIES:
- Working knowledge of major ERP and finance systems (e.g., SAP, Oracle) and how they integrate with Tax Determination, VAT compliance and e-Invoicing in a ViDA context.
- Strong understanding of Tax Determination (transaction tax, use tax, etc.), EU VAT compliance, e-Invoicing mandates, and digital reporting requirements; ability to translate regulatory and technical requirements into customer value and presales narrative for the whole Vertex platform.
- Ability to independently manage multiple opportunities and priorities and to make decisions that balance deal impact with CoE and team leverage.
- Strong interpersonal skills and ability to work effectively with Account Executives, country managers, and CoE leads (e.g., Compliance, Presales Excellence, Vertex/VAT/ACT).
- Strong presentation skills for external and internal audiences (demos, workshops, enablement).
- Tax, Compliance, or legal background (or equivalent depth in e-invoicing / indirect tax technology) required.
- Proficiency in Microsoft Office and standard collaboration tools.
- Effective time and priority management; ability to complete tasks in a timely manner.
- Clear written and verbal communication; ability to listen, synthesize, and communicate technical and business information.
- Good organizational skills; results oriented and customer focused.
- Platform-first mindset: Comfort selling and positioning the whole Vertex platform (Tax Determination, Compliance, e-Invoicing) and articulating full platform value from determination or compliance-led conversations.
- Proficiency in English required: Proficiency in one or more European languages may be required depending on territory.
- Working knowledge of major ERP and finance systems (e.g., SAP, Oracle) and how they integrate with Tax Determination, VAT Compliance and e-Invoicing in a ViDA context.
EDUCATION AND TRAINING:
- Bachelor’s degree in Information Technology, Business, Tax, or a related field, or equivalent.
- Experience in a team-selling and presales environment preferred.
- Experience working with clients to understand and build requirements and to develop solutions that address business, determination and compliance objectives.
- Experience with European markets, multi-country deals, Tax Determination or Compliance-led selling is a plus.
- Or equivalent combination of education and experience.
Other Qualifications
The Winning Way behaviours that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.
• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.
COMMENTS:
The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.
