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Solution Executive - ORM

Sphera

Role overview

Qualifications

  • Minimum 5+ years of successful experience in selling Enterprise Software and Technology solutions to the Global 2000
  • Proven track record of closing large and complex sales, leveraging channels and partners; strong hunter skills
  • Experience selling Control of Work (CoW), Master Data Management for MRO, Advanced Risk Assessment (PHA) and Health & Safety Management Solutions
  • Demonstrated relationship management skills and ability to build relationships with key decision-makers in a matrixed organization; history of closing major deals

Responsibilities

  • Sell to Enterprise accounts with a focus on hunting new accounts and achieve yearly sales goals
  • Qualify and disqualify opportunities, identify customer pain points, and conduct hunting activities (cold calls, conferences, trade shows)
  • Deliver solution presentations to key customers, develop enterprise software license proposals, and negotiate contracts
  • Maintain accurate forecasts, create closing plans, and drive revenue growth across assigned business lines toward plan; ensure timely closes

Key facts

Hard skills

Enterprise Sales Master Data Management Operational Risk Management Sales Management Cold Calling Sales Forecasting Revenue Growth Quota Achievement Contract Management Account Management Customer Analysis Safety Management Systems Sales Strategy Proposal Development Technology Licensing Trade Show Sales Risk Analysis Solution Selling New Business Development Full-Cycle Sales Cross-Functional Collaboration Channel Sales Competitive Analysis Strategic Management Joint Ventures Software Sales Customer Centricity Stakeholder Communications

Other skills

  • Microsoft Word
  • Presentations
  • Microsoft Excel
  • Microsoft PowerPoint
  • Negotiation
  • Entrepreneurship
  • Accountability
  • Communication
  • Adaptability
  • Active Listening
  • Teamwork
  • Social Skills
  • Relationship Management
  • Innovation

About the company

Sphera logo

Sphera

Sustainability & ESG Consulting

Sphera creates a safer, more sustainable and productive world. We are the leading provider of Enterprise Sustainability Management (ESM) performance and risk management software, data and consulting services focusing on Environment, Health, Safety & Sustainability (EHS&S), Operational Risk Management (ORM), Product Stewardship and Supply Chain Transparency. For more than 30 years, we have served over 8,400 customers and a million-plus users in 95 countries to optimize workflows and navigate the complex and dynamic global regulatory structure. Our goal at Sphera is to help customers keep their people safe, their products sustainable and their operations productive.

Company details

Company typeLarge
IndustrySustainability & ESG Consulting
Company size1001 - 5000

Links

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Job description

Sphera is a leading global provider of enterprise software and services that enables companies to manage and optimize their environmental, health, safety and sustainability. Our mission is to create a safer, more sustainable and productive world.

Sphera is a portfolio company of Blackstone, a U.S.-based alternative asset investment company that focuses on private equity, technology and innovation, and more. Blackstone businesses succeed through strong partnerships, a personalized approach and a commitment to exceptional performance with uncompromising integrity. Sphera and Blackstone are leaders in the Environmental, Social and Governance (ESG) space.

We are guided by our core values of Customer Centricity, Accountability, Bias to Action, Innovation, and Collaboration. These values help us recruit the right talent to join our rapidly expanding team around the globe. It is important to us that each and every Spherion is not only eager to challenge themselves and knows how to get work done but is an awesome addition to our company culture.

Solution Executive  - ORM 

 
Solutions Executive: 

The Solutions Executive will maximize profitable company sales revenue by identifying, qualifying, negotiating, and closing new Operational Risk Management business with new and existing clients. This position is primarily selling Sphera’s SaaS solutions. This role will be the personification of Sphera in all matters within and outside the company with an unflagging commitment to customer satisfaction, delight, trust, and loyalty. 

 
General Job Duties: 

Solutions Executive within Sphera’s team will sell to Enterprise accounts, with a focus on hunting new accounts. 

  • Executing against yearly sales goals 

  • Qualifying and disqualifying new business opportunities while identifying customer pain 

  • Hunting activities (includes cold calling, conferences, trade shows etc.) 

  • Cross functional collaboration with Strategic Account Managers 

  • Maintaining accurate forecasts 

  • Accountability for driving revenue growth across Sphera's assigned business lines to include identification of revenue drivers and metrics - creating visibility with all market owners on revenue trends and actions to drive revenues to plan 

  • Deliver solution presentations to key customers 

  • Develop enterprise software license proposals 

  • Negotiate enterprise software contracts 

  • Learning customer decision process 

  • Creating closing plans for forecasted business 

  • Close business in a timely manner 

  • Fully comprehend the Sphera unique value proposition. 

Requirements: 

The ideal candidate will own sales for a specific product line/ geographic territory and will possess the following:   

  • A minimum of 5+ years of successful experience in selling Enterprise Software and Technology solutions to the Global 2000 

  • Demonstrated success in closing large and complex sales; encourages and contributes to creative deal making; actively leverages role to close sales through appropriate sales channels and partners 

  • Experience in selling Control of Work (CoW), Master Data Management for MRO, Advanced Risk Assessment (PHA) and Health & Safety Management Solutions.

  • Strong hunter skills 

  • Experience should include negotiations, successful partnerships and / or joint ventures. 

  • Has implemented successful sales strategies in changing markets. Understands the product sales cycle and challenges, including the strategies of competitors, and leverages this knowledge to hone sales strategies. 

  • Appropriately adapts and leverages products, services and operations to effectively compete in competitive markets 

  • Assigns the highest priority to customer satisfaction. Listens to customers 

  • Has personally closed major deals and is well known and respected, maintaining effective interpersonal relationships with the key decision-makers in customer organizations. 

  • Enjoys interaction with customers and prospects and is a person that our sales people would welcome to participate in the sales process. 

  • Demonstrated ability to work effectively in a team-oriented environment and ability to navigate and excel in a complex, heavily matrixed organizations 

  • Demonstrated relationship management skills are essential, including the ability to relate successfully to a variety of people externally and internally, and to form strong relationships with key decision makers 

  • Proficiency with MS applications required (Excel, Word and PowerPoint)  

  • Will demonstrate a desire to function as an entrepreneur within Sphera, and will not rely on large staffs to support their efforts 

  • Consistently met or surpassed yearly quota 

 

#LI-JL1

Pay:

$105,000.00 - $167,000.00 + Eligible for Variable Compensation Plan

Commensurate with relevant qualifications and experience

Benefits:

  • Medical, Dental, and Vision Insurance

  • Health Savings Account

  • Flexible Spending Account

  • 401(k) Retirement Plan with Company Match

  • Life and Disability Insurance

  • Critical Illness Insurance

  • Accident Insurance

  • Hospital Indemnity Insurance

  • Paid Time Off and Holidays

  • Flexible Working Schedule

Sphera is proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all colleagues. We provide equal employment opportunities to all individuals regardless of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, age, veteran status, marital status, or any other legally protected status.

If you require a reasonable accommodation for a disability during the application or recruiting process, please email us at accommodations@sphera.com to make your request. To help us best respond, please include your name and the position you are applying for in your message.

This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.

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Marcus Rivera

Chief Revenue Officer

m.rivera@company.com
linkedin.com/in/marcusrivera
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