Job Overview:

Responsible for meeting and/or exceeding the Company’s annual revenue and booking quota for assigned territory. Identifies and develops opportunities to expand relationships with existing customers by selling additional Concur products and services. Develops sales opportunities through prospecting, marketing, and leveraging, Client Development Representative, Client Executive, and third party relationships. Reports to the Regional Sales Director.

Responsibilities:

• Achieve sales objectives through growing the customer footprint and sales of additional services to existing customers.
• Manage sales process through qualification, needs analysis, product demonstration, negotiation, and close.
• Develop and maintain an effective business, sales, and marketing plan for assigned territory.
• Partner with Client Executive, Client Development Representative, and Pre-Sales Consultants to develop and execute effective account plans and revenue and retention strategies.
• Accurately qualify and prepare Client Executives, Pre-Sales Consultants, and Services staff in advance of customer demonstrations and presentations.
• Develop and maintain a high level of knowledge about Concur’s products and services, marketplace served, competitive landscape, and other business issues relevant to the position.
• Properly forecast monthly, quarterly, and annual revenue numbers for assigned territory.
• Document all sales contacts and activities in Concur’s sales tools and systems, prepare reports, manage pipeline, and perform other tasks necessary to drive sales revenue and communicate activities to sales management.
• Provide constant feedback to Sales management on the territory environment.
• Share input with other departments in preparing sales materials and technical publications.
• Be an active team player both on the sales team and throughout Concur to help meet company objectives.
• Be aware of, and comply with, all corporate policies.

Education, Experience & Training required:

• BA in a business or technical related area of study
• Minimum of 3 years experience selling ERP or financial solutions
• Consultative sales experience
• Ability to pass a background check.
• Higher education-related sales and client-management experience
• Successful experience and ability to manage a cross-functional team

Job Specific Specialized Knowledge & Skills:

• Demonstrated ability to develop and maintain effective business, sales, and marketing plans.
• Proven track record achieving/exceeding quota targets
• Strong knowledge of industry travel and entertainment products.
• Demonstrated ability to successfully negotiate complex contracts.
• Strong ability to create sales presentation messages, positioning statements, and other sales collateral.
• Strong business acumen.
• Demonstrated ability to work both independently and as a collaborative team achieves goals.
• Ability to perform in a dynamic and fast-paced environment.
• Works under moderate supervision.
• Interacts with sales, marketing, and external partners.
• Flexibility in work schedule is required.
• Various means of travel is required, including air travel.
• This is a home office-based position.

Critical Performance Competencies:

• Demonstrates different influence styles as appropriate to the 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

Value Competencies:

• 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