About the Role
– Key ResponsibilitiesInternal Sales Activity
1. Planning : Deliver on your comprehensive sales plan to consistently exceed targets
2. Forecasting : Lead and be responsible for accurate sales forecasting weekly including.
3. Pipeline management : Maintain and progress Renewals, Expansion and New Business
4. CRM Hygiene - Salesforce : Mandatory accurate and up-to-date documentation of all customer account details, including opportunities, commitments, key discussions, and records of customer visits or calls.
5. Team engagement : Proactively share ideas to improve the sales processes and contribute to the effectiveness of the sales team.
6. Market : Regularly enhance knowledge and insight into the best practices and trends within the industry
External Sales Activity
Activity : Co-work and create an annual plan with Senior Executives within our top Solution Providers, including SI's to increase:
7. New Business - Research, identify and target end usersProvide information & deliver the Request for Proposal (RFP) process with SP's
8. Expansion : Leverage knowledge & experience to expand Laserfiche in customers
9. Renewals : Ensure Renewals exceed the industry average 95%
10. Co-Selling : Demonstrable success of co-selling at C-suite level with SPs to end users (FTSE top 500)
11. Demonstrations : Lead the Process to deliver high quality project winning demo's
12. Trade Shows : Drive sales & co-lead external end user discussion with SI's and Large SP's
About You – Essential Qualifications
13. Bachelor's degree and/or equivalent sales experience in a related field – Min 10 years
14. Proven success and experience in Channel sales, preferably within the SaaS or technology sector
15. Demonstrable experience delivering sales methodologies and opportunity management
16. A growth mindset with excellent verbal and written communication skills, with the ability to engage and influence stakeholders at all levels
17. Demonstrated ability to establish rapport and build trust with Business Owners of Partners and C-Suite Executives
18. Highly organized with strong multi-tasking capabilities and attention to detail
19. Proactive, self-motivated & ability to work independently & collaboratively within a team
20. Proficiency in Microsoft Office and CRM systems; experience with CPQ systems is a plus
21. Languages: C2 (Proficiency) English and German
22. Ability to travel, when needed