Job Information
Wolters Kluwer Field Sales Executive (Managed Services Account Executive) in Albany, New York
Location : Remote US
Primary responsibility is to sell ftwilliam.com Managed Services/BPO offerings in a defined territory.
Essential Duties and responsibilities
Sell ftwilliam.com Managed Services offerings in a defined territory made up of a specific geography of states in the U.S.
Partner closely with the Managed Services Team and the territory Account Manager to ensure customer retention/success
Partner closely with the Managed Services Account Executive Team Lead on new sales opportunities to ensure accurate prospecting & discovery of new opportunities
Develop a strong understanding of the retirement plan administration market, our customers (TPAs, CPAs, Law Firms, etc.), and their daily workflow.
Partner closely with the territory ftwilliam.com Software Account Executive to ensure customer or prospect is properly licensed for the software products needed to support Managed Services.
Prospect and develop new Managed Services business in both existing accounts as well as new accounts.
Maintain and update information in Salesforce.com including accurate monthly forecast, activities, demos, and pipeline management
Constant pipeline growth & management, including opening new opportunities and booking new appointments to support achievement of sales goals.
Accurate monthly new sales forecasting, including a commit to the business that supports sales goal attainment.
Utilize sales tech stack including ChatGPT (AI), Outreach.io, Gong.io, SalesIntel.io, LinkedIn/LinkedIn Sales Navigator, etc. in daily sales workflow
Establish and maintain solid and high activity prospecting practices; meeting or exceeding assigned outbound email and call KPIs.
Ensure that customer and prospect meetings include all relevant stakeholders from the Managed Services, Leadership & Software teams
As needed, attend National and Local tradeshows to provide booth coverage. This includes learning and executing our Trade Show processes.
As needed, attend in-person customer/prospect meetings in defined territory
Develop relationships with major players in each of your large metro markets.
Submit timely reports as requested by the Sales Manager and/or Executive Management.
Contribute & exchange ideas and best practices to other members of the sales team.
Immediate and thorough follow-up on inquiries from customers and prospects using the applicable sales tech stack application(s)
Work closely with the assigned Account Manager, Customer Service and Billing to solve billing/service issues that could affect the renewal of a Managed Services subscription.
Support team, Business Unit, and corporate goals and objectives.
Perform various ad hoc duties as requested by Sales Manager.
Job Qualifications
Minimum: College Degree or equivalent experience
3+ years of over-quota sales experience.
Knowledge of and experience in the Retirement industry strongly preferred.
Excellent verbal and written communication skills
Excellent organization, planning and presentation skills
Strong time management skills
Proficiency with Microsoft Office Products (PowerPoint, Outlook, Excel, Word) and Salesforce.com
CORE COMPETENCY REQUIREMENTS:
Motivated self-starter
High levels of outbound activity – both written and verbal – on a daily, weekly and monthly basis to support achievement of sales goals.
Strong sales ability with both a short and longer sales cycle
Detail oriented with strong analytical, time management and problem solving skills.
Ability to work well individually and in a team.
Highly embracive of a ‘better together’ and ‘elevate your game’ corporate culture
Ability to embrace and implement change
Ability to develop deep relationships with customers and prospects
Strong Customer Service skills
Enthusiasm and eagerness to learn
Consulting mentality—extracting insights, including the ability to understand & translate retirement industry terminology/workflow, from very complex and/or limited information to make a recommendation to stakeholders
Demonstrated ability to take initiative, be proactive, and think independently, and anticipate needs related to future work.
Demonstrated capacity to learn and apply skills and knowledge to unique and varied situations
Highly responsive and resourceful. Positive ‘can do’ attitude and approach to problem solving
Innovative mindset; willingness to try creative and different ways of meeting sales goals.
Ability to clearly communicate concepts, research findings, issues analysis, project and evaluation results, and data interpretations
TRAVEL REQUIREMENTS
- Less than 10% travel. Travel based on the needs of the business.
EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
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