Overview:
PowerPlan is seeking consultative, enterprise Software Sales Executives to sell our Integrated Platform of accounting, tax, planning, and regulatory suites. These solutions enable asset-intensive companies to improve earnings, generate more cash, mitigate compliance risk and support a culture of cost management. This is a New Business opportunity, and the ideal candidate is comfortable closing large deals and is used to an 18–24-month sales cycle.
PowerPlan drives significant benefits to the Office of the CFO by:
- Providing a realistic, credible, and detailed model of their fixed capital assets
- Integrating information across key departments, including asset accounting, income tax, property tax, budgeting, and project management, field operations, and regulatory,
- Centralizing, summarizing, and maintaining information across the entire history of each capital asset, and
- Offering industry best practice workflows to enhance decision-making.
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- This highly consultative role also requires:
- Engineering or highly analytical Bachelor’s degree
- Expertise in solution selling and value-based selling methodologies
- Experience and comfort selling into C level executives
- Experience with selling to Energy companies (Utilities or Oil and Gas) is a plus but not required.
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Additionally, potential candidates should have strong communication skills, with the ability to articulate customer problems and challenges, and then link them to the PowerPlan Value Proposition.
Responsibilities:
Prospecting
Utilizing all tools available to understand a customer’s propensity to enter into a buying cycle and to time PowerPlan’s entry into their research cycle to allow shaping of the philosophy and strategy of the customer’s buying process.
- Leverage research tools to build composite profiles of customers, key customer contacts, industries, and vertical interactions
- Gather intelligence from direct and indirect sources to build supporting views regarding the status of the customer’s intent
- Utilize a variety of means to create interest in dialogue with PowerPlan with the intent to find answers to corporate challenges
- Understand the values of persistence and sticking to your plan
- Maintain consistent, multi-level conversations to build a cross-section of support that elevates you as a trusted advisor to assist the customer with defining actions necessary to address their relevant business challenges
Sales Process Management
Operating with unparalleled efficiency and forethought from the initial identification of an opportunity through an evaluation, selection, close, and transition to professional services:
- Map out a process which will leave PowerPlan as the clear and distinguished standout amongst the competitive solutions
- Anticipate and present viable solutions to roadblocks or concerns that inhibit customers from buying or slow their decision-making process
- Coordinate with multiple departments to deliver the full weight and capability of PowerPlan products and services for each pursuit
- Shape customer needs and requirements into actionable plans that can be addressed by supporting departments, personnel, or partners
- Be an advocate for your opportunities and existing customers within PowerPlan to navigate to wins, customers satisfaction, and PowerPlan references
- Influence customer and internal teams – balancing customer requests, internal resources, deliverables, and scheduling requests requires complete awareness and a fine touch
- Lead negotiations that treat the customer with the utmost respect while delivering the most favorable commercial outcomes for PowerPlan
Territory Management
Understanding and leveraging market fundamentals, conditions, and trends at play in your territory and the impact of those variables on the buying cycle, value proposals, and other dynamics that influences your customers’ purchasing timelines, decision points, influences, and deal dynamics.
- Ability to act as ‘air traffic control’ to leverage the influence of partners, industry groups, PowerPlan customers, and management for the benefit of your sales activities in the territory
- Continual monitoring and leveraging of changes in personnel, business and economic conditions, corporate interactions, and market changes to identify entry points and opportunities for PowerPlan to engage a customer or promote itself
- Frequent participation in educational forums and industry groups to understand evolving market conditions and their impact on customer buying desire
- Balance pursuit of new opportunities with account management and areas of opportunities in existing accounts, – also leverage existing accounts for region-specific information, and relationships, and ultimately deliver a reference-able status
- Effective and creative use of networking and social networking forums to grow your ENTERPRISE ASSET PLANNING/ACCOUNTING/TAX contacts and relationships
Marketing and Promotions
Utilizing your personal tools, capabilities, and talent to build a brand for yourself as a credible representative of PowerPlan – resulting in customers recognizing you and your team as trusted experts ready to assist and consult the customer on their ENTERPRISE ASSET PLANNING/ACCOUNTING/TAX needs.
- Ability to design programs specific to your territory to build your brand as a relationship broker and problem solver within your territory
- Organizational skills to build a regular cadence of activities and communications that ensures awareness amongst the customers and prospects that PowerPlan and its sales team is best suited to assist in solutions to their business problems
- Ability to liaise with partners and other influencers in your territory to raise awareness of PowerPlan’s solutions
· Ability to recognize your perceived credibility across different markets, build personal plans for increasing your credibility, understand the credibility of internal team resources and when/how to use those levers efficiently and effectively
Qualifications:
- Effective Communication:
- Every touch point with a potential customer, existing customer, partner, and PowerPlan team member leaves an impression with your audience. Driven by instinctive communication skills, leaving positive impressions about your credibility and PowerPlan’s credibility is a critical strength resulting in YOU/US being someone that people want to be with, trust, share information, team/partner with and ultimately buy from.
- Ability to connect with your audience and make them feel as though they have your sole attention
- Realization that listening is the most important means of effective communication
- Relationship building – effectively build relationships across all facets of the ENTERPRISE ASSET PLANNING/ACCOUNTING/TAX community spanning from low-mid-highest levels of organizations
- PowerPlan Evangelist – understand how to stay aware of everything happening at PowerPlan, be plugged in to all areas of the company, and intuitively realize how to properly leverage the PowerPlan messaging machine to the right audience, with the right personalized message at the right time
Personal Characteristics & Experience:
- 100% acceptance of responsibility for all results
- Does not take “NO” personally
- Intensely Goal Oriented
- Above-average ambition, willpower, and determination
- Impeccably honest with yourself and customers
- Winner – a competitor who can’t stand losing
- Ability to approach strangers, even when uncomfortable
- Finds the ENTERPRISE ASSET PLANNING/ACCOUNTING/TAX solutions intellectually interesting
- Naturally curious
- Has sold complex sales to multiple roles simultaneously in the target organization
- A leader
- Creative Thinker
- Not traditional IT sales – has sold business software (EAM/ERP/Maximo – Business Apps)
- Million dollar person….has sold million dollar deals in the past
- Has sold multiple transactions per quarter
“This job has a base salary of 140k-150k plus a variable, commission-based bonus. Benefits include health, dental, vision, 401k, stock employee purchase program, paid time off, maternity/paternity leave and other benefits.”
PowerPlan is an EOE
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