Sales Engineer Principal

Job Description:This position is responsible for developing innovative client solutions drawing on the appropriate skills in the areas of information systems, financial management, and operations. Utilize knowledge of both business process and information technology to offer clients solutions for the demands of determining, calculating, and recording complex tax transactions. Manage multiple customer prospects and develop client business cases in a manner that meets customer requirements, anticipates potential problems, and avoids surprises during implementation. Actively identify, pursue, and participate in complex proposal development and help Account Executives close sales opportunities with existing and new clients. Work with the Account Executives to determine when and how Vertex subject matter experts and/or third-party partners can assist in the sales process and delivery of custom solutions to provide a complete tax management solution to the customer. Must have working knowledge of Oracle/SAP.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Operate independently to manage multiple sales cycles with sales force. Make decisions and prioritize sales engagements in a way that maximizes the overall opportunity for Vertex.
• Act as a subject matter expert in specific tax and industry disciplines such as Value Added Tax, Lease Tax, Retail industry, etc.
• Assist Sales Management in developing sales strategy and tactics to best position Vertex to win business. Formulate solutions and alternatives to address client requirements and combat competitive positioning.
• Serve as a functional and tax expert to client during the sales process
• Work with Account Executives to develop complex proposals that reflect an in-depth understanding of the client’s requirements, including tax/technical environments and recommendations
• Assist in determining tax and business process re-engineering alternatives to assist clients in meeting business objectives
• Assist Account Executives in developing client sales strategy, developing and responding to RFPs
• Develop and lead product demonstrations with potential client tax, IT and system administration professionals that are specific to the client’s business requirements
• Execute client sales strategy in a manner that ensures that commitments are met, potential problems anticipated, and surprises avoided
• Engage appropriate Vertex subject matter experts and third-party partners as needed in sales activity, proposal development and project delivery
• Transition project strategy and implementation, objectives, and scope to delivery team to ensure a smooth transition and execution of project plan
• Serve as a customer advocate to relay enhancements to the product teams; document market and competitive information to be used by product and strategy teams
• Develops internal sales tools and performs training for Account Executives
• Travel requirement of at least 60% of the time.
• Participate in other projects or duties.

SUPERVISORY RESPONSIBILITIES:

• N/A

KNOWLEDGE, SKILLS AND ABILITIES:

• Working knowledge of major ERP systems (SAP, Oracle, PeopleSoft)
• Ability to independently manage projects and make decisions across multiple opportunities and/or priorities
• Strong interpersonal skills with ability to effectively work with Account Executives
• Strong presentation skills for external presentations to various sized audiences
• Must be able to multitask by working with various Account Executives across various opportunities
• Tax or legal background required
• Proficiency in Microsoft Office packages is required.
• Must manage time and priorities effectively by completing tasks in a timely manner.
• Sufficient knowledge of business communications, including telephone, voicemail, and e-mail, and operations of office machines, such as photocopier, scanner, and fax.
• Ability to listen and understand information and communicate the same.
• Must possess good organizational skills.
• Must be results oriented, customer focused, and exhibit good interpersonal skills.
• Proficiency in English required. May require proficiency in local language(s).

EDUCATION AND TRAINING:

• Bachelor’s Degree in Information Technology or a related field or equivalent
• Fifteen (15) or more years of experience with business systems, transaction tax experience preferred.
• Experience operating in a team-selling environment preferred.
• Experience working with clients to understand and build requirements.
• Experience developing client solutions to address business requirements.
• Or equivalent combination of education and experience

Other Qualifications

The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.

• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.

• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.

• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.

• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.