Solution Sales Consultant IV

Job Description:

This position is responsible for selling consulting/professional services at an expert level to new and existing customers, delivering on quota goals within a defined territory, ensuring the organization’s revenue objectives for products and services are met and/or exceeded. As a key position in the solution selling process, works closely with internal stakeholders to identify new products and services needs that can be marketed and sold globally.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Possesses expert skills to manage quota, forecast, and sales pipeline within a defined territory/segment to achieve organizational objectives for products and professional service sales.
• Possesses expert skills to facilitate discovery conversations with new and existing customers to identify critical information to determine the proper engagement scope, and present timely and transparent solutions.
• Works with the Account Executives to determine the best solution approach with clients to maximize revenue within a business channel. This includes assisting the Account Executive with selling the organization's overall solution, including software and services.
• Collaborates with the Account team to develop strategies to be used in the sales process to sell the value of the organization's products and services.
• Identifies critical differences between the company's offerings and competitors yet remains flexible enough to allow engagements to be fulfilled by multiple service providers when necessary and as appropriate to ensure customer satisfaction and revenue targets are met.
• Illustrates how the organization's Solutions (product and professional services) can play a more significant role in customer success in addressing their indirect tax calculation, reporting, and compliance requirements.
• Establishes relationships with key stakeholders within organizations to identify the strategic value that the company's products and services will bring to their business.
• Works in tandem with the client’s subject matter experts (“SMEs”), including C-level execs, tax professionals, and ERP System implementers, to understand their organization’s needs and strategic direction and create a deployment strategy that aligns and scales with the plans of the organization.
• Defines the implementation strategy for the customer’s project by delivering Statement of Work (“SOW”), RACI diagrams, and Gantt tables.
• Negotiates all aspects of the implementation strategy and terms and conditions defined in the consulting sales artifacts.
• Prescribes support practices for post-implementation.
• Works with Consulting leaders to ensure successful knowledge transfer and onboarding of new customers.
• Collaborates with the legal department to strategize on redlines to Statement of Works and Master Agreements to close business.
• Represents the SSA team in internal cross-functional meetings.
• Acts as a liaison between Sales and Consulting.
• May lead projects and perform other duties as assigned.
• Occasional business travel may be required.

SUPERVISORY RESPONSIBILITIES:

• N/A

KNOWLEDGE, SKILLS, AND ABILITIES:

• Expert understanding of the Order-to-Cash and procure-to-pay process in North America.
• Expert understanding of ERP and Financial systems
• Ability to present with confidence when engaged in the sales process.
• Expert understanding of Project Management methodology.
• Good writing skills are needed to articulate the organization's sales deliverables in the sales cycle.
• Expert knowledge in negotiating, decision-making, and oral communication.
• Willingness to develop understanding in time management, active listening, process engineering/reengineering, optimization, and change management.
• Proficiency in Microsoft Office applications.
• Ability to be results-driven and manage multiple opportunities at one time.
• Fluency in English is required.

EDUCATION AND TRAINING:

• Bachelor’s Degree in Business, Computer Science, or related discipline.
• Ten (10) plus years of experience in selling tax solutions or enterprise software applications and professional services.
• Expert experience with Retail Industry applications, e-commerce platforms, source-to-pay platforms, or other systems requiring tax automation preferred.
• Expert understanding of ERP, Tax/Tax Technology, or Tax Professional Certifications or Credentials recommended.
• Prefer in-depth tax application experience working with ERPs, SAP, Oracle, JD Edwards, Microsoft, other In-house applications, and Vertex products.
• Or equivalent combination of education and experience

OTHERE QUALIFICATIONS:

The Winning Way behaviors that all 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.

Pay Transparency Statement:

US Base Salary Range: $119,300.00 - $155,000.00

Base pay offered to new hires may vary based upon factors including relevant industry and job-related skills and experience, geographic location, and business needs.* The range displayed does not encompass the full potential of the role, which allows for further growth and career progression.

In addition, as a part of our total compensation package, this role may be eligible for the Bonus Plan (VOB), a role-specific sales commission/bonus, and/or equity grants.

Learn more about Life and connect with your recruiter for more details regarding compensation and benefit programs.

*In no case will your pay fall below applicable local minimum wage requirements*.