Enterprise Sales Executive

The Enterprise Sales Executive is client-facing and responsible for prospecting and qualifying Enterprise accounts.  This role will support a deal team responsible for the full sales cycle including proposing, negotiating, and closing deals for Baxter Planning’s growing portfolio of SaaS products and services. 

Job Responsibilities:

• Create, manage, and drive to closure a funnel of leads and opportunities while maintaining up to date information in Salesforce.com.
• Work closely with Baxter Planning executives including CRO, VP, Enterprise Sales, and Enterprise Sales Director to strategize on and monetize key deals.
• Work with key prospects and clients to explore their business challenges and strategic initiatives with the goal of converting these companies to new Baxter Planning customers.
• Identify opportunities and build strategic relationships that will drive sales over an expanded sales cycle with C-suite level executives.
• Represent Baxter Planning’s solution portfolio by leveraging company collateral to deliver value propositions, proposals, contracts, etc.
• Demonstrate thorough knowledge of enterprise SaaS solutions (such as scaling, Cloud, security) and how to overcome objections with knowledge of competitor platforms/costs.
• Coordinate with Sales Engineering and other company resources to complete product configurations, build compelling business cases, and ensure successful demonstrations of Baxter’s solutions and benefits.
• Identify issues/problems/challenges that might affect potential deals and develop an effective plan to address these hurdles with viable solutions.

Achieve Sales Bookings Goals

• Achieve annual quota sales bookings of Annual Recurring Revenue (ARR) and Implementation Revenue.
• Forecast accurately and develop a sales plan that achieves sales quotas.
• Prepare, analyze, and maintain records of individual sales goals.

Administration

• Follow Baxter Planning sales methodology and processes for qualifying and closing accounts.
• Build and establish a targeted prospect list for future business (using client profiling, vertical market data analysis, partner leads and other techniques).
• Represent Baxter Planning at key market events including trade shows, conferences, etc.

Additional Qualifications:

• Supply chain software experience preferred, particularly related to aftermarket / service sector.
• Demonstrated understanding of strategic business and financial principles.  Experience with revenue models, forecasting, sales metrics, negotiation, operations, and cost management.
• Strong leadership, analytical, and management skills.  Ability to drive sales results in a matrixed environment across multiple functions.
• Outstanding executive-level interpersonal, oral, and written communication skills.  Ability to establish relationships with executives and team members alike.
• Flexibility to operate well in a dynamic, high-growth environment.
• Ability to effectively reflect and reinforce Baxter Planning’s cultural values and norms.
• Track record of sales performance with an industry leading ERP or supply chain centric SaaS provider preferred.
• Impeccable ethical standards and professional behavior.
• Physical/stamina: ability to transport personal luggage and sit for long periods of time in the air or driving to client sites.
• Minimum undergraduate degree.

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