Job Description:
This position is responsible for generating revenue for Vertex through the sale of Vertex solutions to prospects and existing clients. Develop strategies and plans to penetrate a defined territory and targeted accounts. This will include navigating through an organization to leverage Vertex solutions as an enterprise-wide, global value proposition. Responsible for understanding customer business and service requirements to develop tailored Vertex solutions. This includes the development of long-term relationships with clients as well as the development of account plans for new relationships. Target accounts include new and existing clients within an assigned territory. Works under minimal supervision, exhibiting wide latitude for independent judgment on complex opportunities.
ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:
- Generate revenue for Vertex by selling Vertex solutions in a defined geographic territory. Includes managing sales opportunities, targeting specific accounts, and overall territory management.
- Responsible for proposal preparation, negotiating all aspects of the proposed solution, and closing business.
- Drive opportunities at the strategic and tactical level by selling the enterprise-wide value proposition associated with Vertex solutions to the highest levels within our clients’ organizations.
- Includes establishing relationships with key client and partner contacts and selling into complex, multi-department enterprises.
- Understand the client’s requirements, direction, and strategic vision of tax by building client relationships at the highest levels of all business areas, providing valuable input that influences their vision and tactics, and developing plans to assist them in achieving their goals. Developing and responding to RFPs, developing joint proposals with Vertex Consulting, and fostering relationships/partnerships between Vertex, client(s), and/or partners.
- Present client-specific, tailored vertex solutions by working with client contacts to understand business, tax, and technical requirements. Work with Sales Engineers to develop and perform professional presentations tailored to client requirements. Work with key client contacts to help sell the Vertex value proposition throughout their organization.
- Track and manage territory activity: Develop, implement, and monitor territory lead generation activities as needed to support quota/territory goals. Accurately forecasting the sales pipeline on an ongoing basis. Make use of the CRM tool to track key data associated with sales opportunities and pipeline.
- Enhance job knowledge by staying abreast of client-related news and developments, attending educational workshops, reviewing professional publications, establishing personal networks, participating in professional societies, and developing and/or maintaining proficiency in the latest productivity and technical tools. Apply broad knowledge of Vertex’s services, products, and marketing techniques to develop opportunities and close sales.
- Coordinate selling team efforts by managing the sales process and coordinating appropriate subject matter experts as required to present a tailored Vertex solution to the client. Must be able to coordinate a selling team and leverage various skill sets to effectively develop and present the best possible solution for the client.
- Assists less experienced peers.
- Lead or participate in other projects or duties as assigned.
- Approximately 25 - 50% travel required.
- Participate in other projects or duties.
SUPERVISORY RESPONSIBILITIES:
- N/A
KNOWLEDGE, SKILLS, AND ABILITIES:
- Intermediate knowledge of systems and databases.
- Intermediate knowledge of Web Services, Java, and XML technologies
- Intermediate knowledge of tax engine software or other tax compliance software.
- Excellent leadership, organizational, negotiating, closing, decision-making, presentation, oral, and written communications skills required.
- Must be self-motivated and a proactive thinker. Must be an effective communicator and presenter at an Executive level, both externally and internally.
- Demonstrated relationship-building skills; proven problem-solving skills; understanding solutions, vision, and direction of Vertex initiatives, and presenting the value associated with such.
- Excellent communication (oral, written, presentation, and facilitation) skills. (Determine if role requires presentation and facilitation skills.)
- Must possess and exhibit emotional stability and maturity in the face of stressful situations.
- 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 Microsoft Office packages.
- English fluency required. May require fluency in the language of the local market(s).
EDUCATION AND TRAINING:
- Bachelor’s degree in business, Marketing, Tax, or related field preferred.
- Four (4) years plus of experience in Outside sales, selling tax or finance solutions, & Relationship development and business development.
- Experience selling consulting services is required.
- Professional qualification in Accounting, Tax, Finance, or related field preferred.
- Functional experience in or knowledge of major ERP packages (SAP, Oracle, PeopleSoft) required.
- Or equivalent combination of education and/or 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.
