Responsibilities
- Develop a robust understanding of Higher Logic’s products and services - be an expert in our product offerings, USPs and competitive differentiators
- Meet or exceed quarterly sales targets by driving new opportunities within an assigned territory through a combination of outbound prospecting and working inbound leads.
- Provide technical, value-based demonstrations based on the specific needs and business outcomes of your prospects
- Accurate forecasting of monthly and quarterly bookings to Sales Manager accompanied by diligent pipeline management
- Work with assigned Business Development Representative in the territory to prioritize accounts and outreach to new opportunities
- Diligently follow Higher Logic’s sales process with a keen attention to detail by tracking all activities, notes, and accurate sales stages in Salesforce
- Lead with a value-based and consultative sales approach to sell to key stakeholders and decision makers
- Partner effectively with Sales Engineers where needed for technical conversations
- Collaborate with your peers as well as the product and marketing teams in a fully remote setting
- Provides customer voice of market and provides insights to sales leadership, product and marketing to help evolve GTM strategy
- Plays a mentoring role across the team and partners effectively with sales enablement to help develop and improve sales training tools
- Conduct all business in accordance with Higher Logic values, policies and procedures
- All other duties as assigned
Requirements
- A desire and curiosity to understand customer needs
- Strong interpersonal and presentation skills
- Excellent verbal and written communication skills
- Ability to consistently follow a defined sales process in a disciplined manner
- Ability to successfully negotiate and sell at the C-level and Board level
- Strong organization and time management skills
- Self-starter and competitive mentality
- Highly coachable, and life-long learner
