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Customer Sales Director - Strategic
Brand: SumTotal
Req#: 477195
# of Positions: 0
Updated: 11/21/2018
Job Type: Regular
Location: Remote US - Works From Home
Category: Sales
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Job Description

Are you a driven sales professional with a track record of successfully selling business application software? SumTotal Systems is looking to add a Strategic Account Manager to join their field sales team.

The Strategic Account Manager position is a quota bearing sales rep who is focused on selling enterprise-wide integrated HR solutions using SumTotal’s consultative solution selling techniques. These products include Learning, Workforce Management, Performance & Talent solutions as well as Professional Services. This role will be focused on closing deals by working with new and existing large and complex organizations.

About SumTotal Systems:
SumTotal Systems, A Skillsoft Company, is the only HR software provider to deliver Talent Expansion™ solutions that provide organizations a whole new approach to discovering, developing and unleashing hidden potential within their workforce.
SumTotal has nearly 30 years of learning and HR software experience. High-performing organizations recognize that learning and development are core to their business success and overall talent management and workforce initiatives. That’s why more than 3,500 organizations, including many of Fortune’s “Best Places to Work,” rely on SumTotal’s on-premise and cloud-based applications to enable their employees.

Duties & Responsibilities:
• Manage the sales component of the customer relationship with assigned portfolio of customers. Drive new bookings and customer satisfaction by proactively calling into the prospect base within the assigned territory and into the assigned customer base alongside the assigned Customer Success Manager.
• Position and sell additional products and services as well as expand the footprint of existing modules in the customer base.
• Uncover and build on new cross-sell opportunities.
• Work with the assigned Customer Success Manager to facilitate the contract renewal process with customer
• Penetrate new territories and close customer opportunities to build a steady pipeline of business.
• Identify, call on, and interact with the senior level executives at targeted companies.
o Educate these executives about SumTotal solutions within the HR software space, both through individual efforts as well as through coordination with the Customer Success Manager and VAT (virtual account team).
• Must produce consistent, accurate activity and sales reporting using the company’s standardized tracking and reporting tools (including salesforce.com) to communicate with senior management and members of the marketing, inside sales and outside sales teams.
• Keep sales pipeline up-to-date and accurately forecast future business.
• Demonstrate and maintain an understanding of SumTotal products and solutions, the HR software space, in-depth product and service knowledge, and be proficient at coordinating customer interaction, and answering customer and prospect questions about the company’s strategy, products (including feature sets), functionality and pricing.
• Develop sales strategies and plans to achieve revenue attainment and territory growth.
• Perform other duties as assigned.

Skills & Requirements:
• 5-10 years commission sales experience in the software industry
• Ability to travel up to 50% of the time
• Have a track record of exceeding company sales quotas

Preferred Qualifications:
• Enterprise software sales experience, successfully selling high level corporate software/technology solutions at the executive level of larger and complex organizations
• Must have both the sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process.
• Ability to farm accounts through a lengthy and complex sales cycle.
• Solution sales experience
• High level of energy, drive, intellect, enthusiasm, initiative, and commitment; including the ability to work in a high pressure, fast moving, and challenging environment.
• Self-motivated to expand personal professional knowledge of product and selling skills.
• Strong presentation and communication skills.
• Proven ability to collaborate with virtual team members
• Experience selling a Software as a Service (SaaS) application is a plus
• Experience in Human Capital Management space as either a customer or provider working with such products as Oracle, Taleo, SAP, Successfactors, Cornerstone, Saba, etc.
• Have multitasking and strong time management skills
• Have excellent communication skills and analytical skills
• Able to successfully work from a home office environment and travel at least 50%
• Bachelor’s degree required.

SumTotal Systems is an AA/EEO/Disabled/Veteran's employer.





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Skillsoft is an Equal Opportunity-Affirmative Action Employer: It is the policy of Skillsoft Corporation to provide equal employment opportunities to applicants and employees without regard to race, color, national origin, citizenship, religion, sex, sexual orientation, age, marital status, disability (mental or physical), protected veteran status, genetic information or any other class protected by law