Sales Executive - Software/Services

Description COMPANY

EXTOL International, Inc. provides integration solutions to businesses of all sizes. EXTOL helps lean organizations implement and manage complex, heterogeneous trading partner connections and data integration - at a fraction of the time, cost, and effort required by other solutions.

As multi-enterprise integration experts, EXTOL specializes in helping companies with short transaction cycles (CPG, Grocery); fast turnaround requirements (Insurance, MRO); and high transaction volumes with supply chain integration needs (Logistics, Manufacturing, Distribution). Our solutions boost processing efficiency, integrate natively with applications and data, reduce errors, and lower end-to-end processing costs.

EXTOL is a privately held, self-funded software and services company. The culture is professional, collaborative, and supportive. Unsurpassed customer service is our trademark, thanks to our highly knowledgeable and helpful staff.

EXTOL is headquartered in Pottsville, PA, and also has a sales office in Franklin Lakes, NJ. You will be working primarily out of the Franklin Lakes, NJ office.

POSITION

You will be selling EXTOL integration solutions to small/medium companies with annual revenues of $50 million to $2 billion, in a variety of industries, including manufacturing, distribution/wholesale, retail, food/grocery, and logistics/transportation. Services you will sell can include software (including maintenance), implementation services, managed services and VAN (value-added network)/communication services. The sales cycle, similar to other complex business software/services offerings, ranges from 3 to 12 months.

You will be responsible for a specific geographic location consisting of multiple states. This position is for the greater NYC area (New York and Northern NJ). Working remotely is a possibility for the right self-motivated candidate. There will be minimal overnight travel and periodic trips within the US, including select conferences and tradeshows. Most sales activities will be conducted via phone and the Internet.

RESPONSIBILITIES

• Receive qualified leads from a variety of sources, pursue the opportunity, and close the sale.
• Identify key prospects in your territory, identify and contact the key decision-maker, pursue the opportunity, and close the sale.
• Develop and execute a sales plan, including lead generation/pipeline metrics, status, and closing rate
• Work closely with sales partners in your territory.
• Work with pre-sales support engineers, who will assist your efforts from initial discovery through presentations and demos
• Make outbound calls to key prospects - You will also make outbound calls to key prospects in your territory.

Requirements The best candidate for this position will have a strong technical background and dedication to customer satisfaction.

• Be able to identify the integration problems that clients are experiencing - and recommend both immediate and long-term EXTOL solutions.
• 10+ years of IT-related sales experience.
• Deep understanding of EDI and B2B integration, EAI or related technologies.
• Experience with ERP, SCM, EAI, VAN/communications.  
• Ability to identify EDI and B2B integration opportunities, assess and resolve barriers to the sale.
• Proven ability to achieve sales goals and help customers meet their needs.
• Sales to IT and C-level executives
• Able to understand the client's needs - including required ROI, business goals, desired experience, prior attempts to solve the problem, budget, politics - and then show how the EDI solution will meet those needs.
• Experience selling to companies in the small/medium business (SMB) space.
• Experience selling long-sales-cycle solutions - 3 - 12 months.
• Experience creating and executing a sales territory plan, including the prioritization and relevant analysis of sales prospects

SALARY:  $80,000 - $95,000 base, depending on experience, plus commission. Benefits package.

CONTACT: Please send a cover letter and a resume to Kristin Zhivago at [Click Here to Email Your Resumé]