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Inside Sales Lead (Solutions Consultant), Virtual Corporate Software Sales job in Springfield at Wolters Kluwer

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Inside Sales Lead (Solutions Consultant), Virtual Corporate Software Sales at Wolters Kluwer

Inside Sales Lead (Solutions Consultant), Virtual Corporate Software Sales

Wolters Kluwer Springfield, IL (On Site) Full-Time
**Wolters Kluwer, CCH Tagetik North America** enables finance, legal, tax, and healthcare professionals to be more effective and efficient. We provide information, software, and services that deliver vital insights, intelligent tools, and the guidance of subject-matter experts. We understand the complex challenges that face the Office of the CFO and translate that knowledge into intuitive, enterprise-scale CCH® Tagetik performance management software solutions that drive business results. With over 180 years' experience in the markets we serve, Wolters Kluwer is lifting the standard in software, knowledge, tools and education.

The **_Inside Sales Lead (Inside Solutions Consultant) - Corporate Direct_** for Wolters Kluwer Tax & Accounting has primary responsibility to drive profitable sales growth within the corporate (non-CPA firm) market segment to meet or exceed sales goals. Inside Sales Lead activities include: learning and staying informed on the complex and comprehensive Tax & Accounting software product line; learning and following a comprehensive sales process; updating and managing sales pipeline information for an assigned list of prospect and customer accounts; managing time and resources effectively; representing Wolters Kluwer within the industry and territory; and contributing to sales planning and forecasting activities. S

ESSENTIAL DUTIES AND RESPONSIBILITIE

+ Learns full line of Tax & Accounting products including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients by attending and engaging fully in standard product training session for new hires; completing all self-study reading, exercises, and activities in the prescribed timeline

+ Learns and executes the sales process for Tax & Accounting products and services by staying fully informed of the prescribed sales process; meets or exceeds sales quotas through balanced performance across the entirety of the solution and through new logo sales and new sales to existing customers

+ Develops sales presentations that represent the entirety of the CCH Tax & Accounting solution

+ Manages prospect and customer accounts in assigned geographic territory that supports a healthy sales pipeline; organizes prospects and customers by segment and opportunity (e.g., industry, opportunity potential, etc.); researches contact information for decision-makers and influencers; builds daily and weekly calling lists and makes corresponding calls; maintains information within Salesforce in accordance with timing and content standards

+ Maintains weekly and monthly activity standards for calls/contacts made, meetings/demonstrations held, number and dollar threshold of pipeline opportunities created and new sales of products sold

+ Provides ongoing three-month forecast of sales and updates pipeline stages and dates appropriately to reflect coverage to the forecast

+ Improves TAA market share within the territory by identifying departments/business lines in target accounts using competitive products and engaging the client account at the management and executive level to identify business issues

+ Manages time and resources effectively to accomplish sales goals by planning for and scheduling all required sales activity and grouping activities logically and during assigned hours

+ Follows-up on all assigned hot leads within 24 hours of receipt and all warm leads within 48 hours, documenting outcomes appropriately within Salesforce.com

+ Collaborates effectively with other territory sales reps from adjacent markets to drive leads, opportunities, and sales in assigned territory

**_Other Duties:_**

+ Collaborates with colleagues to exchange information such as selling strategies and marketing information

+ Works with other sales personnel and sales leaders to address account/channel conflicts in a professional manner

+ Develops an Annual Business Plan based on accurate pipeline predictions, mid-year business update, weekly reports, and monthly forecasts

+ Engages in weekly communication with team lead/manager

+ Performs other duties as assigned by supervisor

JOB QUALIFICATIONS

**Education:**

Bachelor's Degree in Business, Accounting, Marketing, or related field; OR if no degree, equivalent years of B2B sales experience for non-manufacturing/non-agriculture product/service

**Minimum Experience:**

+ 5+ years of B2B territory sales experience or 3 years of Wolters Kluwer sales experience, including:

+ Developing and qualifying prospect lists

+ Track record of consistently achieving quotas and goals

+ Translating contacts gained through extensive networking into legitimate business opportunities

+ Facilitating remote sales presentations to prospective clients to explain the business' products and services and their alignment with the client's needs

+ Proficiency with MS Office Suite (Word, excel, PowerPoint and Outlook) & presentation tools (MS Teams, WebEx)

+ Experience with CRM tools i.e. SalesLogix; Salesforce.com etc.

**Preferred Experience:**

+ 2 years sales experience in or SaaS/Software or other technical business application and/or content information

+ Demonstrated over quota sales performance

+ Experience working within a multi-division organization with various sales channels

+ Tax & Accounting industry sales or relevant work experience

+ Working knowledge of tax and/or accounting concepts and terminology

**Other Knowledge, Skills, Abilities or Certifications**

+ Versed in using a consultative sales approach

+ Ability to work independently with a minimum amount of oversight

+ Formalized sales training (e.g. Challenger Sales)

+ Strong written and verbal communication skills

+ Detail-oriented and ability to handle multiple top priorities

+ Ability to function in a fast-paced, collaborative, and matrixed organization

+ Strong work ethic and passion for excellence

+ Excellent facilitation skills and ability to influence--drives for collaboration but not necessarily consensus

+ Ability to work flexible schedule and overtime

TRAVEL REQUIREMENTS

+ Occasional travel may be required for internal or client meetings; up to 10% annually

**_*This role may be based from a remote home office location anywhere within the Central or Eastern US time zones*_**

EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

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