Account Executive III

at  Vertex Inc

Job Description:
This position is responsible for identifying and developing new business opportunities, building, and expanding the presence of the company in its existing and growing ecosystem. This role will serve as a connection point to the indirect sales organization, technology, and strategy teams, which are fundamental to success. An integral element of this role is identifying, acquiring, and expanding relationships with the goal of creating joint value propositions. Focused on potential value creation of opportunities to further leverage our IP and related assets to further deepen and embed the organization’s solutions into our offerings and sales process.

KNOWLEDGE, SKILLS AND ABILITIES:

• Advanced knowledge of systems and databases.
• Advanced knowledge of Web Services, Java, XML technologies
• Advanced 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 language of local market(s).
• Sufficient knowledge of business communications, including telephone, voicemail, and e-mail and operations of office machines, such as photocopier, scanner, and fax.

EDUCATION AND TRAINING:

• Bachelor’s Degree in Business, Marketing, Tax or related field preferred.
• Six (6) plus years of experience in outside sales selling tax or finance solutions & relationship development and business development.
• Experience selling consulting services required.
• Functional experience in or knowledge of major ERP packages (SAP, Oracle, PeopleSoft) required.
• Professional qualification in Accounting, Tax, Finance or related field preferred.
• 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.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Generates revenue for the organization by selling the organizations solutions in a defined geographic territory. Includes managing sales opportunities, targeting specific accounts and overall territory management.
• Oversees proposal preparation, negotiating all aspects of the proposed solution and closing business.
• Drives opportunities at the strategic and tactical level by selling the enterprise-wide value proposition associated with the organization’s solutions to the highest levels within our clients’ organizations.
• Includes establishing relationships with key clients and partner contacts and selling into complex, multi-department enterprises.
• Understands 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 the company’s consulting and fostering relationships/partnerships between the organization, client(s) and/or partners.
• Presents client specific, tailored to the organization’s 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 organization’s value proposition throughout their organization.
• Tracks and determines territory activity: Develops, implements, and monitors territory lead generation activities as needed to support quota/territory goals. Accurately forecasting sales pipeline on an ongoing basis. Make use of CRM tool to track key data associated with sales opportunities and pipeline.
• Enhances job knowledge by staying abreast of client-related news and developments, attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies; developing and/or maintaining proficiency in the latest productivity and technical tools. Apply broad knowledge of organization’s services, products, and marketing techniques to develop opportunities and close sales.
• Coordinates selling team efforts by managing the sales process and coordinating appropriate subject matter experts as required to present a tailored organizational 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.
• May lead projects and performs other duties as assigned.
• Occasional business travel may be required.
• Participates in projects and performs other duties as assigned.