Esker is a worldwide leader in AI-driven process automation software, helping financial and customer service departments digitally transform their purchase-to-pay (P2P) and order-to-cash (O2C) cycle. Companies use our cloud-based solutions to drive greater efficiency, accuracy, visibility and cost savings throughout their P2P and O2C processes.
ROLE DESCRIPTION
The person is an individual contributor role responsible for achieving the Company sales target for regions assigned to him/her. He/she will manage direct client accounts and work with presales, customer experience, technical implementation and marketing teams to ensure appropriate resources are available to our clients in achieving their business objectives.
RESPONSIBILITIES
- Develop a sustained pipeline of accounts by actively prospecting via calls, emails, social media and in-person visits, marketing lead follow-up, client relationships, executive introductions.
- Accumulate knowledge of the solution offerings, mapping them to customer scenarios, processes, and challenges.
- Adapt and perform customized sales presentations and product demonstrations
- Understand the intricacies of internal hierarchies of client organization and approach the right person.
- Demonstrate acumen, tact, and persistence to discover underlying situations and prerogatives of prospects.
- Work with presales to help manage, support, and prioritize sales opportunities offering the greatest revenue return to the Company.
- Work with Marketing to develop and execute campaigns and programs.
- Speaking and presenting in webinars, events and roadshows.
- Develop, write, and deliver value-based sales proposals and respond to client Request for Proposals (RFP).
- Timely update of Salesforce or designated tools for tracking, monitoring and reporting sales status and pipeline.
- Stay current with client business challenges and market trends, demonstrate in-depth knowledge to position and map the Company solutions capabilities that align to client business objectives and initiatives.
- Collect, analyze and periodically update market insight and competition landscape.
- Conduct client workshops, presentations and be able to dialog with client key stakeholders around their IT architecture.
- Facilitate cross-functional decisions regarding solution improvements or the introduction of new technologies by working with internal and external parties, always the first point of contact with the clients.
QUALIFICATION, EXPERIENCE & KNOWLEDGE
- Bachelors’ degree in Computer Science/IT or general degree with consultative Software sales experience preferred. Non-degree applicants will be evaluated on a case-to-case basis.
- Minimum 5 years’ successful track record in sales/business development experience within an enterprise software company or selling SaaS or software-based solutions.
- Knowledge of S2P and O2C business processes, and their relationship with ERP systems will be beneficial towards the applicant.
- Meticulous in collating user requirements and mapping solutions to gaps.
- Experience in managing service contracts for software solution services.
- Able to articulate niche capabilities and value proposition distinguishing Esker from competitors in the market.
- Demonstrated ability to develop a region, grow the business, increase market share.
BEHAVIORAL ATTRIBUTES
- Individuals driven by sales and remuneration targets will be preferred.
- Adept at engaging with key decision makers of client organizations.
- Confident in delivering presentation, engaging C-suite executives and speaking at marketing events.
- Possess the ability and discipline to allocate time to prospect for new sales and follow diligently on leads from marketing.
- Outgoing personality and is comfortable in networking at business social events.
- Results-driven with strong goal-orientation, is ambitious and persistent to make sales happen.
- Meticulous and detailed in documentation processes.
- Able to work under pressure and react quickly to situations making timely yet strategic decision.
- Exceptional interpersonal and communication skills.
- Willing to travel for business whenever business required.
. Good in English (written & spoken), additional languages such as Chinese, Bahasa or French are a plus