Only "A" Players Need Apply...

Director, Sales Client Development

2010-03-01T10:31:00.000-05:00

Our client is the world’s leading provider of on-demand Employee Spend Management services. We are searching for a Director of Client Development. This position can be seated anywhere in the United States.

Job Overview:

Responsible for meeting and/or exceeding the Company’s annual revenue and booking quota for assigned segment. Responsible for hiring, training, developing and managing a successful team of Sales Executives that consistently exceeds annual revenue quota for the assigned region. Responsible for regional sales and assisting with account management and customer satisfaction.

Responsibilities:

Directs the activities of Regional Sales Executives within assigned region to ensure that company revenue goals and objectives are exceeded.

Establishes department measurements to manage and report progress toward revenue plan goals.
Regularly participates in sales and coaching calls.
Coaches and mentors assigned Regional Sales Executives to develop their skill and knowledge of software products and sales techniques.
Establishes and maintains processes that generate strong customer satisfaction.
Consistently negotiates and closes new business.
Develops and maintains a business, sales and marketing plan for assigned region.
Accurately and consistently forecasts monthly, quarterly, and annual revenue numbers for assigned region.
Documents all sales contacts and activities using sales tools and systems.
Effectively demonstrates and presents the software solution.
Develops sales strategies that link prospect’s business driver to the software solution.
Establishes feedback mechanisms from customers, prospects, and partners to the marketing department.
Develops and maintains strong alliance partnerships within the assigned region.
Provides constant feedback to Sales management on the territory environment.
Shares input with other departments in preparing sales materials and technical publications.
Responsible for the overall direction of Client Development Sales Executives in assigned territory.
Selects, manages, trains and coaches departmental personnel.
Identifies and supports opportunities for the training and professional development of department personne
Conducts performance appraisals in accordance with corporate guidelines.
Operates under little supervision.

Education, Experience & Training required:

BA/BS in a business or a technical related field of study or equivalent work experience.
Five plus (5+) years of successful experience selling software products.
Three plus (3+) years of successful experience managing a sales team.

Job Specific Specialized Knowledge & Skills:

Demonstrated ability to consistently generate revenue and exceed quota by identifying, qualifying, and closing new business.
Demonstrated ability to develop and maintain effective business, sales, and marketing plans.
Demonstrated knowledge and ability to implement a successful sales process that generates revenue.
Demonstrated knowledge of software direct and re-seller sales channels.
Strong ability to create sales presentations messages, position statements, and other sales collateral.
Demonstrated ability to accurately forecast revenue monthly, quarterly, and annually.
Proven ability to successfully manage a regional budget.
Demonstrated ability to successfully negotiate complex contracts.
Demonstrated ability to establish and maintain an effective follow up system to ensure timely and accurate handling of information requests.
Demonstrated ability to successfully resolve situations that are broadly defined, complex, diverse, and occasionally unprecedented.
Excellent communication skills, both verbal and written.
Demonstrated ability to read, analyze, and interpret complex contracts, proposals, and other sales related documents. Successful experience creating and presenting sales programs to a diverse audience.
Ability to perform in a dynamic and fast-paced environment.

Critical Performance Competencies:

Leads by example
Develops employees into positions in which they can succeed
Build and maintain strong cross functional relationships.
Provides a strong and positive role model and sets an example for employees
Demonstrates different influence styles as appropriate to situation while maintaining positive relationships
Builds and maintains trusting relationships with associates and customers
Effectively transfers thoughts and expresses ideas using speech, and listening skills to influences others and gain support
Listens with objectivity and checks for understanding
Competitive, high achiever
Holds self accountable for results
Conveys a sense of urgency and drives issues to closure

Value Competencies:

Displays passion for & responsibility to the customer
Hires, develops & rewards great peopl
Displays leadership through innovation in everything you do
Displays a passion for what you do and a drive to improve
Displays a relentless commitment to win
Displays personal & corporate integrity

Please send resumes to cheryl@pullmanblaine.com

Sales Business Development Representative - Ecommerce

2010-01-20T08:51:00.003-05:00

My client company is a leading provider of comprehensive outsourced e-commerce systems and services to the fashion apparel/accessories and entertainment industries. They provide an e-commerce solution that enables branded manufacturers, entertainment companies and retailers, to operate online businesses.

The company’s e-commerce products and services include: Website design and development, e-commerce technology, managed hosting, warehousing, order management & fulfillment, customer service, online merchandising, content development and online marketing. The company operates either all or portions of the e-commerce businesses for approximately 40 partners.

The Sales Business Development Rep is responsible for developing a sales prospect pipeline, creating business relationships and generating sales of the Company's products and services with high-level contacts through face-to-face client site visits.

The Sales Business Development Rep represents the company to their prospects and clients in the highest degree of professionalism and integrity and insures proper business etiquette and responsibilities of the position are maintained at all times.

The ideal candidate must be based in the New York City area.

Job Duties and Responsibilities:

Develops and executes a prospecting plan in assigned territory to sell eFashion Solutions products and services
Maintains an ongoing business relationship with current industry clients to facilitate future sales
Crafts solutions leveraging the company's capabilities with client directional needs
Meets quarterly and annual revenue goals according to sales plan
Maintains accurate and timely contact, prospecting, and sales data thru CRM
Demonstrates business acumen in assessing potential business deals, negotiating favorable terms, and acquiring prospect commitment
Serves as a liaison between company and targeted client prospects
Displays a thorough understanding of assigned target industries and company's competitive advantages
Listens to, identifies and understands clients' viewpoint and tailors communication to meet clients’ needs and expectations
Generates a high volume of sales related activity including presentations, Corporate visits and RFP's

Education / Experience Requirements:

5-7 plus years sales experience required, technology or ecommerce outsourcing related sales
Technical background
Exceptional research, presentation, and communication (written and verbal) skills
Bachelors degree required
High competency level in PowerPoint, MS Word, Excel and Outlook
Proven track record of sales success and strong industry relationships
Self -motivated team player who consistently strives to exceed goals and push revenue and meet client and company’s expectations
Success in an entrepreneurial environment
Willingness to work the hours characteristic of a high-growth company
Strong negotiation skills
Strong closing skills
Requires up to 30% or more travel

Send resumes to cheryl@pullmanblaine.com

Sales Executive, Client Development - Atlanta

2010-01-13T12:13:00.003-05:00

Position Description
Our client is the world’s leading provider of on-demand Employee Spend Management services. Trusted by thousands of organizations to reach millions of employees, their award-winning solutions streamline travel booking, expense reporting and invoice processing – delivering rapid ROI by helping companies increase efficiency, control employee spend and drive down operational costs.

Job Overview
Responsible for meeting and/or exceeding the Company’s annual revenue quota for customer accounts in assigned territory. Identifies, develops and closes new business opportunities within existing client base. Through strategic account sales planning and team selling, develops and closes revenue opportunities for new services and upgrade services, following established sales process and methodology. Reports to the Sales Director, Client Development.
This position can be seated anywhere in SE United States

Responsibilities

Consistently negotiates and closes new services and upgrade services within existing client base.
Develops and maintains an effective business and account management sales plan for accounts in assigned region.
Follows established sales process and methodology.
Properly forecasts monthly, quarterly and annual revenue numbers for assigned territory.
Documents all sales contacts and activities in CRM application.
Develops sales strategies that link prospect’s business drivers to services.
Establishes feedback mechanisms from customers and partners to the Marketing department.
Provides constant feedback to Sales management on the customer account environment.
Accurately qualifies and prepares Pre-Sales Consultants and Services staff for customer demonstrations and presentations.
Shares input with other departments in preparing sales materials and technical publications.
Interacts with sales, marketing and external customers.
Operates under moderate supervision.

Position Requirements Education, Experience & Training required

BA in business or technical related area of study, or equivalent experience.
Minimum of 10-12 years of selling license software and or on-demand services in cross-vertical markets
Experience selling ERP or financial solutions desirable
Ability to pass a background check.
Successful experience in identifying, qualifying and closing new business within existing client base and accounts.
Demonstrated knowledge of software direct and reseller sales channels.
Knowledge of industry travel and entertainment products.
Demonstrated ability to successfully negotiate complex contracts.
Strong ability to create sales presentation messages, positioning statement and other sales collateral.
Demonstrated ability to work independently and achieve goals.
Comfortable working over the phone.
Ability to perform in a dynamic and fast-paced environment.
Flexibility in work schedule is required.
20+% travel.
Displays passion for & responsibility to the customer
Displays leadership through innovation in everything you do
Displays a passion for what you do and a drive to improve
Displays a relentless commitment to win
Displays personal & corporate integrity

Forward resumes to cheryl@pullmanblaine.com

Regional Sales Manager - Bay Area

2010-01-06T13:27:00.002-05:00

Our award-winning Access Assurance solutions are used by more than four hundred organizations and over 7.5 million users worldwide to quickly and easily solve their most complex identity and access management (password management, provisioning, and role management), risk and compliance challenges.

We are seeking an experienced, highly motivated sales professional to join our sales team. As a Regional Manager, you will be primarily responsible for selling an integrated suite of Enterprise Identity Management solutions to new and existing accounts within your territory. Leveraging your proven skills in identifying, qualifying, and building opportunities, you will target Fortune 1000 companies, and strategically drive leads to closure. The successful candidates will be tenured in a consultative selling style, leveraging established relationships with executive level contacts to drive new business opportunities. The ideal candidate will establish a strong presence in your territory as you meet with, present to, and build relationships with prospective clients.
In this role, you will utilize the expertise of experienced pre-sales Systems Engineers, Inside Sales Reps, and Professional Services resources. Ideally you will have experience working with cross-functional teams to accomplish objectives during the sales process.

Requirements:

7-10 years relevant experience selling enterprise software solutions to Fortune 1000 clients and a background in consultative and relationship selling
Successful enterprise software sales experience
Proven track record of consistently exceeding quota
Preference given to candidate with experience working for a small company
Experience working remotely from a home office
Accomplished speaker and presenter
Self-starter
Ability to travel within sales territory and occasionally elsewhere domestically
BA/BS required

Send resumes to cheryl@pullmanblaine.com

Account Executive - Bay Area

2009-12-16T09:31:00.002-05:00

POSITION SUMMARY

We are looking for an action-oriented, energetic Account Executive who can close deals. This person will be responsible for developing and maintaining new and existing enterprise level accounts.

ESSENTIAL FUNCTIONS

Generate revenue for our Sales Enablement Solution through a consultative selling approach to companies in the North American territory.
Develop sales plans, pipeline, and strategies that are designed to enhance revenue growth and meet customer needs.
Solicit business customers through various forms of contact.
Remain knowledgeable of products to facilitate sales efforts.
Maintain positive client relations with new and existing customers to discuss their needs and how to best utilize our product to achieve their intended outcome.
Deliver presentations to multiple levels of decision makers during face-to-face meetings.
Perform other job duties as assigned.
High level of travel

POSITION QUALIFICATIONS
Over 5 years experience in software or services/hi-tech sales/marketing/partner management positions.
An excellent and proven, track record in developing new business – therefore a proven ability to play with the team and coordinate resources internally.
Previous background in closing 6 figure deals.
Record of success in a similar role. Consistent overachievement of quota.
Highly motivated individual who has strong organizational agility and a proven record of engaging at the executive level.
Demonstrated competence with technology including PowerPoint, SFDC, etc.
Build effective internal, consultative relationships with customers.
Excellent verbal, written and interpersonal communication skills.
Self starter and take the initiative.
Previous experience selling Content Management or CRM is a plus.
Our ideal candidates should reside in or around the Bay area.

WHO ARE WE

We are smart, innovative and customer-focused people working at the leading Sales Enablement company. Although we are based in the Chicago Loop, our culture is more like Silicon Valley with a dose of Wall Street. We are innovative, technically savvy, customer-focused, hard workers, and we spend a lot of time thinking about salespeople and how we can make their jobs easier. We enjoy coming to work every day because we deliver a cutting-edge technology that continues to be a challenging, creative, and fun workplace. We celebrate our successes as a team and value the insights and opinions of every employee. We have a unique opportunity as trailblazers in this growing space, and we never lose sight of that.

Send resumes to cheryl@pullmanblaine.com

2009-11-11T08:40:00.002-05:00

Mid Market Account Executive
Location: Princeton, NJ

Description:

My client is a leading provider of online engagement solutions that facilitate real-time assistance and expert advice. Connecting businesses with consumers seeking help on the Web, the hosted software platform creates more relevant, compelling and personalized online experiences. Every month, their intelligent platform helps millions of people succeed online; more than 8,000 companies, including EarthLink, Hewlett-Packard, Microsoft, Qwest and Verizon, rely on them to maximize the impact of the online channel.

I am currently recruiting high-energy, driven Account Executives with relevant knowledge of the web and ecommerce space to help accelerate growth in the Midmarket sector, with specific focus on the following verticals: Telecom, Retail, Fi-Serv, Travel and High Tech.

Ideal candidates should possess strong B2B sales and account management experience. The majority of time will be spent in the office with occasional visitis to client sites and tradeshows. The company offers a fast-paced, innovative environment where you will be provided the tools, resources, and leadership to these best in class hosted business solutions. The right candidate will benefit from seasoned sales leadership, strong brand and loyal and passionate customer base.

Responsibilities:

Develop and manage relationships within the Mid Market Corporate Sales Segment
Manage fast sales cycles and present the value of the solutions to C-level executives
Forecast sales activity and revenue achievement in salesforce.com, while creating referencable, satisfied customers
On line demos of product via web technologies and web-based presentations

Required Skills/Experience:

5+ years of quota carrying software or technology sales and account management experience.
Experience managing the sales cycle from business champion to the CIO, CEO and CFO levels.
Track record of success in carrying a quota of 1M at a minimum
Track record of over-achieving quota (top 10-20% of company) in past positions
Strong and demonstrated written, verbal and presentation skills
Experience managing and closing complex sales-cycles
Previous Sales Methodology training, CRM experience, and strong customer references preferred
Strong computer skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel
Bachelor or University Degree required

Benefits:

Very competitive compensation package with uncapped commissions
1 week sales training boot camp at hire with continuous sales training
Career Advancement opportunities. Strong track record of internal promotions and mobility within the Corporate Sales team
Competitive benefits package including 401k match
Base salary $70K - $85K; $140K - $170K OTE

Email resumes to cheryl@pullmanblaine.com

Business Development/Strategic Account Manager

2009-09-14T09:52:00.003-04:00

The following is the position is Boston-based:

EMC/RSA Strategic Account Executive

My client is looking for an experienced Strategic Account Executive to develop and manage joint EMC/RSA/ sales opportunities; identify, evaluate, new sales opportunities; and support Sales Executives and EMC/RSA Sales Executives in driving sales opportunities for their identity management solutions - including user provisioning, password reset/synchronization, and compliance management. The right individual will complement our existing direct sales force by leveraging his/her past experience and existing relationships to develop and manage the sales and business development of this Strategic Account.

RESPONSIBILITIES:
· Work directly with both EMC/RSA Sales Executives/Sales Management and company Regional Sales Managers/Sales Executives to help drive sales opportunities – including coordinating company resources needed to impact the sales process.
· Build pipeline by executing targeted demand generation campaigns in conjunction with EMC/RSA Corporate and Field Marketing Representatives.
· Verify and manage joint EMC/RSA pipeline information and provide accurate and timely forecast information from RSM data.
· Achieve and then exceed assigned strategic partner sales quota.
· Develop and maintain strong working relationship and communication with EMC/RSA Management/Principals.
· Along with the Channel Services manager, work to drive EMC/RSA on boarding, training, contract management, program certification and compliance.
· Along with Director of Product Marketing, deliver messaging and programs to EMC/RSA that support business development and qtr-qtr growth in channel revenue.
· Manage annual business plan development and quarterly business reviews for the EMC/RSA relationship.
· Learn/maintain in-depth knowledge of company's provisioning, compliance, and password management products and services - as well as competitive and industry trends.

REQUIREMENTS:
· Bachelor's degree.
· 5+ years of successful Strategic Account Management/or direct sales for enterprise software and related services.
· Demonstrated technical solution selling skills and a proven track record of exceeding sales quota.
· Experience in the security and/or identity/access management software industry is ideal.
· Ability to draw on a network of existing relationships within EMC/RSA in order to quickly establish revenue producing relationships is highly desirable.
· Able to work independently as well as in a team environment.
· Excellent negotiation and relationship-building skills.
· Business Plan development and project management skills.
· Superior oral and written communications skills, attention to detail.

Send resumes or inquiries to cheryl@pullmanblaine.com.

Vice President of Sales

2009-09-10T09:38:00.002-04:00

We have been retained to conduct a search for a Vice President of Sales. Our client is a leading provider of online flagship stores to the branded fashion apparel/accessories, entertainment, and specialty retail industries. Powered by a proprietary open architecture and best-of-breed technologies, the company offers comprehensive ecommerce services tailored to the specific needs of brands in all fashion categories. Services and solutions include supply and demand chain solutions and management, SEO, content management, e-marketing solutions, business intelligence, crm, order management, and fulfillment.

Although the company has been extremely successful (revenues exceed $50 million), the CEO understands that in order for the company’s growth to truly explode “all we need is a proven sales pro to run the team”. This comes from an individual who was a finalist for Ernst & Young’s Entrepreneur of the Year award. He has learned an appreciation of what it really takes to sell, both from an intangible (heart, refuse-to-lose, make your number at any cost) and a functional standpoint. Now he wants to find someone to actually do it. He also has an appreciation of what it takes to motivate someone to accept this challenge and is offering an extremely lucrative compensation plan that includes a 2% equity stake. There is also the opportunity to build your own sales team, as he presently has only one salesperson left from a team that he has committed to upgrade dramatically.

The ideal candidate is someone who has proven themselves as a successful salesperson and leader in a quality software sales organization. They must possess, and have demonstrated a clear understanding of the sales process, have the vision to formulate a successful growth strategy and the ability to execute a results-driven tactical plan. Being based in the NY area is a plus.

Contact me for more information: cheryl@pullmanblaine.com

Field Sales Respresentative - Boston

2009-08-06T09:52:00.002-04:00

Position Summary:

This fast-paced, exciting role has responsibility for introducing and selling software products and services within an assigned set of named accounts and/or territories.

Responsibilities:

Prospecting for new business within assigned territory and upgrading current opportunities within existing accounts
Building a robust pipeline of qualified opportunities
Completing customer needs analyses
Identifying pressure points for all accounts
Working collaboratively within a team selling environment and building strong customer relationships
Articulating and presenting the value proposition to customers and prospects

Education:

Bachelor’s degree (a must)

Experience:

2 years sales experience (and an understanding of fundamental sales methodology)
Track record of meeting/exceeding sales targets

Skills:

Ability to accurately forecast and report opportunities
Ability to work autonomously and succeed with minimal supervision
Driven team player with strong work ethic
Excellent written and verbal communication skills
Strong interpersonal skills
Strong planning and organizational skills
Ability to travel between 50–80% of the time (both domestically and internationally)
Foreign language fluency is a plus

Send resumes to cheryl@pullmanblaine.com

Enterprise Account Executive - Bay Area

2009-08-04T11:25:00.003-04:00

Role

As a Enterprise Account Executive, you will be responsible for generating and closing new business opportunities in accounts with greater then 1500 employees. You are a hunter and have a results oriented mindset with a passion for over-achieving sales targets while exceeding customer expectations.
You will be playing a key role by influencing prospects to buy solutions in this highly competitive displacement sale. To be successful in this position you will fully understand all aspects of complex selling in an enterprise technology market.
This position is a home office based role preferably located in San Francisco, California.

Main duties

Drive and overachieve aggressive revenue targets
Develop, manage, and report on a sales pipeline within the territory
Provide accurate weekly revenue forecasts
Work with channel partners to identify and develop new business opportunities
Create and implement a strategic territory plan
Develop and maintain detailed knowledge of products, services, and processes
Travel within your assigned territory as necessary
Adhere to CRM, business systems and activity standards

Experience and skills

Proven record of achieving planned quota in excess of $1M per year
Success developing and closing large enterprise software transactions($100k-1M+)
5+ years' experience of enterprise software sales, preferably in a security-related field
Software sales into Fortune 1000 enterprises
Experience selling to CxO and VP level contacts within a sale
Successful experience working with channels
History of extensive and consistent cold calling skills to develop pipeline

To be successful in this role, you will need to:

Have strong qualification skills and can motivate prospects
Be able to develop new pipeline opportunities
Be able to exceed individual quarterly quotas

Email resumes to cheryl@pullmanblaine.com

New Job Opening - Project Manager

2009-07-30T13:30:00.002-04:00

This position can be based anywhere in the U.S. The successful candidate will be responsible for driving the complete project plan from kickoff through implementation, launch and initial optimization for assigned accounts.

The company is a provider of online engagement solutions that facilitate real-time assistance and expert advice. Connecting businesses and experts with consumers seeking help on the Web, their hosted software platform creates more relevant, compelling and personalized online experiences. Even with the economic downturn, revenue for the first quarter was up 17% versus the first quarter of 2008.

Purpose

Serve as the program manager on multi-discipline teams to deploy and manage solutions across strategic/global/expansion enterprise clients.

Key Responsibilities/Duties:

Pre Sales Support / Support Sales Account Executive in pre sales project/program design and scoping development.
Project Management / Develop and drive the complete project plan from kickoff through implementation, launch and initial optimization for assigned accounts; assess and analyze results focused on optimizing success KPIs.
Program Management / Partner with the Sales Account Executive in evaluating and owning the success of a client base across revenue, investment and usage for assigned accounts; assess and analyze results focused on optimizing success KPIs.
Program-Product Enrichment / Support the development of case studies and new professional service offerings. Capture and share customer feedback on product enhancements and service offerings.

Job Requirements:

7+ years experience deploying software solutions within large client organizations
Proven track record of managing projects and delivering results
Strong client management and communication skills
Strong analytical skills
Experience with web page design and ecommerce platform utilization
BA/BS required, MBA a plus, computer science background will be helpful
Significant experience working as part of a team
Management consulting experience a plus
Travel can be up to 30-40% of the time – on average 20%

Six mistakes job-seekers make - MarketWatch

2009-07-29T09:38:00.002-04:00

Some very good advice can be found in this article:

Six mistakes job-seekers make - MarketWatch

Pay special attention to these two:

Don't make your resume a list of activities. The part regarding quantifying especially applies to salespeople.

Don't go to the interview unprepared.

It all seems simple enough, but it is amazing how many people do not do the little things!

How to Hire an A-Team - ReadWriteStart

2009-07-09T10:10:00.002-04:00

I recently came across this article :

How to Hire an A-Team - ReadWriteStart

It is definitley worth taking the time to read it. The article highlights the following 10 tips for hiring an A-Team.

10 Tips for Hiring an A-Team:

Don't be afraid to hire people who are smarter than you.
Hire athletes.
Focus hard on building a win/win compensation plan.
Take the time you need.
Be demanding.
Be honest and transparent.
Listen.
Establish techniques and tests specific to the position.
Get a second opinion.
Don't just "fill a position."

New Job Opening

2009-07-07T08:21:00.002-04:00

My client is a global provider of treasury solutions delivered under the Software-as-a-Service (SaaS) model. Customers utilize the online system to automate and better control their daily cash management tasks, including centralization of consolidated bank balance and transaction reporting, payments, cash positioning/forecasting, automated general ledger posting and investment, debt and FX portfolio reporting.

They are currently looking for a Sales Executive to call on potential customers in an assigned geographic territory. Possible geographies include Chicago, Dallas, Houston, Denver, Bay Area, Los Angeles, Seattle.

In addition to Treasury Managament experience, the ideal candidate will have:

a track record of over-quota achivement
excellent written and verbal communication skills
experience in a "hunter" sales role
experience calling on Fortune 2000 accounts
experience selling the SAAS model

Please email resumes to cheryl@pullmanblaine.com.

Five red flags that tell you to say 'no' to a job - MarketWatch

2009-06-29T13:03:00.002-04:00

Five red flags that tell you to say 'no' to a job - MarketWatch

Posted using ShareThis

Interview Tip

2009-06-25T07:57:00.002-04:00

This may just be an excellent tip for those who have upcoming interviews:

"If you would stand well with a great mind, leave him with a favorable impression of yourself; if with a little mind, leave him with a favorable impression of himself. "

Samuel Taylor Coleridge English critic & poet (1772 - 1834)

Current Job Openings

2009-06-23T18:44:00.007-04:00

The following is a list of Job Openings that I am currently searching for qualified software sales candidates for:

Atlanta
Sr. Sales Executive - must have OSS/Telecom experience

Charlotte
Account Executive - PTC Reseller; must have PLM/CAD experience

Cleveland
Account Executive - PTC Reseller; must have PLM/CAD experience

Dallas
Enterprise Account Executive - need to have transactional and enterprise deal experience
Sr. Sales Executive - must have OSS/Telecom experience

Denver
Sr. Sales Executive - must have OSS/Telecom experience

Kansas City
Sr. Sales Executive - must have OSS/Telecom experience

Miami
Account Executive - PTC Reseller; must have PLM/CAD experience

Orlando
Account Executive - PTC Reseller; must have PLM/CAD experience

Pittsburgh
Account Executive - PTC Reseller; must have PLM/CAD experience

San Francisco
Enterprise Account Executive - need to have transactional and enterprise deal experience
Account Executive - true "A Players" with solid resume; networking space

South Carolina
Account Executive - PTC Reseller; must have PLM/CAD experience

Washington DC
Sr. Sales Executive must have OSS/Telecom experience

As always, you may submit resumes to cheryl@pullmanblaine.com

Enterprise Account Executive - Dallas

2009-06-12T08:44:00.005-04:00

The Enterprise Account Executive position detailed previously is now also open in Dallas. This is in addition to the opening in the Bay Area.

These positions offer a unique software sales opportunity in that they combine the stability of a company that has been profitable for over twenty years with the chance to make an impact in their new enterprise sales group.

As always, you may submit resumes to cheryl@pullmanblaine.com.

Bay Area Opening

2009-05-29T09:10:00.006-04:00

Here is a new opening. The company is a large player in the security space. Their revenues increased 26% last year. They just made an acquisition which gives them a huge advantage in encryption software.

Enterprise Account Executive

As a Enterprise Account Executive, you will be responsible for generating and closing new business opportunities in accounts with greater then 1500 employees. You are a hunter and have a results oriented mindset with a passion for over-achieving sales targets while exceeding customer expectations.
You will be playing a key role by influencing prospects to buy solutions in this highly competitive displacement sale. To be successful in this position you will fully understand all aspects of complex selling in an enterprise technology market.
This position is a home office based role preferably located in the Bay area.

Main duties

Drive and overachieve aggressive revenue targets
Develop, manage, and report on a sales pipeline within the territory
Provide accurate weekly revenue forecasts
Work with channel partners to identify and develop new business opportunities
Create and implement a strategic territory plan
Develop and maintain detailed knowledge of Sophos products, services, and processes
Travel within your assigned territory as necessary
Adhere to CRM, business systems and activity standards

Experience and skills

Proven record of achieving planned quota in excess of $1M per year
Success developing and closing large enterprise software transactions($100k-1M+)
5+ years' experience of enterprise software sales, preferably in a security-related field
Software sales into Fortune 1000 enterprises
Experience selling to CxO and VP level contacts within a sale
Successful experience working with channels
History of extensive and consistent cold calling skills to develop pipeline
To be successful in this role, you will need to:
Have strong qualification skills and can motivate prospects
Be able to develop new pipeline opportunities
Be able to exceed individual quarterly quotas

It's not just health care that has jobs today

2009-05-19T09:07:00.008-04:00

I came across the following article yesterday and found it fairly interesting. There are jobs out there - they may be few and far between - but there are jobs. In addition, the companies who are doing the hiring tend to be good companies to go to work for. They are solid, stable organizations with good management teams, solid finances and even better technology.

Pay special attention to points #3 and #4. If you are pursuing a new position you need to be at the top of your game.

It's not just health care that has jobs today - MarketWatch

Posted using ShareThis

New Job Order

2009-05-14T10:35:00.003-04:00

I am currently searching for qualified candidates for an Inside Sales position in the Bay area. The following is a brief description of the company and the position:

Territory Account Executive

After acquiring over 160 customers in the last year, the company is expanding.

About the company and the solution:

One of the fastest growing SaaS marketing automation companies
Sophisticated lead management system designed by and for marketers
Tremendous time to value based on fast user adoption
Addictively easy to use
Real-time integration with Salesforce.com
Makes marketing spend measurable and drives positive ROI

Responsiblities:

Manage and sell to a defined geographic territory
Prospect, develop, and close prospects for leading marketing automation and sales software
Create and deliver accurate forecasts
Demo using web tools to prospects and customers
Prepare, present, and close upsell deals and new add-on products
Work closely with Customer Success and Support teams to ensure customer satisfaction
Host webinars and web presentations for prospects
Make customers successful!

Requirements:

3 – 7 years of B2B sales experience
On demand/SaaS experience preferred
Experience in calling on, and servicing existing customers
Quota over-achievement and a compelling story of why you will be successful
Ability to work in a rapidly expanding and changing environment
Teamwork and good communication skills a must
Four year university/college degree required
Knowledge/experience selling CRM, SFA, and marketing software a plus
Position based in San Mateo, CA .

Interview Prep

2009-05-14T09:13:00.004-04:00

Pros do not take the field, court, course, etc. without warming up - neither should you. I came across a list of sales interview questions that can be used as a prep tool prior to an interview. Once you have worked your way through these, you should be ready to go.

http://www.justsell.com/salestools/salesinterviewquestions.aspx