POSTION OVERVIEW

E2open is seeking a sales professional (Area Sales Director) to support the Company’s growth through identifying new business opportunities and nourishing, building and growing relationships with clients. The Area Sales Director is a critical role for e2open. The successful candidate will serve as a trusted advisor to our clients, making them aware of e2open’s products and services resulting in successful sales for e2open.

The ASD collaborates with colleagues to achieve sales goals, attends industry events to stay up to date on trends and generate new business leads, and prepares sales presentations for potential clients. The ASD must have a high level of accountability and show strong negotiation and closing skills, be able to work independently and collaboratively, have excellent presentation skills, understand e2open’s products, competitive advantages and contract terms, accurately maintain e2open’s CRM and generate reports on sales activities and performance metrics. Also key to success is ensuring happy clients who stay with e2open year after year.

RESPONSIBILITES:

• Build strong relationships with clients and/or prospects
  • All sectors: all sales representatives are expected to build and maintain strong relationships with clients and/or prospects. Create and maintain relationships with your assigned accounts beyond the primary sponsor in the organization. Maintain a regular meeting cadence with your clients.
  • Properly validate, clarify, and assess needs of clients on an ongoing basis.
  • Ensure the client holds the company in high esteem, which is depicted by high client’s satisfaction ratings.
• Build knowledge of e2open’s products and business and continuously train/develop your skills
  • All sectors: all sales representatives should spend time in e2open’s learning management system (e2U) learning about our products and platform and their competitive advantages as well as how we support and service clients after they purchase our products.
• Maintain appropriate close plans for your opportunities
  • All sectors: all sales representatives are expected to create and implement account plans for all accounts with both short and long term goals and clearly defined steps to reach them. Sales representatives are to have an outlined close plan (in the form of a Close Plan, Joint Work Plan, Mutual Evaluation Plan, etc.) at the opportunity level. Close plans are expected to be built and maintained per the expectations of sales leadership.
• Engage appropriately with cross functional departments (Solutions Consulting, Legal, Sales Development, Professional Services, Development, etc) to achieve sales goals
  • All sectors: all sales representatives must engage with team members in cross functional departments to support sales deals and ensure performance goals are met.
  • Work cooperatively with other members of staff like service resources staff members, implementation resources experts, sales specialists, and varieties of other management and sales experts in the organization.
  • Appropriately coordinate company personnel involvement in account management, especially in service and support resources, to ensure account performance objectives are met and to ensure complete client satisfaction.
• Build pipeline and achieve annual quota
  • All sectors: all e2open sales representatives are expected to consistently add pipeline that supports the achievement of annual quota. Pipeline is expected to be built and managed per the expectations of sales leadership. Fulfill any number of assigned targets to ensure volume of sales is at profitable level.
• Understand outstanding contracts and negotiate future contracts
  • All sectors: all e2open sales representatives must understand their current contracts with clients in their accounts, including pricing, service level agreements, and the terms and conditions. E2open sales representatives must abide by the internal processes for sales representatives in the contracting process.
• Maintain Salesforce
  • All sectors: all e2open sales representatives are required to maintain Salesforce timely. Maintenance of Salesforce is a critical responsibility for sales representatives. Salesforce is a system of record, helping to track sales-related activities, providing data for analysis, and enabling cross-functional collaboration. Maintaining Salesforce includes:
    • Updating client information: sales representatives must ensure that all client information in Salesforce is accurate and up-to-date. This includes contact information, company information, and other relevant data.
    • Tracking sales activities: sales representatives should use Salesforce to record all sales-related activities, such as calls, meetings, and emails with clients. This information helps to track the progress of deals and provides valuable data for analysis. Ensure that the following fields are updated timely: Next Steps, Close Date, Sales Notes, and Forecasted ARR
    • Managing the sales pipeline: sales representatives should regularly update the status of their deals in Salesforce to reflect their progress through the sales pipeline. This helps to keep the sales team and management informed about the status of all deals in progress.
    • Generating reports: Sales representatives should use Salesforce to generate reports on sales activities, deal progress, and other key performance indicators. These reports provide valuable insights for sales management and help to identify areas for improvement.
    • Collaborating with colleagues: sales representatives should use Salesforce to collaborate with colleagues on deals, share information, and coordinate activities. This helps to ensure that everyone on the sales team is aligned and working together to achieve the company's goals.
  • Maintain account plans for your accounts
    • All sectors: all sales representatives should maintain account plans that include organization structure, e2open sponsors at the client, key players, product utilization, and plan to cross/upsell and close new ARR deals.
    • Each sector has requirements for the percentage of account plans per accounts. Account plans are expected to be built and maintained per the expectations of sales leadership.
  • Additional duties as assigned

QUALIFICATIONS AND EXPERIENCE:

• Minimum of 8-10 years of experience in enterprise sales, with a focus on selling SaaS solutions, preferably in the supply chain management domain.

• Bachelor’s Degree in Sales, Business, or related field.
• Proactive and motivated to go above and beyond to obtain business and keep clients happy.
• A problem-solving and common-sense mentality to approaching solutions and ability to explain technical solutions in a non-technical environment.
• Previous experience creating proposals, negotiating, and renewing contracts
• Superior communication skills (both written and oral) and comfortable presenting and speaking to senior-level executives.
• Outstanding organizational skills and the ability to manage multiple moving parts and accounts simultaneously.
• A fast learner that can hit the ground running and learn our products inside and out quickly.
• An outside of the box thinker with proven experience developing creative solutions to clients’ out of the ordinary problems.
• Leadership skills with an empathetic approach – our success is based on our clients’ success so you must be ready to drop everything at a moment’s notice to help.
• Proficiency using Microsoft Office tools.
• Proficiency in using CRM systems and other sales tools.