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FIELD SALES REPRESENTATIVE |
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Job Title: Field Sales Regional Sales Representative / Major Account Executive
Job Function: Sales
Location: San Francisco, CA / Central US / South East
Job Description
The field sales rep is responsible for providing leadership to the sales and account management processes and growing Terracotta's revenues associated with the full breadth of Terracotta products / solutions for an assigned region. The job represents a balanced customer relationship management effort involving sales/account management skills, product knowledge/problem-solving/solution skills, and direction of other Terracotta specialized resources assigned to the account(s).
Key Accountabilities
- Find, grow and close revenue opportunities; grow account share
- Understand customer business and service requirements in order to develop "tailored" Terracotta solutions
Introduce client to new products that match business needs
- Successfully establish the customer account as a positive Reference Account
Major Duties and Responsibilities
- Develop business plan for territory / accounts to meet or exceed sales, marketing and customer satisfaction objectives
- Directs tactical implementation of business plan to meet objectives
- Interfaces and directs sales, product and operations strategies; ensures customer expectations are exceeded; develops business plan that fits continually changing customer needs
- Manages interface between the customer account and Terracotta (including product specialists, channels and corporate functions) for effective implementation of the business plan
- Interfaces with key customer executives in a professional, mutually beneficial partnership
Qualifications/Necessary Skills
- Attention to Detail
- Able to be alert in a high-risk environment; follow detailed procedures and ensure accuracy in documentation and data; concentrate on routine work details and organize and maintain a system of records.
Business Acumen - Superior professional presence and business acumen
- Communication - Able to clearly present information through the spoken or written word; read and interpret complex information; talk with customers or clients; listens well.
- Conflict Management - Able to use a win-win approach to resolve controversy; stay objective and fair when dealing with sensitive situations; maintain constructive working relationships despite disagreement.
- Decision Making & Problem Solving - Able to take action in solving problems while exhibiting judgment and a realistic understanding of issues; able to use reason, even when dealing with emotional topics; review facts and weigh options.
- Influence and Persuasion - Able to convince others in both positive and negative circumstances; use tact when expressing ideas or options; present new ideas to authority figures; adapt presentations to suit a particular audience; respond to objections successfully.
- Integrity - Able to be tactful, maintain confidences, and foster an ethical work environment; prevent inappropriate behavior by coworkers; give proper credit to others; handle all situations honestly.
- Teamwork - Able to share due credit with coworkers; display enthusiasm and promote a friendly group working environment; work closely with other departments as necessary; support group decisions and solicit options from coworkers; display team spirit.
- Negotiating - Able to obtain agreement from multiple parties; earn trust while working out a deal; use good timing and carefully calculated strategies when bargaining; communicate high value of services; identify hidden agendas that might interfere with resolution of terms.
- Planning, Prioritizing & Goal Setting - Able to prepare for emerging customer needs; manage multiple projects; determine project urgency in a meaningful and practical way; use goals to guide actions and create detailed action plans; organize and schedule people and tasks.
- Relationship Management - Able to develop rapport with others and recognize their concerns and feelings; build and maintain long-term associations based on trust; help others.
Experience Requirements
- Minimum 5 years selling and account relationship management experience with major account
Minimum 3 years experience selling enterprise JAVA infrastructure software
- Experience with selling JAVA infrastructure technologies
- History and track record of achievement of revenue objectives
- Demonstrated ability to develop sales plan, execute through the sales process and close opportunities.
- Demonstrated ability to work with accounts' senior management and across functions within customer organizations to gain commitment, obtain resources and achieve desired results
Education: BS or BA degree
Please send resumes with your name and "Field Sales Rep" in the subject header to: careers@terracottatech.com
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