Sales Specialist, Client Services
Deltek 31 reviews - Herndon, VA

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Company Summary
Deltek is a unique provider of enterprise software and information solutions. We are an innovative, fast-growing market leader that offers all of these cocktail-party bragging rights - massive brand name recognition, 15,000 global customers, hundreds of millions in annual revenue, over 1,600 employees - and all with the nimble, entrepreneurial and enthusiastic culture of a start-up that gives you the freedom to blaze your own trail. No one else in our industry has the focus or footprint that we do in our core markets. Founded in 1983, we have grown to become the leading global provider of enterprise software and information solutions for government contractors and professional services firms. For decades, we have delivered actionable insight that empowers our customers to unlock their business potential. Over 2 million users in approximately 80 countries around the world rely on Deltek to research and identify opportunities, win new business, optimize resources, streamline operations, and deliver more profitable projects. Join our growing team, and embark on a great career today. Deltek - Know more. Do more.™

Position Responsibilities *

  • Penetrate current accounts; contact and qualify new buyers *
  • Uncover and analyze needs, uncover up-sell opportunity, articulate the value proposition, negotiate terms, and close business. *
  • Identify and contact clients in your territory for upgrades via telephone and email. *
  • Conduct Web and in-person demonstrations that lead to product upgrades *
  • Quarterback external/internal meetings with multiple stakeholders to close consulting deals. *
  • Meet or exceed set revenue goals for upgrades, module, and consulting sales. *
  • Provide quality and accurate price quotes. *
  • Track activities and opportunities efficiently and accurately in the sales database. *
  • Communicate with other team members to identify unique customer business problems. *
  • Take on leadership responsibilities for the benefit of sales peers and management, such as training and mentoring *
  • Maintain professional and ethical conduct with clients and staff. *
  • Responsible for meeting objectives set by the Up-sell team Manager and VP of Client Services. *
  • Maintain confidentiality where appropriate. *
  • Compliance with company standards, policies, and mission statement.

Qualifications *

  • Four-year college degree. *
  • Excellent relationship development skills. *
  • Exceptional ability to overcome objections and close business. *
  • Dynamic, positive, and enthusiastic personality. *
  • Leadership and mentoring skills. *
  • Excellent verbal/telephone and written/electronic communication skills. *
  • Exceptional time management and organization skills. *
  • Industry sales experience with a proven track record of quota attainment. *
  • Formal sales training in consultative selling. *
  • Proficiency in pipeline management and accurate forecasting. *
  • Ability to work independently but also within a team environment. *
  • Strong computer and internet skills. *
  • Familiarity with Microsoft Office: Outlook, Word, Excel, and Power Point *
  • Federal and/or State & Local government industry knowledge a plus. *
  • Strong integrity

About this company
31 reviews
For over 30 years, Deltek has uniquely delivered leading enterprise software and information solutions for project-based businesses. Our...