Concur (NASDAQ: CNQR) is the world’s leading provider of integrated travel and expense management solutions. Web and mobile-based, Concur helps organizations and their employees control costs and save time. Concur's suite of award-winning travel booking, expense reporting and invoice processing solutions allow companies of all sizes to automate and optimize their business processes while providing actionable business intelligence and a rapid ROI. Concur is trusted by thousands of companies in more than 90 countries and reaches millions of employees worldwide.
Concur's market leadership regularly results in regional, national and international recognition. Concur was recently ranked third on Seattle Business Magazine's 100 Best Companies to Work For 2010 - results based on the independent survey of employees. Concur's employees ranked the company very high in virtually every survey category, from hiring and retention to corporate culture.
More information about Concur is available at www.concur.com.
Job Overview:
Responsible for meeting and/or exceeding the Company’s annual sales quota for assigned territory, selling Concur products and services directly to prospective customers and customer accounts. 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.
Responsibilities:
Achieve sales objectives primarily through sales to new customers and also through sales of additional services to existing customers
Identify sales opportunities through direct prospecting, lead follow up, networking and partner relationships
Manage sales process through qualification, needs analysis, product demonstration, negotiation and close
Work closely with pre-sales team to develop effective sales strategies
Develop and maintain a high level of knowledge about Concur’s products and services
Develops and maintains an effective business, sales and marketing plan for assigned territory
Develop and maintain an understanding of the territory, marketplace, competitive offerings and other business issues relevant to the position
Use effective time and territory management to maximize results by consistently maintaining a reasonable number of new weekly face-to-face prospect meetings
Develop and maintain relationships with third party vendors to increase direct selling opportunities
Respond to RFPs/RFIs, coordinating and organizing input from multiple sources within Concur
Properly forecasts monthly, quarterly and annual revenue numbers for assigned territory
Document daily sales activities in sales force automation tool, prepare reports, manage pipeline and perform other tasks necessary to drive sales revenue and communicate activities to sales management
Be an active team player both on the sales team and throughout Concur to help meet company objectives
Provide feedback from field experience to sales management as well as internal cross-functional teams with regard to product, selling, competitive, etc. matters
Interacts with sales, marketing and external customers
Operates under moderate supervision
Be aware of, and comply with, all corporate policies
Position Requirements
Education, Experience & Training required:
BA/BS or equivalent experience
Minimum of 3 -5 years of selling license software and or on-demand services in cross-vertical markets
Experience selling ERP or financial solutions desirable
Documented success achieving and exceeding assigned quotas
Consultative sales training
Ability to pass a background check
Job Specific Specialized Knowledge & Skills:
Highly motivated and able to work independently
Creative problem solver
Excellent written and verbal communication skills with an emphasis on persuasion and presentation abilities
Excellent telephone skills
Sales experience with financial/accounting applications is a strong plus
Strong business acumen
Excellent PC and Internet skills, including experience using Microsoft Office, Outlook, sales force automation tools and web presentation applications (Webex, Placeware, etc.)
This is a home office based position
Job involves 25% to 35% travel
Critical Performance Competencies:
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
Adjust to new, different, or changing requirements
Listens with objectivity and checks for understanding
Persists despite obstacles and opposition or set backs
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 people
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
EEO:
Concur is an Equal Opportunity Employer and applies this policy to all applicants and employees. We are committed to hiring and valuing a global diverse work team. (M/F/D/V)
Physical and Cognitive or Mental Requirements:Major job activities – physical requirements:
Use of computer and keyboard for extended periods of time on most or all workdays
Use of telephone – throughout the workday as needed to conduct business
Working under time pressure
Working rapidly for long periods
Communicating and interacting with others
Major job activities – mental requirements:
Multiple concurrent tasks
Ability to perform under stress
Reading and comprehension
Writing
Problem solving
Confidentiality
Customer contact
Working environment (where major activities are carried out):
Indoors in an office or control room
Travel required
Working hours:
40+ hours per week will typically be necessary to accomplish performance objectives and to provide satisfactory job presence and/or responsiveness
Flexibility as to the specific working hours may be required or available
Concur Technologies - 2 years ago
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