Sr National Sales Executive
Fully Remote Remote Worker - N/A Sales
Job Type
Full-time
Description

Company Overview:

Trellance is the leading provider of data analytics and business intelligence solutions, professional services and consulting for credit unions. The company’s solutions and services, together with the patented common data model, are used by credit unions to find actionable insights, improve member experience and achieve portfolio growth.

Overall Responsibility:

The Sr. National Sales Executive must be a driven individual who excels at proactively selling the Company’s industry-changing data analytics software, consulting services, and Cloud Solutions to achieve revenue, sales and profit targets.  Ideal candidate should be experienced in building C-Level relationships, and above all else, keep a full pipeline and manage sales activity for complex sales cycles of Enterprise software and services. You should be highly motivated to maintain current knowledge of technology and best practices in the information technology and analytics fields and participate in an appropriate level of professional networking.  This is a fully remote role, that preferably resides on the east coast.


Essential Functions:

  • Drive complex, enterprise-wide sales cycles and effectively present Trellance’s value proposition to both C-level business and IT stakeholders through strategic value-led engagements.
  • Meet and exceed direct sales goals within assigned territory.
  • Prospect, develop and close new business while creating satisfied and referenceable customers.
  • Manage all aspects of the sales process including lead generation, qualification, evaluation, close and account care, collaborating cross-functionally with Marketing, CSMs and Inside Sales Teams.
  • Balance long-term objectives with short term results in order to maximize overall revenue generation.
  • Acquire and maintain a thorough working knowledge of the company’s software platform and services and a deep understanding of their applications.
  • Effectively position and sell Trellance to clients through initial phone conversations, face-to-face meetings, and product demonstrations.
  • Coordinate and manage industry events and user groups to generate market interest.
  • Position Trellance’s solutions through strategic value-based selling, business case definition, return on investment analysis, customer references and analyst data.
  • Evangelize the Trellance vision through product demonstrations, in-market events, and account specific initiatives.
  • Research the customer environment to create effective business impact models, account plans and win plans; and create business cases, ROI and TCO models.
  • Manage an individual sales pipeline to ensure an appropriate mix of prospects, new business opportunities and firm proposals.
  • Orchestrate and manage team selling efforts between Sales Engineering and Professional Services.
  • Analyze competitor products and activities and develop product expertise needed to technically differentiate from and position against competition. 
  • Present regular detailed reports to management regarding sales activities and success rates. 
  • Provide support for the Client Engagement team’s relationship management activities as needed in retaining current accounts. 
  • Ensure client satisfaction throughout the sales and implementation process and support implementation planning as needed. 
  • Develop strong working relationships with partner companies and credit unions within assigned territory. 
  • The travel required for this position is approximately 25%. 
  • Perform other duties as assigned. 
Requirements

Minimum Education/Experience:

Bachelor’s degree (BA or BS) from an accredited college or university plus a minimum of five (5) years of experience in the specific or related field.


Company / Industry Knowledge:

Prior experience in credit union or financial services industries is highly desired.


Other Knowledge / Experience:

  • 5+ years of sales experience hunting for new accounts. 
  • 5+ years of experience and a proven track record in Enterprise Software Sales, preferably in the area of SaaS sales in financial services industry. 
  • Strong knowledge of enterprise data analytics software, data technology, data integration, data warehousing, data visualization and dashboarding tools, core data processing.  
  • Understanding of complete data analytics stack and workflow, from ETL to data platform design to BI and analytics tools. 
  • Knowledge of databases, data warehouses, and data processing. 
  • Experience selling consulting services or staff augmentation
  • Understanding of large-scale infrastructure-as-a-service platforms (e.g. Amazon AWS, Microsoft Azure, OpenStack). 
  • Understand data visualization tools such as Tableau and PowerBI, and business intelligence in the financial services industry. 

Sales Skills: 

Possess a Hunter mentality.  Able to identify opportunities and close new sales. Ability to prospect and present persuasive information to a variety of audiences via the telephone, mass webcasts, sales roadshows and onsite visits.  Ability to identify clients and prospects needs, and present the product offering that meets those needs. Ability to work independently and as part of team in a fast-paced, changing environment.