Sales Representative - Software | J.A. White & Associates, Inc.

J.A. White & Associates is currently searching for experienced candidates for the position of software sales. To join our growing team, please review the list of responsibilities and qualifications.

Responsibilities for software sales to include:

• Required to utilize the consultative selling approach to map out key decision-makers and create a strategy to implement an appropriate plan to penetrate market.
• Identify consultative professional services opportunities for existing client base
• Follow up on quality leads, seeking decision makers to develop working relationships and assess the technology needs of potential clients
• Demonstrate strong business and financial acumen to translate client's requirements into meaningful business recommendations and identify appropriate solutions and services to meet integration & infrastructure needs
• Work with support and account management as necessary to assist customers with technical issues or renewals
• Build and manage a pipeline in our CRM to accurately forecast sales activity and revenue achievement while creating satisfied clients
• Input and maintain clients records into CRM with accurate, high-quality information to facilitate effective forward-planning, maximize the success of marketing initiatives, and maintain up-to-date knowledge of customer activity
• Develop, drive and close business within assigned territory while delivering value throughout the lifecycle of the client's relationship
• Display strong ability to lead, manage or enlist the support of others in the absence of formal authority
Qualifications for software sales
• Minimum of three to five years of field and corporate experience with software and/or network sales and technical support
• Experience specifically with pre-sale, and sales support activity, service-related support issues
• Must be resourceful, innovative, self-motivated, customer focused, and able to work well on a team
• Is able to plan discussions based on the pains/needs of various persona at a prospect meeting or demonstration
• Is able to handle customer objections by determining the real business problem, articulating our ability to solve their problems, and finding creative solutions rather than answering "no"

As a leading Government Contracting Consulting firm, we combine deep functional industry experience with flexible engagement models to assist in solving the toughest Procurement challenges. Our subject matter experts seek to understand our client’s requirements against the current legal and regulatory environment, marketplace best practices and business trends.

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