SAP Litmos, MidMarket Sales Specialist

ROLE DESCRIPTION:

This position will be hired in to SAP Litmos, which will become an independent company under Fransisco Partners in December 2022.

SAP Litmos develops eLearning solutions for top-performing companies. An established leader in the market since 2007, SAP Litmos offers the world's easiest-to-use LMS (Learning Management System) - SAP Litmos Training–and a comprehensive course library–SAP Litmos Training Content. Thousands of companies trust the solutions to centralize and deliver transformative training to employees, customers, and partners. The solutions are used by more than 24 million people in 150 countries, across 35 languages. Find more information at www.litmos.com.

Challenge yourself by selling the intrinsic value of software solutions to our customers. Grow with one of the most successful field sales organizations in the world as a SAP Litmos Account Executive.

The primary responsibility of the SAP Litmos Account Executive is to build and close a pipeline of software license opportunities and incremental revenue by systematic creating new sales, upselling and cross-selling. The SAP Litmos Account Executive drives opportunity qualifications and manages the opportunities in the pipeline. As an integral part of the account team, the SAP Litmos Account Executive leverages other SAP resources, including presales teams, to drive opportunities to closure.

Expectations & Tasks:

• Identify and qualify prospects through inbound leads and outbound prospecting
• Creating and prioritizing strategic cold-calling and prospecting initiatives to generate new business qualified opportunities to build sales pipeline
• Conducting high level qualifying conversations with our core audience in a consultative approach over the telephone.
• Following up on leads and conduct research to identify potential prospects within defined territories/vertical segments
• Identifying key buying influencers within prospects to determine budget and timeline
• Building and cultivating prospect relationships by initiating communications and conducting follow-up communications to move opportunities through the sales funnel
• Develop proposals, respond to RFP’s, and conduct sales presentations online/in person for prospective customers
• Maintain a pipeline of qualified prospects sufficient to meet monthly/quarterly/annual quota requirements
• Navigate through complex negotiations at an executive level
• Generate new accounts and close sales opportunities using your superior presentation, management, and negotiation skills
• Building cross-departmental trusted relationships and understanding operational business processes/challenges linked to the corporate strategic goals of our prospective customers

Work Experience:

• Proven sales Hunter with a track record of quota success (5 Years)
• SaaS software sales experience
• Solutions Sales experience
• Strong prospecting and qualification skills
• Learning Management System (LMS) experience is a plus
• Successful experience in multichannel go-to-market model

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

• Bachelor's degree, preferably in business or IT-related discipline
• Exceptional sales fundamental skills including needs diagnosis, storytelling, objection handling, answering difficult questions, and navigating the process to close business
• Ability to continuously learn our product and customize demo/conversation to fit prospects’ needs
• Coachable and accountable
• Ability to serve as a trusted advisor to customers
• Strong customer focus and excellent interpersonal skills
• Ability to work independently with a strong drive for results
• Strong analytical and organizational skills
• Strong written and verbal communication skills
• Working knowledge of a sales methodology, such as Sandler, Challenger, Basho, Empire Selling
• Ability to manage territory and pipeline within Salesforce.