Reporting to the VP Business Development, the Solutions Consultant will manage opportunities and close sales, taking a consultative approach to understanding customers needs, nurturing relationships, as well as building and maintaining focus on our product. The Solutions Consultant will be responsible for:
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Managing your own pipeline of prospects after handoff from a Business Development Representative (BDR) to becoming a paying customer
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Qualification of prospects and needs analysis
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Facilitating and attending online product demonstrations with a Sales Engineer encompassing both technical and non-technical aspects of the product offer
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Identify and consult with the entire Decision Making Unit to develop a holistic understanding of the business's needs
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Collect complex information from prospects to fully understand their situation and in turn help them deliver on their aspirations
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Create compelling proposals and effectively consult with the prospect on their creation and distribution to other stakeholders
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Carry out contract negotiations and preparation of all associated documentation to close sales
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Collaborate with BDRs
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Maintain accurate and complete customer records, and activity and pipeline reports within the CRM
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Achieve and report on key KPIs agreed with the VP Business Development
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With support from our Sales Engineers, Marketing, Product and Trainings, you will be expected to gain solid understanding of
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the industry in which we operate
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our customers business operations
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our product, its features and benefits and how they meet customer needs
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Attendance of key trade shows in conjunction with the BDR team
Essential
You will be a highly motivated, self-sufficient and well organised Sales professional who has experience of selling within a large geographic territory with the patience and tenacity to see sales through to close.
You will also bring:
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3+ years' successful sales experience, selling SaaS/technology/B2B or deathcare oriented products/services
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1 + years experience in writing and submitting RFPs/proposals and bid responses
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Strong work ethic and flexibility to communicate with international offices
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Excellent IT skills
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Exceptional presentation and interpersonal skills
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Strong business acumen with a consultative selling approach
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Demonstrable eagerness to learn new technology/products
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Demonstrable ability to describe technical solutions to business users
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Strong Awareness of competitive landscape and the ability to position our products effectively
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Ability to travel throughout N America
Desirable
Whilst not essential, the following would be advantageous in this role:
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Working knowledge of Hubspot (CRM)
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Experience of public sector procurement
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Working knowledge of G-suite (gmail, google drive)
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Experience of selling SaaS products
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Experience of selling within a typical sales cycle of 9 months
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Degree in a Business/IT related subject
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Experience in implementing ‘Challenger Sales, Solution Selling Methodology or similar framework desired
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Driver s license
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Competitive base salary
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Attractive uncapped commission structure
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Career growth with a rapidly growing technology leader
Benefits Offered by PlotBox
We are constantly enhancing our list of benefits which currently include:
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Investment in employee growth and development
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Fully funded life insurance coverage
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Fully funded health care (with self-funding available for family members)
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Competitively priced dental and vision cover (with self-funding available for family members)
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16 days PTO + 10 recognised federal days
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Regular wellbeing initiatives
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Safe and supportive culture; we foster continuous improvement in all aspects of work
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Career mobility and progression
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Regular travel opportunities
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Flexible working hours
PlotBox is the leading software solution provider for the death care industry, facilitating crematoria and cemetery clients all around the world. We are very clear on our mission; to take away some of the pain for families dealing with death and those who serve them. Enabling our clients with world class software allows them to turn their attention to successfully supporting grieving families.
We are a high growth scale-up of almost 70 people headquartered in Northern Ireland and spread out across the globe, collaborating on a journey to make PlotBox the solution of choice for every death care facility, globally. We live and breathe our core values – Tenacity, Teamwork and Trust.
We have a passion for tech and innovation, actively exploiting new and cutting-edge tools and technologies to enhance our product and skillset. We actively promote from within and our dynamic scale up culture ensures proactivity and initiative is rewarded with excellent career opportunities, progression and mobility.
How would our team describe life in PlotBox? When asked to describe our company, they use words such as "fun, respect, care, team spirit, family feel, trust, happy, listen, sense of accomplishment, flexibility, development".
This is an exceptional opportunity to join our talented team. We recently achieved Great Place to Work certification and made it into the top ten of the UK s Best Workplaces™listing for 2021. Our staff have told us loud and clear that they love working for PlotBox; from the relaxed working environment to feeling truly valued in their roles. In addition, our purpose driven mission and the sense of pride in doing what we do - to ultimately lessen people s pain at the most difficult time of their lives - means a lot to our team.
