Job Opportunities at Concur

Job description

Job Overview

Position Description

Responsible for meeting and/or exceeding the Company’s annual revenue and booking quota for assigned territory. Identifies, develops, and retains new business relationships. Develops sales opportunities through prospecting, cold calling, and leveraging third party relationships. Responsible for sales account management and customer satisfaction.Reports to the Regional Sales Director.

Responsibilities

• Achieve sales objectives primarily through selling Concur travel and expense software solutions to new customers and also through sales of additional services to new customers.
• Develops and maintains an effective business, sales, and marketing plan for assigned territory
• Develops sales strategies that link prospect’s business drivers to Concur’s Employee Spend Management Solution.
• 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.
• Consistently maintains a reasonable number of new weekly face-to-face prospect meetings.
• Work with pre-sales team when technical or product support is required.
• Effectively demonstrates and presents Concur’s solutions to qualified prospects.
• Demonstrate and maintain a high level of knowledge about Concur’s products and services.
• Demonstrate 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.
• Develop and maintain relationships with Concur partners and other third parties to increase 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 accurate reports and forecasts, 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.
• Effectively demonstrates and presents Concur’s solutions to qualified prospects.
• Accurately qualifies and prepares Pre-Sales Consultants and Services staff for customer demonstrations and presentations.
• Provide feedback from field experience to internal cross-functional teams with regard to product, selling, and competitive matters.
• Shares input with other departments in preparing sales materials and technical publications.
• Operates under moderate supervision.

Position Requirements

Education, Experience & Training required:

• Degree in a business or technical related area of study
• Minimum of 5 years’ experience selling Travel, Employee Spend, ERP or financial solutions in a new business role
• Ability to pass a background check.
• Challenger Sales Trained
• Experience of working in the Middle-East would be highly beneficial
• A demonstrable understanding of the cultural differences and issues of working in the Middle-East are essential

Job Specific Specialized Knowledge & Skills

• Demonstrable experience of closing sales within the a Middle-East is highly desirable
• Successful experience identifying, qualifying, and closing new business.
• Demonstrated ability to develop and maintain effective business, sales, and marketing plans.
• Demonstrated knowledge of software direct and reseller sales channels.
• Strong knowledge of industry travel and entertainment products.
• Demonstrated ability to accurately forecast monthly, quarterly, and annual revenue.
• Demonstrated ability to successfully negotiate complex contracts.
• Strong ability to create sales presentation messages, positioning statements, and other sales collateral.
• Flexibility in work schedule is required.
• Various means of travel are required, including air travel.
• Demonstrated ability to work independently and achieve goals with minimal supervision.
• Ability to perform in a dynamic and fast-paced environment.
• Works under moderate supervision.
• Interacts with sales, marketing and external customers.
• 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

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Job description

Job Overview

Position Description

Provide Presales and business process consulting assistance to sales team members to facilitate closing sales. Identify specific areas of prospect need and demonstrate how Concur’s applications fill those needs.

Reports to: the Director of Solutions Consulting

Responsibilities

• Be knowledgeable in Concur’s solutions and service offerings, including SaaS business solutions and Implementation methodologies.
• Build personal credibility and professional experience to ensure that engagements promote practical best practices.
• Establish personal expertise in one or more of Concur’s solutions, methodologies and services offerings, to act as a Subject Matter Expert.
• Use your Concur knowledge and expertise to become a ‘trusted advisor’ for prospects, customers and partners when considering Concur’s solutions and service offerings.
• To assist sales colleagues in discovering prospects needs, concerns, and values. In particular undertaking specific ‘discovery’ meetings with prospects.
• Participate with sales team colleagues to identify the most effective approach, particularly related to Concur’s products and services capabilities.
• Deliver demonstrations for all Concur services & solutions effectively, whether this be online (WebEx) or on-site.
• Understand prospects and customers implementation needs, and be able to position and explain Concur’s Global Service offerings and ‘templates’ as appropriate.
• Undertake other sales focused activities such as answering prospect emails and phone calls, and contributing to team engagements such as Requests for Information (RFQ) and Requests for Proposal/Quotation (RFP/RFQ) in a timely, professional and ‘added-value’ approach.
• Regularly report on progress of individual sales consulting activities (e.g. Demo, RFP Response) for prospects and customers.
• Provide necessary ‘hand-over’ guidance, information and advice to Concur Global Services implementation teams for each new Customer.

Qualifications

Position Requirements

Education, Experience & Training Required

• Bachelor degree in related field or related-experience in job function and/or industry.
• Experience in a field relating to Concur’s product lines and/or functional financial pre-sales functions (i.e. Travel industry applications or ERP financials)
• Strong experience as Solution Consultant, pre-sales consultant, with a software applications provider, preferably in the SaaS Cloud Internet based applications marketplace
• Broad business knowledge: ability to interpret and utilize industry information on competitors.
• Demonstrated experience in making formal presentations and demonstrations, including ability customise messages, content and delivery to meet specific needs.

Job Specific Specialized Knowledge & Skills

• Uses professional concepts and company policies to solve a wide range of difficult problems in imaginative and practical ways.
• Exercises judgment within generally defined practices and policies to select methods for obtaining solutions.
• Receives no instruction on routine work and only general instruction on new assignments.
• Interacts with other Concur employees at all levels.
• Travels up to 50% of time.
• 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 influence others and gain support.
• Adjust to new, different, or changing requirements.
• Listens with objectivity and checks for understanding.
• Persists despite obstacles and opposition or setbacks.
• 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 prospect, customer and partner.
• Assists in the hiring and development of team colleagues as appropriate.
• Displays leadership through innovation in completing activities.
• Displays a passion for the role and has a drive to improve.
• Displays a relentless commitment to win.
• Displays personal & corporate integrity.