• Meet and/or exceed quota
• Business Plan
• Perform SWOT analysis on Estorian and competition
• 40-60 new prospecting calls per day
• Follow the Sales Roadmap Methodology
• One deal (minimum) per quarter closed
• 2 scheduled webinars per week
• Document information in SalesForce
• Accurate forecast report weekly
• Pipeline 5X quota at all times
• Upside 3x quota at all times
• Work as a team
• Have fun

Duties & Responsibilities

• Market and sell Estorian's family of products via the telephone, internet, and webinars.
• Consistently meet or exceed monthly, quarterly and annual quotas.
• Respond to customer inquiries and leads generated by local and/or national campaigns.
• Qualify inquiries and leads for business issues and projects that can be solved with Estorian's solutions.
• Qualify for buying timeline, budget/funding approval, and decision makers.
• Apply the principles of Estorian value selling by generating and qualifying opportunities, obtaining executive sponsorship, developing business value, and utilizing relationship, solution and closing strategies.
• Make a minimum of 40-60 value-add customer sales calls per day.
• Develop a territory plan to maximize revenue with a focus on upgrade sales and long-term licensing agreements.
• Work jointly with sales team to co-develop plans for new product sales and expansion of existing products.
• Develop and maintain knowledge of Estorian's corporate sales positioning, products, features and functionality; enterprise change management business relevance; our industry’s technical environments; and the competitive market.
• Keep sales team up to date on status of accounts and opportunities.
• Maintain accurate and up to date account information and activities within Estorian's customer relationship management (CRM) system.
• Prepare activity, opportunity and forecast reports accurately and on a timely basis.
• Coordinate bi-monthly Webex Presentations.
• Manage trial evaluations of our LookingGlass® family of products; coordinate appropriately with pre-sales systems engineering.
• Develop and maintain a pipeline equal to five times annual quota by end of first year and maintain.
• Develop and maintain a upside equal to three times annual quota by end of first year and maintain.
• Provide guidance and demonstrate leadership within account management team.
• Additional related job duties as assigned.

Essential Requirements, Skills, Experience and Education

• Bachelors' degree in business, marketing, computer science or related field.
• Three plus years of business-to-business telephone software sales (or similar fast paced sales environment).
• Demonstrated track record for consistently meeting or exceeding quota.
• A comprehensive knowledge of the selling process and the ability to articulate that process.
• Excellent interpersonal and customer relationship skills, including persistence and perseverance.
• Strong negotiation skills.
• Strong aptitude for the business value of technology.
• Strong attention to detail with superior analytical and problem-solving skills to understand and prepare pricing, proposals, contracts, and multi-year licensing agreements.
• Creative prospecting skills.
• Proficient in the use of standard business systems: MSOffice, Outlook, Word, Excel, and PowerPoint preferred; CRM experience desired.