Sales Specialist Sme Acquisition Industries

3 months ago

Christchurch, New Zealand MYOB Full time

Hi And thanks for stopping by

We’re MYOB, a business management platform designed to unleash the potential of businesses across Australia and New Zealand As the #originalstartup, our roots are in finance and accounting software, but today we are so much more. We help our Aussie and Kiwi customers unleash their full potential, giving them the tools to Start, Survive and Succeed: all in the one place.

We’re always on the hunt for those who bring a different perspective, diversity of thought and the drive to make our culture even better. Take your career to a new dimension at MYOB.

**About the Team**

Sales is where it’s at. They’re the team that delivers. Every time. Their purpose is to solve the business problems and alleviate pain points of SME and Enterprise businesses. This is the frontline team that truly has an impact on our customers, daily.

**About the Role**

As a Sales Specialist SME Acquisition Industries, you'll be part of an SME Solutions team responsible for making, selling and supporting our locally developed small business software. The goal is simple: do all we can to take start-up, small to medium size enterprises to the next level. We're one of the leaders in our category and changing the way people do business.

**What you'll be focused on**:

- Winning new SME customers
- Managing an assigned sales territory of customers leveraging campaigns and content prepared by Marketing and Sales Enablement in collaboration with the Sales Team to identify and qualify customers for MYOB.
- Meeting or exceeding quarterly and annual sales quotas by creating customer value
- Upselling and cross selling existing customers, leveraging MYOB product offerings for small business management and financial services
- Managing a value-based sales cycle from qualification of need, through to objection handling, negotiation and closing sales
- Offering insights and strategies to engage in key market segments
- Leveraging Sales Enablement tools to prepare and deliver professional presentations and customer proposals
- Outlining the customer return on investment on the proposed sale
- Negotiating, objection handling and closing sales
- Following up for repeat business
- Leveraging marketing campaigns to curate opportunities within your territory
- Proactive planning, rigorous pipeline management, and accurate forecasting
- Identifying new business opportunities by understanding industry and vertical trends
- Working with the vertical Marketing team to ensure campaigns are executed that will contribute to agreed sales and customer outcomes
- Maintaining product knowledge to become a specialist on relevant SME or Financial Services buyers
- Keeping up to date with competitor offerings and product releases, ensuring that knowledge is kept up to date
- Working with Product Management and Product Development to influence product direction and strategy
- Reinforcing a learning culture that strives to improve performance by monitoring customer feedback and conduct win and lost reviews
- Sharing insights to improve MYOB's go-to-market approach

**What we'd love to see from you**:

- Business development sales professional with 3+ years' experience
- Minimum of 3 years of experience working in customer support, administration or sales
- Experience in small business management
- Ability to expertly build rapport and opportunity from external leads pool
- Ability to be self-directed, prioritise work and go above and beyond at every opportunity
- Ability to clearly articulate from an educational perspective the value and process required for introducing B+C modules into a customer’s accounting solutionTrack record of working within a global software / SaaS vendor
- Proven track record of exceeding sales quotas
- ERP, Payroll, WFM, Practice Management and/or Financial Services sales experience
- Experience with campaign driven sales and MQLs and opportunity management
- Value based selling expertise to SME customers
- Marketing and lead generation experience
- Experience with stakeholder engagement and influence at senior levels
- Customer-focused - acts with the customer in mind
- Results focussed, commits to delivering organisational goals and objectives
- Effective organisational and time management skills to appropriately manage inbound call volume and outbound campaign activity
- Effective verbal and non-verbal communication skills
- Well-developed presentation skills, commands attention and can present effectively to a wide range of stakeholders
- Strong negotiation and influencing skills. Uses compelling arguments to gain the support and commitment of others
- Highly developed financial acumen
- High level of resilience when facing difficult situations
- High level of interpersonal savvy. Builds effective and strong relationships
- Demonstrated sales skills - rapport building, needs analysis, qualification, value-based solutions, business development, objection handling, negotiation, account planning and t

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