Sales Executive

Houston, TX, United States

Mission - Why We Need You

SMA Technologies was founded in 1980 and is on mission to give people time back. Our platforms allow companies to automate their most complex workflows and keep their human capital focused on the strategic work that moves their business forward. With a focus on Domain Expertise, Great Customer Care, and Reliability, our global operation has offices worldwide, and works with multiple channel partners and an international client base.

Reporting to our VP of Sales, SMA Sales Executives are the engine that drives revenue growth. As a Sales Executive, you will be solely focused on driving sales by managing and growing new client relationships. This is a quota-carrying role responsible for the entire sales cycle from opportunity qualification to closing, including discovery, product pitch/ demo, proposal development, contract negotiation, and pipeline forecasting.

SMA has committed significant time, resources, and product development to the Financial Services industry. The ideal candidate has infrastructure software sales experience to our ICP (SMB Banks and Credit Unions) and is eager to partner with Product, Marketing, BDRs and Pre-Sales. Together you will refine the way we deliver value to customers by improving the way we uncover pain, showcase our products, and advance our offerings over time.

Objectives - The Problems You'll Solve

In your first 6 weeks, onboard, get up to speed, and complete our sales training program to demonstrate your knowledge of our Products, ICP/Customers, and the pain we help solve

Connect with members of our Sales, Marketing, Product, and Technology teams to understand our offerings and why our customers value them.

Learn our sales process, methodology and forecasting guidelines.

Get acquainted with our messaging and competitive positioning, including listening to call recordings, "riding along" with other SEs and leading mock calls.

Ramp up on our CRM, meeting cadence, and sales methodology; begin planning and reporting on progress within your book of business.

Speak with initial Sales Qualified Leads, execute top of funnel outreach and begin to develop early-stage pipeline.

In your first 3 months, take ownership of your territory, sales forecast, and book of business Understand SMA's product offerings and competitive landscape, including the business problems we solve to deliver value and exceed customer expectations.

Prioritize your Banking vertical territory and collaborate with team members (Business Development Reps, Sales Engineer and Consulting) to uncover customer needs and optimize productivity.

Begin weekly reporting on your quarterly sales forecast and rolling pipeline

Own the sales process: discovery, demo, proposal development, negotiation and closing.

Establish a strong list of prospects and show a sales pipeline equal to 30-50% of quota.

Create a strategic plan of how to move prospects along in the sales funnel with specific steps aimed towards a goal of deal closure.

Assess the current status of our marketing and product positioning for the Banking vertical and present your findings to Leadership.

Within 6 months, fully ramp + regularly achieve/exceed your quota and help us continue to build a high-performing sales team inside of SMA Display mastery of our sales process and methodology, including a high accuracy quarterly forecast.

Show progress in your prospecting and opportunity creation efforts, including having a top 10 list of accounts, names of contacts, role and corresponding deal size. The expectation is to have your first deal closed in under 9 months.

Analyze performance metrics in your individual Sales Dashboard to ensure pipeline stage progression, improve deal velocity and increase win rates.

Review personal call recordings to streamline messaging and improve sales positioning.

Partner with our Consulting team to scope the work for new install and implementation.

Contribute to the continuous improvement of our team and playbook

Lead ongoing "post mortem" sessions with Product and Marketing on why we win/lose opportunities.

Competencies - What we're looking for

Trusted advisor to customers and colleagues: You will establish domain expertise by learning our industry and conducting deep discovery calls; all while practicing solution/consultative selling techniques. Gain the trust of the customer by understanding/identifying their pain and leading them through their evaluation journey and beyond.

Sales closing skills: Despite utilizing a consultative sales approach, you also understand the need to move an opportunity forward. You can ask the right questions, listen for buying signals and asking for the sale. You will move on when prospects seem not ready to buy but will also stay on their radar for future business.

Customer-First Mindset - We'll expect you to quickly ramp up and become a go-to resource on: Our product, the pain it solves for our customers, and how we're different than our competitors.

How to tailor your messaging to fit different personas and customer mindsets.

The state of our existing customer opportunities - renewals, upsells, and cross-sells.

How to identify customers in our "winning zone" - and quickly disqualify those that aren't.

Strong CRM and Forecasting Discipline- You understand and respect the link between documenting your activity and the ability to analyse and forecast your book of business. Your CRM data reflects your activity and allows you to produce an accurate forecast on-demand.

A Great Teammate - You know you can't do it by yourself. You'll be an important conduit for feedback from our customers, and you can show us that you can not only listen to that feedback, but proactively share it with the other leaders on our team so we can build better products and sell + market them more effectively. You also lean in to help whenever you can - sales, marketing, product. You're there to make the whole team better.

Accountable - You do what you say you will and aren't afraid to own your mistakes. You take the lead but are willing to ask for help. You aren't afraid to commit to deadlines and will go the extra mile to make sure you deliver on what you've signed up for.

What's in it for you?

At SMA, we pride ourselves on ensuring that our employees are taken care of and that you have what you need to succeed in and out of work. In addition to competitive compensation, we provide: A remote first environment however this role will require some time in the office as needed.

All the gear you need to be successful, including your choice of Mac or Dell. Laptop, $100/month phone + internet reimbursement, monitors, and gear to get yourself started plus a one-time $250 stipend to purchase any extras.

100% Company paid health, dental, vision, LTD, AD&D, and basic life insurance for you and your immediate family, plus a $1,800 per year company funded HSA account, plus paid parental leave.

Generous PTO and flexible working hours to accommodate a great work/life balance.

$2,500 annual Professional Development stipend to help you develop your skills.

How We Work - Our Core Values

Eager to Win - Our passion comes from a deep caring for the success of our employees, clients, and partners both personally and professionally. Every employee is expected to "own it" by taking the lead and seeing initiatives through from start to finish.

Collaborative - We win when we work as a team.SMA's best people approach their work with a spirit of helpfulness and inclusion. We seek out opportunities to team with each other, leverage each other's expertise, and lend a hand whenever we can.

Tenacious - We are scrappy, determined, resourceful, and relentless in our approach to serve our clients and partners. We are willing to fight for what is right and are proactive in seeking solutions. We are tenacious and will not quit.

Work Environment and Physical Requirements

Work primarily in a climate-controlled environment with minimal safety/health hazard potential. High level of stress. Sedentary, sitting, walking, infrequent lifting (overhead, waist level) from floor, bending, frequent near vision use for reading and computer use.

Physical Activity Frequency

Sitting 80%

Walking 20%

Crouching/Bending/Stooping 1%

Reaching 1%

Grasping 1%

Pushing/Pulling 1%

Near Vision 80%

Far Vision 20%

Hearing 100%

Speaking 85%

Lifting/Carrying - up to 10 lbs 20%

Lifting/Carrying - up to 25 lbs 1%

Lifting/Carrying - up to 50 lbs 1%

Lifting/Carrying - up to 100 lbs 0%

AAP/EEO

Unisoft International, Inc. dba Software Management Associates provides Equal Employment Opportunities (EEO) to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability, genetics, or veteran status. This policy applies to all terms and conditions of employment including recruiting, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact 281-348-9606 or [email protected] for assistance.