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 solution
Track 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 territory management
Ability to self-direct, prioritise work and exceed expectations at every opportunity
Assumes responsibility and ownership
More Info About the Role
Permanent full-time working a guaranteed minimum of 40 hours per week
Base salary range of $70,380 - $80,937
Commission calculated on a 70/30 split from your base salary
Located in Christchurch, New Zealand
2 x positions available
Our Culture & Benefits
Our values have stood the test of time. If you want to work and collaborate where opinions are valued, and your ideas can make a difference, come to a place where Your Work Matters.
We are proud to be a Circle Back Initiative Employer and we commit to responding to every applicant.
MYOB are an equal opportunity employer and we champion diversity. Don't meet every single requirement of this role? Still apply! Research tells us that that women and underrepresented groups are less likely to apply unless they meet every single requirement. At MYOB we believe that the right hire is someone who makes an addition to our culture, rather than someone who fits in and conforms to our status quo.
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