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The Sales Manager, Supplier Sales is responsible for development and leading a team of quota carrying sales representatives at various levels to meet defined company revenue goals. The Sales Manager interacts frequently with the company’s marketing, implementation, customer operations, and senior management teams to ensure sales campaigns are executed effectively and customer satisfaction is maintained.
Does this sound like you?
- Are you a strategic thinker with proven strong leadership qualities?
- Do you lead through innovation in all areas of responsibility and a have a relentless commitment to win?
- Do you have a passion for the customer and being a good steward of the overall business?
- Do you demonstrative behaviors around integrity, curiosity, engagement, self-driven initiative, collaboration, relationship building, customer engagement/support, and leadership expectations?
- Are you a clear, concise, and confident communicator?
- Are you comfortable leveraging analytics and trends?
Why SPS?
We have tallied up more than 73 consecutive quarters of growth - we have a product that has market demand, and as the leading solution provider we've demonstrated that we know how to win. We push ourselves to continuously innovate and increase our value to our clients and to the market. While it's no secret that the Retail industry is evolving, SPS is on the leading front of that disruption - this is a rare opportunity to join an organization that has the history and future potential to continue to grow and shape our industry.
The Day-to-Day
- Work closely with Supplier Sales Director to drive and deliver expectations of the business
- Recruit, hire, and develop sales representatives; mentor, motivate, and coach to ensure success and team continuity; manage for performance
- Partner with Sales Training and leverage training resources to ensure proper training for all employees of the team regarding SPS Commerce products, services, and sales techniques
- Develop/improve core selling processes
- Identify key selling trends and communicate to senior management
- Manage pipelines of sales representatives through individual and team pipeline reviews
- Aggregate pipeline for Sales and Marketing Management for forecasting purposes
- Resolve tactical issues with SPS Finance and Operations as they arise
- Collaboratively work within team and cross-functionally
- Ensure team documents key findings, progress, insights, and pipeline velocity in Salesforce.com
- Cultivate a culture that grows together and aligns with SPS Values
- USA travel up to 25% of the time at customer and prospect locations
Required Skills:
- Bachelor’s degree or combination of equivalent education and relevant experience
- 5+ years sales experience preferred; quota-carrying sales experience a plus
- 2+ years of formal management experience strongly preferred; 2+ years minimum informal leadership experience required
- Proven success developing individual contributors and demonstrated experience working through others to complete work and resolve issues
- Retail supply chain experience and/or EDI background highly desired
- Strong track record of successfully developing others and coaching for performance
- Trained in Solution Selling or equivalent is preferred
- Proven competence with Microsoft Office (e.g., Word, Excel, PowerPoint, Outlook) and a CRM, preferably Salesforce.com
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The Strategic Account Executive is a confident and consultative visionary – engaging retailers, grocers and distributors with revenues north of $200M that are looking to advance supply chain operational practices to effectively serve today’s demanding customer. Responsible for securing new business through targeted prospecting and demand creation efforts, developing and managing key executive-level relationships, and driving opportunities to closure. You will need to be a hunter and a relationship builder to meet the demands of this long and complex sales cycle.
Does this sound like you?
You are relentless in your pursuit to deeply understand the complexity of the retail supply chain. You have experience selling complex software or services solutions across the enterprise within larger organizations. You have a track record of success breaking open new business without the luxury of a well-known company name or category offering to get you in the door. You have experience selling solutions into retail, grocery or distributors at the C-Suite across the enterprise. (e.g., Merchandising, E-Commerce, Supply Chain, Operations, Logistics, Finance) You take pride in creating and engaging in a positive culture and make those around you better. Your track record of continuous achievement speaks for itself.
Why SPS?
You’ll work alongside talented and enthusiastic professionals who embrace the world of technology. Become a part of the largest retail driven and Omni channel focused community that has gained the trust of 70,000 customers globally. We are continuing to grow as the leader in the supply chain industry, along with helping our employees with career progression.
Day to Day
- You’ll develop and execute sales strategies in a highly complex and challenging retail environment
- You’ll own relationships from initial contact through close of sale and beyond, pulling in resources as needed, to significantly grow the business within your territory to meet targeted sales goals
- You will develop and execute a sophisticated territory management plan
- You’ll collaborate with internal teams to maximize the opportunity (Retail Sales Director, Retail Development Manager, Strategic Alliance, Customer Success, Supply Chain Strategy, etc)
- You’ll document findings, progress, insights and pipeline velocity in Salesforce.com for transparency across the business
- You’ll lead contract development and negotiation of terms
What experience and skills do I need?
- Bachelor’s degree or equivalent education and experience
- Successful track record in sales (8+ years of experience) generated by one’s own hunting/ prospecting and selling complex service, technology or software solutions into new accounts aligning with the C-suite level
- Demonstrated success selling a new-to-market concept, acting as an evangelist for that solution
- Proven experience in new territory development with “roll-up-your-sleeves” mentality and a well-disciplined sales process with a tendency to look for and seize profitable business opportunities; willingness to take calculated risks to achieve business goal.
- Demonstrated success at initiating, developing, and maintaining key executive-level relationships within retailers, distributors or grocery is preferred
- Prior enterprise software or service related sales experience required; Retail and SaaS preferred
- Ability to travel domestically up to 25% of the time to customer and prospect locations
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SPS Commerce is a leader in our space and we are seeking a Sales Director that will oversee a team of 7-8 experienced senior sales professionals. This leader will focus on some of our most complex and highest impact sales and truly has the ability to have a significant effect on the continued upward trajectory of our organization. We’re looking for someone who is the embodiment of our corporate values and can lead a successful sales team to elevated levels of achievement.
Does this sound like you?
- You’re a leader who can build upon and replicate success in new and innovative ways.
- You have a consistent track record of leading from the front – whether its cultivating and supporting a thriving team culture or driving strategy execution. You lead by positive motivation and can inspire others.
- You’re no stranger to solution sales within service-oriented prospects (retailers, grocers & distributors). You’re an effective evangelist – you can’t resist sharing a vision around value proposition.
Why SPS?
- Quite simply: we know how to win. We have 73 consecutive quarters of growth and are an industry recognized leader in our space.
- It’s an opportunity to join an impactful industry disruption. Retail is evolving faster than ever before, and as retail trading partner experts, we believe that leading is an obligation – that’s why Leading the Way is one of our core values.
- At SPS we know it’s our incredible employees that drive success. We’re known and respected for our talent development and investment.
The Day to Day (Key Responsibilities)
- Mentor and motivate a team of 7-8 direct reports, most of whom are seasoned senior sales professionals; nurture and drive a culture that aligns with SPS’ Vision and Values.
- Partner with your team to craft deal strategies that will enable your team to close complex sales cycles generating significant indirect revenue for the business via supplier enablement programs
- Drive collaboration between the internal groups to maximize enablement programs
- Collaborate with Strategic Alliance to leverage GSI partnerships within top pursuits.
Required Skills/ Experience
- A bachelor’s degree or equivalent relevant experience
- At least 10 years of professional sales experience w/ at least 6 years in a formal sales leadership capacity.
- Experience selling technology, systems or services into the service-oriented industry (i.e. retail, grocers, distribution, etc)
- Experience selling complex solutions at an enterprise level (working with a variety of buyer audiences within an organization)
- Able to travel at least 30%
- Demonstrated a consistently success track record as an individual contributor AND as a sales leader.
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SPS Commerce is hiring for a Logistics Account Executive (LAE) - a sales role in the high-growth business development department at SPS Commerce. The Logistics Account Executive sells our solutions to the North American supply chain logistics marketplace, with a primary focus on 3PLs (Third Party Logistics), Carriers, Transportation Companies, and other logistics service providers. This is a fast-growing business at SPS Commerce and a key to our continuous growth. This position requires forward-thinking, innovative sales professionals who are skilled at discovery and solution selling.
Does this sound like you?
- You have experience working within a logistics or 3PL environment
- You understand selling SaaS and can convey the significance to your customer
- You have an unquenchable curiosity and you often find yourself actively looking to learn MORE
- You consider yourself a hunter - someone who can dive in and do full life-cycle sales - from prospect to close
- You have a never-ending reserve of drive and initiative that comes from within - you like winning!
- You're technically savvy and have a rapid learning agility
Why SPS?
We're a leading Cloud based SaaS company that is a positive player in the disruption of the retail industry. Our goal is to perfect the trading partner relationship with powerful tools that allow retailers to focus to meet the ever changing demands of the consumer. We're a publicly traded company and have a track record that includes 73 consecutive quarters of growth!
The Day-to-Day
- Managing a defined sales territory, which consists of identifying, developing and closing new business opportunities.
- Effectively execute your pipeline, using Salesforce.com to document and track account activity.
- Drive a value-based sales process from identifying the relevant contact and decision maker within an account, understanding their needs, proposing a solution, and closing the deal such that you meet/exceed quota.
- Collaborating with an account team to understand existing SPS relationships to get warm introductions to the appropriate contacts.
- Working to maintain customer satisfaction- responding to customers in a timely matter and making sure the customer has proper training scheduled with support teams.
What skills and experience do I need?
- Bachelor’s degree preferred
- 2+ years of sales experience preferred, minimum of 1 year in a commission-based hunter sales role. Strong preference to have experience working with a 3PL company and/or selling SaaS
- Leadership skills reflective of an entrepreneurial and innovative thought process
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This role will be based in our Minneapolis, MN corporate office.
Are you in search of a Partnership Management role in a fast-growing and constantly evolving environment? Do you have a passion for managing key relationships? We're looking for a Strategic Channel Sales Manager who develops lasting business relationships with software & SaaS application companies specializing in ERP, Warehouse Management, and/or Transportation Management with focus in the Retail industry. This includes cultivating partnerships directly with software application companies and their independent business partner communities serving as the primary representative of SPS Commerce to these communities.
Channel Sales is a fast-growing business at SPS Commerce, and requires forward-thinking, innovative sales professionals who are skilled at discovery, solution selling, and managing complex sales cycles.
Does this sound like you?
- You're fluent in the development of comprehensive partner go-to-market strategies
- You're an innovator with excellent communication, interpersonal, and customer engagement skills
- You're a master at translating technical and business information to a variety of audiences
- Partner Management is your true calling
The Day-to-Day
- Working closely with the Sales leadership to create a thorough annual business plan that details the specific markets, activities, and milestones required to meet sales revenue and lead generation objectives
- Leveraging your business plan to educate other SPS Commerce departments on the goals of your business
- Solution Selling to senior management and business executives based on collective value propositions for both companies
- Partner closely with other SPS sales organizations when independent VARs and or System Integrators are involved, ultimately bringing these partners formally into the SPS ecosystem
- Contributing to the continued evolution and advancement of the SPS Channel Sales business model through innovation that reflects your real-world experiences in the field
What experience and skills do I need?
- Bachelor’s degree or combination of equivalent education and experience
- 5+ years of sales experience in a commission-based hunter sales role in a business-to-business environment
- Consistent track record of achieving or exceeding quota obligations
- Familiarity with business applications in the ERP and Supply Chain space (Retail experience preferred)
- Leadership skills reflective of an entrepreneurial and innovative thought process with the ability to develop a comprehensive go-to-market strategy with partners
- The ability to travel a minimum of 25%
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PLEASE NOTE: WE ARE NOT ANTICIPATING ANY OPENINGS UNTIL THE NEXT 30-60 DAYS!
Are you goal and results driven? Are you willing to help drive and lead new potential sales and opportunities? Are you empowered by trying new things to gain insight and ideas? We are looking for a Community Account Executive who will help gauge the health of vendor adoption programs and provide real-time updates in our CRM.
Why join SPS?
We have tallied up more than 73 consecutive quarters of growth - we have a product that has market demand, and as the leading solution provider we've demonstrated that we know how to win. We push ourselves to continuously innovate and increase our value to our clients and to the market. While it's no secret that the Retail industry is evolving, SPS is on the leading front of that disruption - this is a rare opportunity to join an organization that has the history and future potential to continue to grow and shape our industry.
Does this sound like you?
- You’re always working to maintain customer satisfaction.
- You have extremely strong organizational and time management skills
- You have a knack for working collaboratively with others to get the job done
The Day-to-Day
This position is for an "early in career" sales professional - whether you're transitioning to a new career or if you're just starting your first professional endeavor. This role will give you great training and exposure to sales in a cloud saas company.
- Investigate a propective clients current environment through being inquisitive and asking exploratory questions via phone
- Drive adoption of our solution with trading partners and upsell by promoting a suite of services via our community programs
- Uphold the integrity of our Retail community programs as a consultant to the Supplier community by communicating timelines and requirements (via phone and email), tailored to our retail partners
- Collaborate cross-functionally with account teams to maximize upsell to Suppliers (small – enterprise level businesses)
- Work through any objections prospective clients may have, and effectively communicate their message to the Retailer
- Maintain customer satisfaction throughout the process: this includes responding in a timely manner and working effectively with your SPS account team
What Experience and skills do I need?
- Bachelor’s degree OR a combination of some post-secondary education PLUS 2 years of work experience
- 1+ years of experience selling (outside sales, inside sales, retail sales, telemarketing) preferred
- Excellent communication and customer service skills with demonstrated ability to work effectively in a team environment
- Process focused with a close attention to detail
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PLEASE NOTE: WE ARE NOT ANTICIPATING ANY OPENINGS UNTIL THE NEXT 30-60 DAYS!
Are you an early-in-career or entry-level sales professional looking to begin your career with a leading Minneapolis technology company? Let’s have a conversation about how we train and grow our talent into successful, quota carrying representative within SPS Commerce.
In this hands-on role, you will learn from the ground up how to successfully prospect, apply the sales skills you learn, and ultimately grow your earnings potential as you transition into a territory of your own. The duration of this role is dependent on your ability to uncover opportunities for business development across your managers region, meeting call quotas, and general understanding of our company and growing industry.
Why Join SPS?
Do you want to work alongside talented and enthusiastic individuals who embrace the world of technology? Would you like to be a part of an extremely energetic and determined sales organization? When you work at SPS you’ll be a part of the largest retail driven and Omnichannel focused community that has gained the trust of 70,000 customers globally.
Does this sound like you?
- Inquisitive:Demonstrated curiosity and a desire to obtain a deeper understanding of one’s customer and their business.
- Entrepreneurial Orientation: A tendency to seek out and seize profitable business. The ability to capture trends and escalate as appropriate.
- Personal Characteristics: Integrity, flexibility, self-motivation and drive, creative, responsible, reliable, confident, and resilient. Has faith in one’s own ideas and ability to be successful.
- Results Orientation: Focuses on the desired end result and manages activities accordingly with goals in mind.
- Customer Orientation: Demonstrated concern for satisfying one’s customer through listening and fully understanding what solutions can enhance the customer’s experience.
The Day-to-Day
- Proactively call into prospective customers to learn about, understand, and ultimately uncover sales opportunities
- Partner with Account Executives to learn and understand the full sales cycle process while assisting them in territory management
- Provide superior customer service by offering accurate product information and timely follow-up in a friendly, professional manner
- Utilize a consultative sales approach by asking appropriate questions seeking to understand the prospective customers’ business
- Utilize Salesforce to accurately track progress and share updates
- Perform other duties and projects, as assigned
What experience and skills do I need?
- Bachelor’s degree OR a combination of some post-secondary education PLUS 3 years of work experience
- 1+ years of experience in Sales (outside sales, inside sales, retail sales, telemarketing) preferred
- Proven aptitude for sales (bias toward action, engaging, resilient, listener, curious, grit, gumption)
- Proven results and strong desire to meet and exceed goals
- Excellent customer service skills and demonstrated ability to work effectively in a team environment
- Dynamic interpersonal skills and oral/written communication skills
- Strong organizational and prioritization skills to meet customer and business needs
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SPS Commerce is hiring an Account Executive on our Mid-Market team.
As an Account Executive on the Mid-Market team, you will continuously seek out net new business. From prospecting, territory management, periodically going on-site, pulling in resources from the sales engineering team, working to hand off to our implementation team – this is a fast-paced role. Once a new client is on-board, this account will remain as part of your territory for possible upsell or cross sell. SMB clients are constantly expanding and changing, so their needs change as well. In this role, you will grow business with a constant mix of new and expanding clients with a strong emphasis on net new customer acquisition.
Does this sound like you?
- You have an unquenchable curiosity and you often find yourself actively looking to learn MORE.
- You consider yourself a hunter - someone who can dive in and do full life-cycle sales - from prospect to close.
- You have a never-ending reserve of drive and initiative that comes from within - you like winning!
- You're technically savvy and have a rapid learning agility.
Why SPS?
We're a leading Cloud based SaaS company that is a positive player in the disruption of the retail industry. Our goal is to perfect the trading partner relationship with powerful tools that allow retailers to focus to meet the ever changing demands of the consumer. We're a publicly traded company and have a track record that includes 69+ consecutive quarters of growth.
The Day-to-Day
- Managing a defined sales territory, which consists of identifying, developing and closing new business opportunities.
- Effectively execute your pipeline, using Salesforce.com to document and track account activity.
- Drive a value-based sales process from identifying the relevant contact and decision maker within an account, understanding their needs, proposing a solution, and closing the deal such that you meet/exceed quota.
- Collaborating with an account team to understand existing SPS relationships to get warm introductions to the appropriate contacts.
- Working to maintain customer satisfaction- responding to customers in a timely matter and making sure the customer has proper training scheduled with support teams.
What skills and experience do I need?
- Bachelor’s degree + 2 years of work experience OR some post-secondary education + 5 years of work experience.
- 2+ years of sales experience,minimum of 1 year in a commission-based hunter sales role.
- Excellent communication, interpersonal and customer engagement/support skills.
- Ability to translate and clearly communicate (both oral and written) business issues and technical information to individuals with varied levels of expertise.
- Leadership skills reflective of an entrepreneurial and innovative thought process.
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Are you a resilient and entrepreneurial self-starter? We are looking for a Strategic Account Executive on our Mid-Market Supplier Sales team. First and foremost, you’ll be a hunter of net new business among SMB supplier accounts (<$150 million in annual revenue). In addition, the SAE will work to upsell and cross sell accounts in their assigned territory.
Why join SPS?
SPS Commerce is a provider of cloud-based supply chain management solutions, providing network-integrations and comprehensive retail performance analytics to thousands of customers. You’ll work alongside talented and enthusiastic professionals who embrace the world of technology. Become a part of the largest retail driven and Omni channel focused community that has gained the trust of 70,000 customers globally. We are continuing to grow as the supply chain expert in the industry, along with helping our employees with career progression.
As a Strategic Account Executive on our Mid- Market team you’ll:
- Identify potential opportunities through outbound prospecting including use of Sales Navigator
- Creatively prospect for new clients through email campaigns, networking, cold calling, and other strategies you determine can reach client most effectively so you can offer SPS Commerce solutions to help the customer improve their business.
- Engage in all qualified leads/opportunities assigned from Channel, Logistics, Analytics, Marketing, Community, and Lead Generation teams within set SLA’s
- Cross sell and upsell existing subscribers
- Collaborate with Sales Engineers, Account Team and other areas in the business to maximize and retain ARR
- Nurture prospects and current customers as part of an account team to best position SPS for incremental recurring revenue
- Pipeline: Maintain a rolling 90-day pipeline to meet or exceed ARR quota
What experience and skills are needed for this role?
- Bachelor’s Degree or equivalent education and relevant experience.
- 3+ years of relevant, quota-carrying sales experience with five+ years overall experience.
- Candidates who have demonstrated multi-year tenure in a single organization with 3+ years of repeated success exceeding quota is preferred.
- Demonstrated experience managing sales cycles from prospecting to close, building a pipeline, patiently overcoming objections, using tools and resources to demonstrate ROI, effectively forecasting, and persisting through short and long sales cycles.
- Proven experience generating leads from your own prospecting efforts, leveraging your contacts and existing accounts and partners.
- Strong customer orientation with a demonstrated ability to identify customer challenges and articulate a value-added solution to meet their needs.
- Excellent communication and cross-functional teamwork skills (product management, support, sales and senior management).
- Strong verbal, written & presentation communication skills, with ability to translate technical & customer information into products requirements for different level audiences.
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The Strategic Enterprise Account Executive is first and foremost a hunter of net new business among large supplier accounts ($250 million + in annual revenue). In this role, you are a trailblazer to potential clients, and you'll leverage your corporate savvy to demonstrate the ROI they’ll gain with an SPS Commerce solution.
Does this sound like you?
- You're a sales hunter - you have a proven track record of delivering results through your own prospecting and skill in developing a sales strategy within your defined territory
- You’re resilient and tenacious – you tackle everything with energy and have a drive for results
- You’re intellectually curious –you value learning, you’re comfortable with ambiguity, and you’re willing to experiment
- You’re a business savvy strategic thinker – you capitalize on opportunities, manage risks, and you formulate plans with an eye toward the long-term business and competitive interests of the organization
- You’re an influencer – you understand your internal and external audiences, and you can persuade them to adopt a new perspective or course of action
The Day-to-Day
- Creatively prospecting for new clients through email campaigns, networking, cold calling, and other strategies to connect with prospects and clients
- Building relationships and generating future business using a consultative approach, that provides customers with a clear ROI understanding of SPS Commerce products over what may be extended sales cycles
- Managing relationships with existing clients and enhancing adoption of SPS solutions through upselling of service offerings.
- Collaborating with internal team members and partners to create and present effective solutions to our customers
What experience and skills do I need?
- Degree or equivalent education and experience
- Relevant, quota-carrying sales experience of at least two years
- Strong track record in selling achievements; conceptual and strategic sales experience with high motivation and results orientation
- Demonstrated experience managing long sales cycles from prospecting to close, while patiently overcoming objections and communicating effectively throughout both internally and externally.
- Proven skill in replacing legacy software managed service environments with Enterprise Cloud offerings
- Skill in thinking and planning strategically and prioritizing effectively
- Experience working with MS Office, including Microsoft Word, Excel and Outlook; Salesforce.com experience is preferred