Regional Sales Executive, National Accounts

Overview:
Responsible for meeting and/or exceeding the Company's annual sales quota for assigned territory, selling Concur products and services directly to prospective customers. Reports to Regional Sales Director.

Concur (NASDAQ: CNQR) is the world's leading provider of business services that automate Employee Spend Management. Concur's solutions are trusted by thousands of companies worldwide and feature the flagship Concur Expense. This comprehensive Web-based service manages travel and entertainment expenses and includes Concur Imaging to eliminate the hassle of managing paper receipts and Concur Analysis for turning raw expense data into valuable business intelligence. Together, these solutions provide rapid ROI by streamlining business processes, reducing operating costs, improving internal controls and empowering financial managers to apply greater insight into their company's spending patterns. More information about Concur is available at www.concur.com

Concur ranks among the world's top 10 on-demand service providers by IDC - the premier global provider of market intelligence, advisory services, and events. Read more about this ranking in the press release on www.concur.com

Responsibilities:
* Achieve sales objectives primarily through sales to new customers and also through sales of additional services to existing customers
* Identify sales opportunities through direct prospecting, lead follow up, networking and partner relationships
* Manage sales process through qualification, needs analysis, product demonstration, negotiation and close
* Work closely with pre-sales team to develop effective sales strategies
* Develop and maintain a high level of knowledge about Concur's products and services
* Develops and maintains an effective business, sales and marketing plan for assigned territory
* Develop and maintain an understanding of the territory, marketplace, competitive offerings and other. business issues relevant to the position
* Use effective time and territory management to maximize results by consistently maintaining a reasonable number of new weekly face-to-face prospect meetings
* Develop and maintain relationships with third party vendors to increase direct selling opportunities
* Respond to RFPs/RFIs, coordinating and organizing input from multiple sources within Concur
* Properly forecasts monthly, quarterly and annual revenue numbers for assigned territory
* Document daily sales activities in sales force automation tool, prepare reports, manage pipeline and perform other tasks necessary to drive sales revenue and communicate activities to sales management
* Be an active team player both on the sales team and throughout Concur to help meet company objectives
* Provide feedback from field experience to sales management as well as internal cross-functional teams with regard to product, selling, competitive, etc. matters
* Interacts with sales, marketing and external customers
* Operates under moderate supervision
* Be aware of, and comply with, all corporate policies

Qualifications:
Education, Experience & Training required:
* BA/BS or equivalent experience
* 3+ years successful business-to-business software or web-based solution sales experience, preferably to Accounting departments
* Documented success achieving and exceeding assigned quotas
* Consultative sales training
* Ability to pass a background check

Job Specific Specialized Knowledge & Skills:
* Highly motivated and able to work independently
* Creative problem solver
* Excellent written and verbal communication skills with an emphasis on persuasion and presentation abilities
* Excellent telephone skills
* Sales experience with financial/accounting applications is a strong plus
* Strong business acumen
* Excellent PC and Internet skills, including experience using Microsoft Office, Outlook, sales force automation tools and web presentation applications (Webex, Placeware, etc.)
* This is a home office based position
* Job involves 25% to 35% travel

Critical Performance Competencies:
* Demonstrates different influence styles as appropriate to situation while maintaining positive relationships
* Builds and maintains trusting relationships with associates and customers
* Effectively transfers thoughts and expresses ideas using speech, and listening skills to influences others and gain support
* Adjust to new, different, or changing requirements
* Listens with objectivity and checks for understanding
* Persists despite obstacles and opposition or set backs
* Competitive, high achiever
* Holds self accountable for results
* Conveys a sense of urgency and drives issues to closure

Value Competencies
* Displays passion for & responsibility to the customer
* Hires, develops & rewards great people
* Displays leadership through innovation in everything you do
* Displays a passion for what you do and a drive to improve
* Displays a relentless commitment to win
* Displays personal & corporate integrity

EEO:
* Equal Opportunity Employer, M/F/D/V.

Physical and Cognitive or Mental Requirements:
Major job activities - physical requirements:
* Use of computer and keyboard for extended periods of time on most or all workdays
* Use of telephone - throughout the workday as needed to conduct business
* Working under time pressure
* Working rapidly for long periods
* Communicating and interacting with others

Major job activities - mental requirements:
* Multiple concurrent tasks
* Ability to perform under stress
* Reading and comprehension
* Writing
* Problem solving
* Confidentiality
* Customer contact

Working environment (where major activities are carried out):
* Indoors in an office or control room
* Travel required

Working hours:
* 40+ hours per week will typically be necessary to accomplish performance objectives and to provide satisfactory job presence and/or responsiveness
* Flexibility as to the specific working hours may be required or available
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