Open Positions (United States)

Sales

Corporate Sales Representative (CSR)
Location(s): Burlington, MA / San Carlos, CA / UK (Multi-Lingual)

The Corporate Sales Representative (CSR) will be responsible for identifying and qualifying sales opportunities for Emptoris' North American sales executives. The successful CSR is professional and poised, is a self-starter, has excellent telephone skills, is results-oriented with a “can do” attitude and experienced in contacting and conversing with C-Level executives. This individual must be able to work strategically with three or more Territory Sales teams to identity and penetrate Fortune 2000 target accounts to understand their business challenges and to map their challenges to Emptoris solutions.

Responsibilities:

• Manage a territory (s) resulting in qualified leads for the direct sales organization. Proactively develop potential sales leads through outbound cold calling and e-mails.  
• Understand target companies business problems through web research, i.e. 10K's, President's messaging, Annual reports and target messaging around data collected.
• Take leads generated through marketing activity and develop them into prospects by communicating Emptoris' value proposition tailored to their needs.
• Effectively utilize lead qualification criteria, as well as documenting and tracking activity with Emptoris' sales force automation tool.
• Maintain the sales database in SalesForce.com, including comprehensive data entry, setting alarms for follow-up, lead tracking, and turnovers.
• Execute lead generation programs to increase attendance at upcoming events, seminars, user groups and to create awareness for the company.
• Perform other related duties and assignments, which may include travel.

Education and Prior Work Experience:

• 4+ years of Business to Business telemarketing and territory management experience in a enterprise software solutions company (ERP, SCM, PLM, etc)
• Experience with a sales force automation application.
• Result oriented professional, who is capable of bringing prospects to the next step in the sales process.
• Demonstrated success in evaluating customer needs and consultative selling.
• A background in procurement or supply chain is desirable, but not required.
• This is a quota carrying position.  Demonstrated experience in meeting and exceeding quotas required.
• Bachelor's degree or equivalent experience.

Account Executive
Location(s): Atlanta, GA / Burlington, MA / Chicago, IL / Dallas, TX

The role has overall responsibility for the direction, management and leverage of the Emptoris' total relationship with key account(s) , including service delivery, customer satisfaction, account penetration and commercial management.

In addressing the customer's needs the Account Executive will draw on Emptoris' full product and service portfolio.

In addition the Account Executive will draw upon other resources within the Emptoris e.g. Pre-Sales Engineers, Marketing, Customer Service, Professional Services, Business Development, etc.

Key Responsibilities:

• Develop an in-depth understanding of the customer's business, structure, practices, challenges and requirements within the context of the customer's business sector.
• Develop and maintain a long-term strategic Account Development Plan (ADP) under which all activities will operate. The ADP will include the identification and championing of new or improved Emptoris offerings to match the customer's long-term business requirements.
• Direct all activities to maximize the share of the addressable market through the provision of Emptoris services and through the penetration of all parts of the customer's global organization.
• Present ADP(s) to relevant senior Emptoris management (i.e. Sales Director and above) and ensure their support.
• Liaise with other departments (e.g. Professional Services, Marketing, Customer Care…) and third party partners (e.g. Systems Integrators) to create a virtual account team.
• Champion the customer's needs and issues throughout Emptoris.
• Deliver on-going improvements in customer satisfaction.
• Provide direction to ensure efficient application of appropriate Emptoris resources to progress all issues impacting revenue, new business and customer satisfaction. Develop business cases, as necessary, to meet the ADP objectives.
• Lead, manage and motivate both direct and indirect members of the account team ensuring that they are aligned with the ADP objectives and are fully executing their responsibilities.
• Ensure effective implementation and on-going management of customer satisfaction and executive contact programs.
• Provide in-depth management reports to ensure effective communication to senior Emptoris management of the business relationship.

Key Result Areas / Success Criteria:

• Optimum account penetration in respect of addressable market.
• Optimum achievement of commercial returns.
• Achievement of order and revenue targets.
• On-going comprehensive strategic account management plan.
• Customer exceptions met or exceeded.
• On-going high-level customer senior executive / Emptoris' senior executive contact program.
• On-going customer agreement to act a reference account.
• Customer Satisfaction.

Solutions Engineer
Location(s): Atlanta, GA / Burlington, MA / San Carlos, CA

Job Summary

The Solutions Engineer (SE) is responsible for providing technical expertise throughout the entire sales cycle. The successful candidate will work closely with her or his assigned Account Executive and Corporate Sales Representative (Inside Sales) staff to support the team’s efforts and goals. This is a fast-paced and demanding environment and only a seasoned SE who has consistently exceeded her or his quotas will be considered for this role.

Qualifications

• Qualified candidates will have a BA or BS or equivalent work experience
• Prior experience working in an enterprise application software company and knowledge of database technologies.
• Individuals with prior work experience in sourcing, procurement, supply chain, ERP or business consulting is highly desirable.
• Minimum of 5 years relevant software and/or industry experience.
• Demonstrate ability to work as a team, yet work independently without direct supervision.
• Basic knowledge of system and application design.
• Exhibits good project planning and time management skills.
• Ability to deliver strong presentations.
• Exhibits strong written, verbal and interpersonal communications skills.

Core Responsibilities

• Develop and deliver high quality, customized presentations and demonstrations.
• Design, validate and present software solutions, including advanced product concepts, future direction and 3rd party complimentary products, where appropriate.
• Maintain in-depth knowledge of the appropriate market segments.
• Display advanced knowledge of the sales cycle by defining technical sales strategies for opportunities.
• Demonstrate a broad understanding of all products by articulating product features, benefits, business value, and competitive advantages.
• Demonstrate ability to seek ideas from diverse sources to resolve problems and confront issues.
• Demonstrate creativity in applying specific technologies to solve customer problems.
• Proactively address and quickly resolve problems encountered during the sales process, related to Solution Consultant issues.
• Ensure that customers feel that their issues and concerns are given the highest priority.
• Demonstrate the ability to work independently on problems.
• Demonstrate a clear understanding of the sales cycle.
• Handle customer presentations and preparation of RFI/RFP’s with minimal assistance.
• Demonstrate the ability to simplify complex ideas into easily understood concepts.
• Attend appropriate internal and external training as guided by management.
• Customer care tasks as directed.

Presales Engineer
Location(s): Atlanta, GA / Burlington, MA / San Carlos, CA

The role has overall responsibility to help qualify, understand the client’s business challenges, direction and ultimately present a cohesive demo of the application highlighting the business benefits of the solution. In addressing the customer’s needs the Pre Sales Engineer will draw on Emptoris’s full product and service portfolio. The Pre Sales Engineer will work with a global account management team, typically comprising of Account Executives and in some instances other Pre Sales Engineers based at various locations. This role will also have responsibility in working with. Marketing, Customer Service, Professional Services, Business Development, Alliances, etc.

Key Responsibilities

• Develop an in-depth understanding of the customer’s business, structure, practices, challenges and requirements within the context of the customer’s business sector.
• Work with the District Sales Manager to develop and maintain a long-term strategic Account Development Plan (ADP)
• Strong presentation skills and public speaking
• White paper and knowledge management authoring.
• Collaborate on client RFP responses
• Liaison with other departments (e.g. Professional Services, Marketing, Customer Care…) and third party partners (e.g. Systems Integrators) to create a virtual account team.
• Champion the customer’s needs and issues throughout Emptoris
• Provide direction to ensure effective utilization of appropriate Emptoris resources to progress all issues impacting revenue, new business and customer satisfaction. Develop business cases, as necessary, to meet the ADP objectives.
• Standard and custom demonstrations based on client’s business challenges.
• Subject matter expert on functional areas of the application relating to various verticals

Key Result Areas / Success Criteria

• Close business opportunities according to Sales Reps plan
• Master business and technology presentations
• Master functional areas of the application
• Ability to present solution to “C” executives and technology
• Build a strong rapport with prospects to act as a trusted advisor
• Command a clear understand of the value proposition along with an understanding of the competitive landscape.
• Strong public speaking and presentation skills
• Travel will be required for this position up to 50%

Experience requirements:

Demonstrate a clear understanding of the concepts of, and proven experience in “solution selling”; 3 to 5 years-successful Pre Sales experience in selling commercial enterprise software packages; clear and demonstrable understanding of business development within a client, where local decision making authority exits but within a complex global infrastructure; demonstrable experience of team building and motivation; industry sector experience of Telco, CPG, Manufacturing, Financial Services, track record of consistent revenue and target over achievement in a presales role; managed complex proposals, which involve third parties (e.g. systems integrators or complimentary software providers).

Skills required

Excellent planning, time management, organizational and writing skills; Experience in strategic sourcing; Application, Web Server and J2EE experience, Ability to think and work both on a strategic and tactical level; Excellent inter-personal and influencing skills, with the ability to build and leverage relationships at all levels across organizations and partners on a global basis; Excellent oral and written communication skills, Excellent high-level presentation skills with the ability to address and impress senior executive audiences.

Personal Qualities

Business oriented strategic thinker; Enthusiastic and committed with professional appearance; Demonstrable high level of energy/self starter; Comfortable dealing at all levels in a business environment, both internally and externally; Sense of humor; Demonstrably creative.

To apply for any of our open positions, please send your resume and cover letter in Word or Adobe Acrobat format to careers@emptoris.com.

Application Management | Development
Marketing | Product Management | Professional Services
Sales | Support