Account Executive Principal

Job Description:

This position is responsible for generating revenue for Vertex through the sale of Vertex tax solutions to prospects and existing clients. Develop strategies and account plans to penetrate a defined territory and targeted accounts. This will include navigating through an organization to leverage Vertex solutions as an enterprise-wide, global value proposition. Understand customer business and service requirements in order to develop tailored Vertex solutions including development of long-term relationships with customers as well as development of account plans for new relationships. Target accounts include new and existing customers within an assigned territory.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Generate revenue for Vertex by selling Vertex transaction tax solutions in a defined territory.

• Includes targeting specific accounts, developing strategy, gaining a clear understanding of companies' tax and technical environments and selling Vertex solutions that best fit such requirements.

• Drive opportunities at the strategic and tactical level by selling the enterprise-wide value proposition associated with Vertex solutions to the highest levels within our customers’ organizations. Includes establishing relationships with key customer and partner contacts and selling into complex, multi-department enterprises; leveraging and developing strategy with Sales

• Management to manage and maximize accounts' value to Vertex.

• Understand customer’s business requirements, direction, and strategic vision of tax by building customer relationships at the highest levels, providing valuable input that influences their vision and tactics and developing plans to assist them in achieving their goals. Developing and responding to RFPs, developing joint proposals with Vertex Consulting and fostering relationships/partnerships between Vertex, customer(s) and/or partners.

• Gain support for customer initiatives by working with key customer contacts to help sell their ideas throughout their organization; assist in building business cases and work with stakeholders to sell ideas internally at Vertex; help influence partners' development of new interfaces that utilize Vertex products.

• Build customer awareness and understanding of Vertex’s business direction by managing accounts in a way that keeps key Vertex customers informed of Vertex's business direction. Staying informed of internal initiatives, related partner and industry developments and, as appropriate, communicating these to the customer and connecting the customer with key people at Vertex.

• Enhance job knowledge by staying abreast of customer-related news and developments, attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies; developing and/or maintaining proficiency in the latest productivity and technical tools. Apply broad knowledge of Vertex’s services, products, and marketing techniques to develop large opportunities and close sales.

• Support a dynamic team environment at Vertex by collaborating and/or participating with other functional areas and team initiatives, contributing time, effort and ideas toward enhancing Vertex solutions and the customer experience.

• Participate in other projects or duties.

SUPERVISORY RESPONSIBILITIES:

• N/A

KNOWLEDGE, SKILLS AND ABILITIES:

• Excellent interpersonal, organizational, time management, negotiating and decision-making skills.

• Superior closing and decision-making skills.

• Superior presentation, communication (verbal and written; including at the executive level) skills.

• Strategic thinking, relationship-building, problem-solving.

• Strong knowledge of the software and tax industries

• Understanding solutions, vision and direction of Vertex initiatives and presenting value associated with such.

• Ability to make recommendations to effectively resolve problems or issues by using judgment consistent with company standards, practices, policies, and procedures as well as federal and state regulations and laws. 

• Ability to organize and prioritize work and manage multiple responsibilities and tasks. 

• Proficiency working in MS Office: Outlook, Word and Excel

• Sense of urgency and a results-oriented attitude

EDUCATION AND TRAINING:

• Bachelor's degree in Marketing, Business, Fifteen (15) years plus of experience in outside sales of transaction tax software (sales tax/consumer use tax/VAT) required.

• Strong track record of relationship development and business development experience required.

• Strong working knowledge of Vertex or comparable transaction tax software preferred.

• Background selling software and/or consulting services to mid- or senior-level decision makers required.

• Or equivalent combination of education and/or experience

Other Qualifications
The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.

• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.

• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.

• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.

• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.