Software Consultant- Sales

Company: Procare Solutions
Job type: Full-time

Software Consultant (SWC)
The Software Consultant is responsible for new business acquisition in their assigned territory. They must have a strong knowledge of what Procare products and solutions do, how they work, and how they benefit our customers, as well as an understanding of workflow norms in the industry for comparison. Software Consultants are responsible for having a working knowledge of the competitive landscape and should have a strong ability to compare and contrast competitors' product features with those from Procare.
Living the Values:
* Elevate One Another- Work together as a team. Celebrate each other's wins.
* Grow Together- Help your teammates with SF process or sales tactics. Share best practices in a supportive manner. Together we win!
* Be a Driver- Dont wait for the prospect and dont give up on a prospect! Monitor and drive your pipeline to needed volumes based on your conversion rates.
* Respect All Perspectives- This applies to customers, team members, and other Procare teams.
* Keep Our Promises- to our customers and to each other- we succeed as a team, and we need everyone to do their part
* Wear the Customer Hat - Always consider the customers point of view. Make sure their interactions with us are positive and they feel heard and understood.
Essential Job Functions:
* Familiarize yourself with state regulations and norms in assigned territory
* Complete the necessary amount of activities to facilitate the attainment of goals and quotas
* Manage the entire sales cycle from lead to cash, including:
* finding a prospect proactively
* responding to an inbound prospect in a timely manner
* discovering needs
* conveying product knowledge
* mapping product features to customer needs
* explaining benefit of features
* negotiating pricing including software fees and processing rates
* executing DocuSign contracts
* converting them to a customer
* capturing and passing along needed information for downstream functions like implementation and account management
* Provide a great customer experience that aligns with the core values of Procare
* Remain in frequent contact with the clients in your responsibility to understand their needs and ensure we do not lose contact
* Keep accurate data for the effective completion of a sale
On a Daily basis, the Software Consultant:
* Creates new leads and add to cadences with some level of personalization
* Reviews new leads received from Marketing, Sales Development Representatives Implementation, Support and leads referred directly to them
* Responds to leads within 1 business day with multiple channels of communication
* Reaches out to unresponsive leads to attempt connection multiple times within 7 days
* Performs discovery calls prior to demonstrations to ensure relevant demonstration of products services
* Verbally quotes price prior to sending in writing and get reaction and confirmation
* Sends quotes for leads exiting the demonstration and verbal quote stage
* Negotiates verbally with customers interested our offering but unsure of price
* Closely follows task list in Salesforce and follows up with customers in a timely manner
On a Weekly basis, the Software Consultant:
* Reviews orders created for outstanding issues and resolve with customer and pass along resolution to finance or implementation
* Reviews pipeline volume and plan volume needed and a lot time for missing volume
* Reviews opportunities with closed date in past and resolve or close
* Aggregates customer feedback, complaints, or concerns and share with manager
* Meets stated sales and activity requirements
* Reviews quantitative performance with manager
* Reviews and self-score 2 calls
* Requests same calls for review and scoring
* Plans for improvement in coming month
* Reviews plan with manager
* Reflects on effort needed to close month strong and deliver the best possible results
On a Monthly basis, the Software Consultant:
* Meets stated sales and activity requirements
* Reviews quantitative performance with manager
* Reviews and self-score 2 calls
* Requests same calls for review and scoring
* Plans for improvement in coming month
* Reviews plan with manager
* Reflects on effort needed to close month strong and deliver the best possible results
Requirements
Required Qualifications, Skills, and Experience:
* Robust written and verbal communication skills
* Excellent interpersonal skills
* Proficiency with Microsoft Office applications
* Professional phone etiquette
* Ability to explain technical information to a non-technical audience
* Demonstrated proficiency in typing and grammar
* Knowledge of relevant software, computer applications and equipment
* Exceptional knowledge of customer service principles and practices
* Effective listening skills
* Desire to join and contribute to a successful sales team
* Ability to successfully manage competing priorities
* Demonstrated ability to achieve sales goals
Physical Requirements:
* This position works most of the time in a fixed office location and may involve sitting and/or standing for prolonged periods
* Must be able to communicate verbally and via writing (generally e-mail) with prospects and other employees
* Must be able to operate computer and other office equipment
Location
We have offices in Medford, OR; Rochester Hills, MI; Denver, CO; and Santa Clara and Sacramento, CA.
This position will be based in our downtown Denver office. Most employees are working remotely right now, and when in the office, we do so in small groups, using all recommended safety precautions

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