Careers

Inside Sales Representative

The Inside Sales Representative (ISR) is primarily responsible for inbound lead management and proactive outbound prospecting. This position will have a direct impact on our success by driving qualified prospects from lead status into the sales pipeline and nurturing through the early opportunity stages of the sales process.

This role will act as a vital layer between marketing and sales - handling all first contact with new prospective clients and building initial relationships. These new contacts are derived from marketing and sales focused activities, events, campaigns, direct mail, email etc. The goal will be to take a qualified lead from inbound and outbound marketing, ISR and Sales based campaigns and activities and qualify the lead through to Stage 1 of the pipeline.

The role:

• First point of contact for all inbound leads and outbound marketing and ISR generated enquiries
• Generate appointments by means of proactive outbound prospecting and lead activity management to qualify and market Yellowfin's solutions and programs
• Work directly with GMs, Regional Sales Managers, CSMs and Region Marketing
• Use of strong selling and influencing skills to set up qualified appointments
• Participate in customer meetings as required
• Attend sales meetings to discuss results, forecast and marketing and sales activities

Skills and Experience:

• Minimum of four years' experience within a sales team in a like-minded role
• A good understanding of the analytics industry or experience in a closely related field in software sales would be an advantage.
• Must be able to interact and communicate with individuals at all levels of the organisation – externally and internally.
• Strong in-person, phone, and written customer communication skills.
• Understanding of workflow systems and their application to customer business process improvement.
• Ability to make formal and informal presentations to staff and clients.
• Ability to prioritise work assignments and shift work efforts based on the needs of the department or evolving business goals.

Account Executive

The Account Executive will be responsible for the development and execution of a sales plan to generate Net New Revenue through the identification of new ISV and Partner opportunities for assigned territories &/or industry segments, and then meeting or exceeding sales quota through closing of these opportunities.
The Account Executive will develop, actively manage and progress these opportunities simultaneously through the sales pipeline to meet monthly, quarterly and annual Net New Revenue Targets.

Success will be driven by various factors including development of territory/industry sector with comprehensive solution knowledge, and a thorough understanding of the selection processes by which each prospect type, ISVs/OEMs or Partners, makes their decisions.

In addition to servicing inbound requests, the Account Executive will generate opportunities through business development activities in conjunction with marketing and also by establishing their own network. The Account Executive must demonstrate a track record of successfully closing multi-year software subscription agreements worth over $250k p.a.

Responsibilities:

• Use solution sales techniques to start conversations and build relationships with named accounts &/or territory &/or industry sector.
• Develop a deeper understanding of accounts through defined sales methodologies, industry research and discovery meetings.
• For opportunities develop an account strategy including a win plan and be able to communicate the strategy to management and senior internal stakeholders through use of sales management tools.
• Coordinate Sales Engineers and Consultants throughout the sales cycle.
• Collaborate and prepare sales plans with the Sales Engineers, who will lead the technical discussions with potential clients.
• Work closely with other internal departments including Marketing, Product, Partnerships, Support and the wider Sales team as required.
• Respond to requests from customers for information and deliver effective and interactive presentations.
• Provide management with accurate forecast of the activity of your pipeline and sales opportunities.
• Manage transition of closed opportunity to delivery and ensure the seamless transition to Customer Success Manager.
• Nurture and expand the company's relationship with customer accounts of all sizes.
• Manage and track customer and transactional information in a CRM system.
• Travel to customer locations in support of sales efforts.
• Ensure sales and other administrative tasks are completed in a timely manner.
• Ongoing commitment to continuous learning through the Yellowfin University and Continuous Education platform. Commit to additional training in line with individual development plan.
• Travel will be required for this role, ~25% range, when viable.

Core Skills & Experience:

• Minimum of 5 years’ experience in software sales, selling directly to ISVs and indirectly via Partners to Enterprises.
• A demonstrated track record in closing software deals, particularly involving solution development.
• Ability to manage simultaneous deals to ensure target coverage and attainment.
• Demonstratable ability to establish a customer network that can be utilized in the identification of new business.
• Experience with analytics, data, databases, predictive modeling, or business intelligence and bachelor’s degree with a technical or business focus preferred.
• Consistent overachievement of sales goals in a large geographic territory.
• A ‘hunter’ and ‘closer’ that understands the customer's needs to ensure that closed deals lead to long-term customer success.
• Highly driven individual with an execution focus and a strong sense of urgency combined and an ability to go beyond relationship management.
• Willing to get creative, possessing a strong work ethic; self-directed and resourceful.
• Excellent communicator able to interact and communicate with individuals at all levels of an organization.
• First and foremost a team player that understands, we are stronger as a team.