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Sales Representative - Application and Solution Partners

Intersystems

Intersystems

Sales & Business Development
Cambridge, MA, USA
Posted on Friday, March 1, 2024

Position Overview:

We are seeking an experienced, results driven SaaS / Software OEM Sales Executive to join our dynamic sales team . As a Senior Sales Executive, you will be responsible for selling InterSystems products and services to new and existing tech enabled services, SaaS, and Software companies. You will help our partners understand how building on InterSystems will simplify their development efforts, reduce their on-going support costs, and accelerate their time-to-market.

The OEM Sales Executive develops new business opportunities by leveraging traditional and contemporary prospecting methods and wins new business by successfully applying solution-based selling best practices and leveraging our internal support teams.

Responsibilities:

Sales: Achieve sales goals through market penetration and by partnering with internal teams (Product Management, Sales Engineering) to grow existing OEM accounts and secure new business. Actively pursue OEM prospects and leads in the development of new business opportunities. Responsible for customer vision setting, supporting customer offering design, major pricing negotiations, and effective execution of the sales process.

Develop opportunities to promote the organization to new customers to meet strategic growth objectives. Maintain updated forecasts and internal CRM reporting. Must be able to interface with various customer departments on a business and technical level, including Product Management, Technical Architecture, Development, and top management. Must be skilled at working closely with customers in their developing future products (SaaS, Tech Enabled Services or Software) to guide specification, selection, and development process.

Product Knowledge: Understand platform and microservices approaches to building SaaS and Software applications. Ability to use experience to influence customers design choices which favor current and emerging product portfolio.

Sales Calls-Execution: Meets (in-person and virtually) existing and potential customers to understand their development roadmap and strategies, align these to the value which InterSystems creates, and drives the sales process. This includes presents product, quotations, and proposals during various stages of the sales process and orchestration of the team involved.

Pricing: Consults with Manager on setting prices and discounts to align with partners product design while balancing the value of technologies which are included. Investigates and keeps management informed of market situations.

Written Communication: Ensures CRM (Pega) is maintained as necessary to track the status of inquiries, proposals, customer correspondence, and customer contacts.

Proposal Development: Prepares formal written quotes for presentation to customers. Coordinates with internal departments to communicate customer requirements during the development of inquiry responses and formal written proposals.

Sales Goals: Develops business plans to achieve sales goals. Provides territory feedback to Manager regarding current and potential customer needs, competitive offerings, pricing strategy, and initiatives to drive profitable growth in the assigned territory. Qualifies leads and conducts territory and business reviews.

Requirements:

  • Five (5) years of SaaS, Cloud, or Software OEM sales experience
  • Eight (8) years of Enterprise Sales Experience selling to multiple cross functional stakeholders.
  • Previous experience of prospecting, securing, and managing large multi-national OEM accounts
  • Experience communicating and selling cross-functionally to: Product Management, Technical Architecture, Procurement, and Engineering.
  • Demonstrated success developing and closing OEM opportunities
  • Must be creative and able to resolve open issues and technical problems, while building strong working relationships with customers and company inside support personnel.
  • Previous solution sales experience in SaaS, Tech Enabled Services, or Software
  • Must demonstrate ability to manage team selling strategies and possess personal effectiveness in account management and new business development.
  • Experience in support the onboarding and training of new OEM partners to ensure a smooth transition and successful adoption of our software
  • Experience selling and domain knowledge in the Healthcare and Medical Devices
  • Ability to travel, as necessary, to support business objectives

Education & Training:

  • Bachelor’s Degree or relevant experience if preferred

About InterSystems

Established in 1978, InterSystems provides innovative data solutions for organizations with critical information needs in the healthcare, finance, and logistics sectors and beyond. Our cloud-first data platforms solve interoperability, speed, and scalability problems for organizations around the globe. InterSystems also develops and supports data management in hospitals through the world’s most proven electronic medical record, as well as unified care records for health systems and governments through a powerful suite of healthcare data integration solutions. The company is committed to excellence through its award-winning, 24×7 support for customers and partners in more than 80 countries. Privately held and headquartered in Cambridge, Massachusetts, InterSystems has 25 offices worldwide. For more information, please visit InterSystems.com.