1) What is the sizzle around the Company? What does your Solution do for the client?

  • The Company is undergoing a restart.
  • We have investors who are truly interested in the US market in addition to where we started in Europe.
  • Our mainstay solutions have been around for many years, are stable, and continue to be updated and expanded.
  • We are releasing a new set of solutions in July 2024 that are in a related yet different space from our mainstay solutions, thus, opening up more opportunities.
  • We have plenty of funding and close to 100 happy customers. With the new solutions line, our current customers are the best places to start the sales cycles. With our entire portfolio, there are new customers to bring on board.
  • We have new relevant solutions and have been named a Leader in the 2024 Aspire Leader Board for Enterprise Communication Processing.

2) Why would a Top Tier salesperson want to come work at the Company? What was the deciding factor(s) in why your chose to come work at the Company?

  • A Tip Tier salesperson cares about opportunity and product innovation. The Company offers both.
  • 1) Opportunities are abundant because the current installed customer base has tremendous upsell potential.
  • 2) Solutions offered are innovative and stable so there is minimal to zero risk to the salesperson that the products won’t work.
  • 3) The Company is profitable and growing fast. I came to the company 7 years ago today because I was quite familiar with the CCM market place. Some of the developers that I held in very high regard were/ are with The Company so it was a very easy transition for me.

3) What specific problems in the marketplace does your software or service resolve?

  • The Company serves two closely related but distinct market segments: 1) Output Management 2) Customer Communication Management. Our solutions offer increased efficiency throughout the Enterprise Communication Process. Output Management is facilitated by our Production Suite to optimize hi volume production and minimize complexity and costs.
  • This is the area in the industry that The Company has led for over a decade. CCM is facilitated by our Communication Suite and helps customer leverage cloud computing environments to generate and distribute digital and/or physical communications that connect directly to our customers’ applications and business processes.
  • Both solution suites are agile, use open standards, and are API driven so that our customers are not saddled with monolithic proprietary architectures. These are huge differentiators in the marketplace today.

4) What skills are Required:, Preferred: and Helpful: ?

  • Closer, Direct Sales (not looking for partner or channel sales at the moment), seasoned self-starter, must understand the CCM / ECP process and marketplace.
  • Has talent for listening to customers and figuring out if we have a possible solution fit.
  • Our professional services engineers will then create appropriate demos or architecture discussions that Sales will lead. The point is that Sales is not expected to do demos or white board architectures – we have great talent for that and they will follow the lead of Sales.
  • Must be able to travel for face 2 face meetings with customers and prospects.
  • Helpful: Entrepreneurial mindset as The Company is open to all new ideas and methodologies – not that all will be used if not appropriate. We are open to new thinking.

5) What kinds of customers/verticals should the Candidate be selling to in order to get an interview?

  • Typical, mostly regulated verticals that require many documents: Financial Services, Insurance, Government, Utilities, Print Service Providers are the most prevalent.

6) What are the 3 core attributes/accomplishments that a candidate must have to get an interview and be successful on the job?

  • Successful track record of meeting/ exceeding goals
  • Knowledge of the CCM / ECP industry from a software perspective (as opposed to desktop printers for example)
  • Listening skills with the ability to translate needs into appropriate solutions

7) Why would a Top Tier salesperson want to work for you? Why would they see you as a Mentor?

  • The opportunity at the Company is enormous and the biggest problem is where to focus first.
  • I have presented a three pronged sales and marketing strategy to the CEO and it was approved overwhelmingly.
  • The strategy is realistic as is the quota and expectations. I have been in the CCM space for two decades and understand the customers and our solutions. That is coupled with my entrepreneurial spirit that is fed by product innovation, new ideas, and new approaches to both old and new sales situations.

8) How would you describe The Company's culture?

  • The Company has a family culture and people are applauded for their talent and what they can contribute to our goals of being the best vendor to our customers as possible.
  • We work together to solve issues and celebrate each other’s wins.
  • The team is invited to Germany at least 2X a year – One for our Winter Party and one for our Summer Party. Both are great opportunities to see colleagues face to face and further forge friendships.

9) What does your Marketing Department look like?

  • Marketing creates lead generating white papers, articles, email blasts, and social media campaigns around the sales and marketing strategy I design.

Annual Salary: MARKET based