Friday, September 20, 2013

Workforce Sciences Software Sales Representative - Kenexa / Survey

Kenexa is a leading SaaS (Software as a Service) provider of business solutions for human resources. The company helps global organizations multiply business success by identifying the best individuals for every job and fostering optimal work environments for every organization. This position will be selling to HR Professionals and executives. Kenexa has over 1500 ready to use assessments providing clients a tailored approach regardless of their needs. Kenexa products can ensure the right person for the job, increasing performance, engagement, and a lower turnover.

The Kenexa Workforce Sciences Sales Rep is responsible for selling solutions to new and/or current customers in an assigned geographic area to achieve/exceed assigned revenue objectives. Establish face-to-face contact and provide sales presentations to existing/prospective customers to determine solution needs. Provide follow-up with customers to ensure customer satisfaction with solutions. Maintain sales records and prepares sales reports as required. Provide feedback through wins/losses, forecasts/pipeline, references and company's account management system. Achieves sales metrics. Perform qualification, discovery and needs assessment, positioning.

Key Responsibilities:

Achieve/exceed bookings objectives in your assigned territory

Accurately forecast and communicate monthly, quarterly, and annual bookings

Develop comprehensive sales plans and strategies to achieve revenue targets

Develop a comprehensive understanding of the competitive landscape

Generate leads to include direct mail, seminars, networking with third party business partners, cold call from lead lists, regular follow-up from existing customer database, ability to extract lead lists independently (newspapers, literature, web sites); requires creativity

In-depth presentations of IBM-Kenexa solutions in person and on-line

Cultivate relationships with IBM-Kenexa third party partner

Maintain a thorough understanding of the client's industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry

Key Attributes:

Solid Business Acumen/Ability to position solution ROI

Ability to build consistent new revenue pipeline

Self Starter

Commitment to stay current with industry/sector trends

Ability to articulate, define and execute creative strategies to grow the Kenexa business and reach new markets

Ability to interface within a multi-brand sales organization

Executive level sales


  • At least 2 years experience in human capital management business development successfully selling to C-level business executives

  • Readiness to travel 25% travel annually

  • English: Fluent


  • Bachelor's Degree

  • At least 3 years experience in Human Capital Management

  • At least 3 years experience in managing complex sales processes with a mix of transactional and strategic opportunities

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

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