Sales Executive – Digital ECM

Position Summary

GRM is seeking a Sales Executive – Digital ECM for our Miami, FL; Houston, TX; Washington, DC; and Los Angeles, CA locations. The position requires a strategic thinker with a focus on driving sales of our cloud-based content services software application, VisualVault. The selected candidates will have a track record of success in sales of major software initiatives, a strong knowledge of customer solutions life cycles, sales processes, the competitive landscape, and the development and execution of go-to-market sales plans.

Location

Miami, FL; Houston, TX; Washington, DC; Los Angeles, CA (Hybrid)

Personal Attributes (personality traits, work habits, commitment)

• Extensive experience selling software in an enterprise or large account sales environment
• Very sharp mind, with the ability to focus on a task
• Money motivation that can be translated into revenue production
• Driven to succeed and excel
• High energy “fire in the belly” approach and mentality
• A passion and enthusiasm for the business
• Excels in an entrepreneurial atmosphere with constant change
• Self-motivated and self-directed
• Exceptional work ethic
• Both strategic and tactical – a thinker and a doer
• Recognized as a thought leader
• Technical awareness – can confidently converse with IT personnel
• Strong relationship building skills
• Ability to build and lead cross-functional teams (Sales, Operations, Account Management, etc.) to achieve results
• High ratings on key sales qualities (competitiveness, persistence, sales drive)
• Excellent written and oral communication skills – public speaking experience a plus

Business Experience (education, training, knowledge)

• Minimum of 5 years of consultative sales experience in an enterprise or large account sales environment
• A strong hunter mentality – the ability to prospect and sell into new account opportunities, then upsell within the account
• Previous experience selling ECM / Content Services software solutions, cloud-based/hosted systems, BPM, document imaging, or similar applications
• Previous experience selling services – experience with outsourced services and the cloud-based model a plus
• Extensive background selling to C-level executives (CEO, CFO, CTO, CIO)
• Ability to effectively articulate the GRM value proposition to multiple levels
• Strong experience building and presenting ROI models
• Proven record of exceeding quota in previous positions
• Demonstrated ability to win competitive major account sales
• Formal sales training (Solution Selling, Miller Heiman, SPIN, etc.)
• Solid business acumen – strong understanding of how businesses operate across functional areas
• Ability to grasp and map processes and corresponding document and information flows between departments
• Participation in professional organizations (HIMSS, AHIMA, AIIM, SHRM, industry associations)
• 4-year degree

Responsibilities

• Attain targeted software sales for territory or assigned accounts by developing new prospects and interacting with established customers
• Lead generation and prospecting activities to maintain required pipeline of prospect accounts
• Qualify, research, track and develop leads into viable business opportunities
• Effectively articulate the GRM value proposition to multiple organizational levels
• Develop strong business cases, proposals and presentations for sales opportunities
• Negotiate the terms of agreements and close sales
• Participate in trade shows, conferences and industry events to build industry and customer awareness of GRM services and solutions
• Maintain a strong knowledge of the industry, trends, technology, competitive offerings, and customer requirements, and provide informed feedback to the company
• Participation in professional organizations (sales, marketing, industry associations)

Benefits

GRM offers excellent compensation and benefits, including comprehensive health coverage for medical, dental, and vision care for family/dependents, as well as employee life, optional long-term disability, matching 401(k), paid vacation and holidays.

About GRM

Trusted for more than 35 years, GRM is a leading provider of information and content management systems. GRM’s robust, cloud-based enterprise content management platform, VisualVault, serves as the centerpiece of the digital solutions that GRM provides its clients. Serving a diverse base of industries such as healthcare, government, legal, finance and human resources, GRM delivers its clients services such as digital conversion, advanced data capture solutions, workflow automation, legacy data archiving, compliance and governance, business process management and advanced analytics capabilities, as well as a full suite of physical records management services.

GRM maintains offices in 15 major metros across the U.S., including Atlanta, Austin, Baltimore, Boston, Chicago, Dallas, Houston, Indianapolis, Los Angeles, Miami, New Jersey/New York, Philadelphia, San Antonio, San Francisco and Washington, D.C. GRM has international facilities in Lima, Peru; Rio de Janeiro, Brazil; and Bogota, Columbia.