Overview
Come join one of the fastest-growing business units at intuitWe are not your typical sales organizationNothing is more important to us than the success of our customers, which is why we are investing in the growth of this vital piece of our ecosystemWe are problem solvers, strategic thinkers, solution seekers, and consultative experts who use the latest tools and technology to solve our customers’ most important problemsThe solutions we present to each client are backed by collaborative cross-functional teamsWe serve customers by finding more ways to put more money in their pockets, eliminating work and drudgery so they can focus on their lives and what matters to them, and ensuring that every financial decision that they make, they make it with confidence.
That means we won’t simply sell products — we consult and listen deeply to understand our customers’ business needsAs part of intuit’s sales organization, every day presents an opportunity to evolve, grow your careers, and unlock your potentialWhen you win, win as a sales team.
The corporate sale team consists of highly capable and passionate sales people focused on delivering wins for the mid-market segment of the quickbooks digital ecosystem.
Position purpose
The mid-market retail industry including will lead intuit’s sales efforts in the retail industry with a focus on the mid-marketYou will serve as the cross functional industry expert leading the sales plays across inside sales, with direct responsibilities over outsourced inside sales resources and collaboration with partner and marketing channelsThis role is a mix of sales, strategy, program execution, planning and enablementYou should be comfortable with a fast-paced, high growth environment and be able to shape and share intuit’s mid-market point of view in both client-facing and internal settings.
As a mid-market retail industry sales manager, you will be responsible for driving towards a quota within your industry verticalYou will drive a direct relationship with the leader of an outsourced sales team focused on mid-market customers within the retail industry with a primary focus on mid-market, while also working directly with isv/var team to jointly drive partner engagement/offers (isv’s, vars (quickbooks solution providers (qsp)), where a partner is the best solution for a mid-market customerYou will be focused on identifying the potential opportunities to go deeper in the retail industryYou will be responsible for aggressive growth and meeting key growth objectives for your verticalYou will need to be well versed in leveraging both internal functions and outsourced industry sales teams (dedicated 3rd party outsourced sales resources) to unlock new revenue streams via your industries.
You will be building a new capability with the intuit sales organizationBased on your mid-market industry expertise you will be the owner of the retail vertical and all aspects of what is needed to unlock exponentially mid-market growth via quickbooks advanced and quickbooks es products, as well as our payroll, payments, qbcommerce and other financial solutionsYou will develop and implement comprehensive vertical needs i.eSales motion, var (qsp’s) needed, training needed, marketing needs, licensing or bundle pricing needs, isv/partner integrations recommended to drive incremental sales, forecasting and developing programs to meet vertical/quota targetsYou will work in conjunction with a broad team within intuit to contribute to the development of programs that enable deep retail industry penetration, build a scalable high volume vertical sales engine, leveraging direct sales via outsourced sales team and partners, work side by side with marketing on what is needed in terms of marketing content, programs, training and how most effectively to generate high sales revenue leadsYou will build a vertical based approach to templatize and implement a repeatable process to drive aggressive growth via multiple channels, work closely with our sales ops team to implement systems and tools to enable joint selling, ensure tight execution and alignment across internal/external teamsWork closely with our licensing innovation team to drive the right industry based service offerings to help to expand sales in your target industry.
The primary responsibilities are quota attainment, overall revenue growth, retail industry and vertical penetration, and high value arpc sales contract executionYou will engage with customers to gain a deep understanding of customer needs, partner needs/opportunities and your focused outsourced account team to gain the understanding of the mid-market industries with a keen understanding of the business owner’s needs and obstaclesYou’ll need to demonstrate quickbooks core capabilities and ultimately understand quickbooks products as well as competitor solutionsLeveraging intuit partners will be critical to managing your industry plan, along with being a direct resource to your outsource sales team in a focused effort to close high value customer dealsThis role plays a critical role in service to one of intuit’s 5 big bets…disrupting the small business mid-market.
The location may be flexible based on strong candidates with a proven track record of performing remotelyThe emerging verticals team will be located at various sites, with multiple focused industry sales managers that are primarily made up of experienced sales saas/cloud sales professionals.
What you`ll bring
7+ years of quota carrying saas technology / solution sales and account management
Strong understanding of mid-market customers in retail industry and/or additional mid-market industries experience with a proven track record of exceeding sales quotas
Track record of developing breakthrough strategies and building net new growth channels and inspiring excellent execution through teams
History working in unity with external agency, marketing and partner channels to accelerate customer acquisition, retention, and expansion
Demonstrate capability in managing a large pipeline of prospects and driving team accountability via salesforce
Ability to work with multiple partners, marketing and x-business unit’s executional excellence
Strong sales acumen, leadership, solution selling to drive upsell and cross sell per customer
Track record of driving rapid growth in retail segment specifically, and delivering on expected growth business outcomes
Hypothesis and data driven thinking – experience successfully leveraging data to drive decision making
Proven success in partnering, influencing, and collaborating internally and externally to establish shared passion and goals
Track record of boundary less leadership in b2b software growth businesses
Bachelor’s degree, mba a plus
How you will lead
The most critical outcomes for this role:
Revenue growth, retail industry penetration and territory expansion
Execute a scalable model that leverages direct sales while leveraging a deep partnership with an outsourced sales team to successfully sell quickbooks mid-market solutions (quickbooks enterprise hosted & quickbooks online advanced & attach products)
Deliver on commitments: achieve target quota and stretch goals as well as key kpis
Leader, teacher across the broader team, based on deep expertise in mid-market channels, vertical based approach & strong business acumen
Align expertise internally/externally to recommend, influence and drive winning solutions/programs to customers in retail industry
Consistently look for new innovative ways to drive faster revenue growth in more efficient ways
Emulate the intuit culture and jointly shape the team environment as you build our capabilities & sales excellence
Operationalize company strategy, culture, organization and talent within the internal and external team and territory
Communicate all aspects of your business to stakeholders including performance, progress, challenges and needs to unlock exponential sales growth
Articulate the intuit value propositions for the mid-market retail industry and have the understanding of intuit’s strategies and products relative to major competitors.
