Vertex Hiring Case Study
CASE STUDY–JOB OPENING FOR STRATEGIC ACCOUNT MANAGER, TECH SALES
Client: Vertex Inc
Vertex (VERX) is a pioneer in tax automation for more than 40 years. They proudly serve over 4,000 customers worldwide with distinction and provide comprehensive tax solutions that enable global Businesses to transact, comply and grow with confidence. Their software, content, and services address the increasing complexities of global commerce and compliance by reducing friction, enhancing
transparency, and enabling greater confidence in meeting indirect tax obligations. A Vertex software is ubiquitous within our customers’ business systems, touching nearly every line item of every transaction that an enterprise can conduct. Their software is fuelled by over 300 million data-driven effective tax rules and supports indirect tax compliance in more than 19,00 0 jurisdictions worldwide. They
partner with the world’s most respected companies and harness their strengths to deliver the best tax technology solution to businesses across the globe. They integrate with key technology partners that span ERP, CRM, procurement, billing, POS, and e-commerce platforms. They also work closely with over 50 tax, accounting, and consulting firms to provide integrated tax technology solutions.
Vertex was struggling to scale its team of customer success managers who had experience in the tax compliance vertical. The perfect candidate should also have experience in account management and experience selling to C-Suite. In addition, the strategic account manager should have a good understanding of ERP systems like SAP, Peoplesoft, Oracle, etc. The minimum experience needed is 10-15 years.
TALSMART was engaged to start finding a needle from the haystack. We took the challenge. Using our AI, data mining, and bulk emailing Technology, we were able to source 34 candidates in 5 days.
TALSMART IT Sales IQ Assessment is administered for each candidate. 23% of candidates who scored more than 70% were shortlisted for the interview. Only 4 with relevant experience in tax technology, ERP, and C suite sales experience were presented to the client so far for further interviews.
Below are the details:
Job Description: Strategic Account Manager, Tax Technology
We are searching for a Strategic Account Manager (Farmer, 9-15 years experience) to sell Tax Compliance Software to the senior leadership of Fortune 500 companies. If you are or if you know anyone who is capable and has the potential to earn more than $200 per year, please email your CV or apply here.
Our client is a SaaS company and established leader in tax automation and compliance software in business for over 40 years
and has their software integrated with all Large mid-size Midsize ERP software companies. Approx. 56% of fortune 500 companies are their customers.
Candidate MUST Have
- Extensive knowledge of tax engine software or other tax compliance software.
- Experience in selling to fortune 500 companies
- Ten (7) plus years of experience in a similar role.
- Functional experience in or knowledge of major ERP packages (SAP, Oracle, PeopleSoft) required.
20+ years ago, I began my career in sales and business development within financial services and large industrial enterprises. CFOs, heads of tax, CTOs, COOs, and CIOs are among the people I work with, and speak their language. As a former finance and accounting teacher, I am very comfortable with federal, state, and local tax laws and regulations. SAP, Oracle, Workday, their integrated finance suite, and operational architecture/integration are among my ERP systems expertise. My connections to the US and Europe enhance my ability to expand the business globally with large enterprises with a global presence. In addition, I speak English, German, and Spanish fluently, and French and Italian.
I have a deep background in technology, primarily focused on ERP. I have significant enterprise account management experience working with fortune 500 companies from my time at ClickSoftware (Field Management Optimization) and I also have extensive CXO training from my time with Gartner and graduated from the Gartner Academy which focused specifically on targeting CIOs of enterprise clients. My current role at Oracle is focused 100 % on SAAS technology solutions and I feel that my background is an excellent fit for an enterprise tax representative given that these solutions are positioned as part of my overall solution portfolio whether OOTB functionality or through partner solutions for more robust functional capabilities.
Talented Sales Professional with Master of Science in Taxation and Bachelor of Science in Accounting. Exceptional skills at selling tax automation/compliance products and services utilizing effective and innovative marketing methods tools and resources. An amicable and enthusiastic approach and excellent pitch ng delineate why a customer or client should invest in your products.
Thomson Reuters Achievements: Thomson Reuters Achievers Club in 1995, 1997, 1999,2000, 2001,2004, 2005, 2006,2010,2011and 2014 for top 5% of sales force.
Achieved 287+% of sales quota for 2011.
Master of Science in Taxation, Widener University, Chester, PA,
Bachelor of Science in Accounting, Rutgers University, Camden, NJ
Coming from a combined background of tax and finance, I relate with the CXOs to the challenge of mitigating risk, tempered with increasing sales to maximize ROI. My engagement with the CIOs starts by presenting pertinent information that resonates with their business demands. Take time to chart the organizations and understand who the trusted assistant and lieutenants are to champion a win-win relationship. When you do get the meeting with the C-Level it is as a trusted advisor with earned credibility that speaks the unvarnished truth that discusses the options of choosing your solution and the impact of not.
- Recognized as Employee of the Quarter, Employee of Tax Season, and Employee of the
- Chosen for “Train the Trainer” developed material and taught “Speak Accountant” and Accountant 101and 201to a team of 50 sales agents to better align with clients’ work processes.
11 years of hands-on experience as an Account Manager in the Tax and Accounting Industry. Knowledge of the latest tax technology and changes within the Tax and Accounting Industry. Ability to communicate effectively with C-level Executives at Fortune 500 companies. Maintain and build upon new and existing relationships. Consistently awarded for achieving and exceeding quota with a given market assignment.
- Retain on average over 94% of first-year renewal clients.
- Commission Award, Q4 2019 & 2020: Producing 120% of planned quota.
- Longevity and Service Award: 2016 & 2021.
- Working alongside 18 team members to grow our total customer base by 54% in 9 years.
I am very well suited to selling software products and services based on my experience in selling to CXO-level decision-makers. I have very active listening skills and can quickly understand how a business strategy or problem can be solved. I am very adept at presenting and coming across as a business partner and once I have a signed SOW in glac..e I look for cross-selling and up-sell opportunities. This was recently proven with my current company. I was hired and helped the team finish a contract renewal for $16M. In less than 1 year I was able to grow the account to
$25M through service expansion and new services. I am very energetic and always exceed my revenue and sales targets.
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