Director Of Software Sales

We are seeking a Director of SoftwareSales for a fulltime and direct hirerole for one of our amazing accounting software partners inFlorida.

This is a handson sales role where you will oversee bothnew sales and customer success.

Responsibilities :

• Target new accounts through direct andpersonalized outreach follow up on inbound inquiries and create andnurture a strong referral base.
• Work with bothstrategic alliances and channel partnerships and guide prospects bydeveloping and expanding awareness of their CRM software product.
• Support new account onboarding training andcoselling support for partners and channels. Identify and validateopportunities in new markets and product groups as well as for newproducts and services to the markets they serve.
• Support marketing with uptodate feedback andmarket intelligence insights.

Requirements :

• 5 years of experience selling CRM or ERPbusiness software from a professional implementation service ormajor software company.
• Ability to communicateeffectively with technical and businessprofessionals.
• Formally trained and experiencedsales process methodology like Challenger or SolutionSelling
• Experience selling to accounting firmsis a plus.
• Experience with Microsoft DynamicsCRM is a plus.
• Ability to do some overnighttravel to meet with clients or go to trade shows.
• Business analyst or system implementationexperience is a plus.
• Bachelorsdegree

All qualified applicants will receive consideration foremployment without regard to race color national origin ageancestry religion sex sexual orientation gender identity genderexpression marital status disability medical condition geneticinformation pregnancy or military or veteran status.

You must belegally authorized to work in the United States without current orfuturesponsorship.

Mynotes :

Role : This rolereports right into their President Steve. This is a true businessdevelopment & hunter role where you will be selling annualcontracts to clients.

You will help translate customers businessvision and strategy into solutions. You will be the only persondoing sales across the country.

This could grow over time but thereare no immediate plans to do so. You will be selling their productto CPA firms and you will be calling on the managing partners ofthe CPA firms and their IT leaders.

They will train you on theproduct but it will take a selfdriven person to sell it to variousCPA firms. They belong to a lot of CPA groups and go to a lot ofindustry trade shows.

You will go to these trade shows and do coldcalling as well. The typical Sales cycle is about 3 months but itreally depends on the size of the firm they are selling to.

Rightnow they are selling to a lot of firms with 50100 people but theywant to sell to oneswithusers.

Product : They are a Microsoft Gold Certified Dynamics CRM partner and arecognized leader in delivering innovative stateoftheart CRMsolutions to professional services firms in the cloud or onsite.

They were one of the original Microsoft CRM alpha partners and theynow have over 14 years of experience in implementing Dynamics CRM.

They publish sell and implement CRM for Professionals and theirproduct is used by 2 of the top 10 Accounting firms in the US.

Theyalso publish sell and implement Practice Management / PSA forProfessionals a complete professional services automation suitebuilt entirely on the Dynamics CRM platform.

Their CRM product andPSA product are completely integrated offering the professionalservice firm one platform to manage prospect and clientrelationships and servicedelivery.

Must Have : You should have at least 5 years of software salesexperience and specifically selling CRMs and / or ERPs. They need tobe polished and smart enough to conduct themselves withintellectuals.

They need CRM selling experience and shouldunderstand how a CRM works. They should be a selfdriven andmotivated person who understands sales.

Youll have access toanything you want and you wont be micromanaged. Anyone that sellsMicrosoft products are working at small companies and that is idealbut they arent opposed to big companies either.

As long as theyknow what size company they are walking into. They want someonewith experience selling to the CSuite at large accounting firms butselling a CRM to larger companies with CSuite presence andexperience is also good.

Remote / Onsite : Its primarily remote but they would like them tocome onsite on Mondays in West Palm for their weekly meeting.

Othercome in from 9 : 303ish. If they arent local they wont have to comeas often but they would like them there for at least the firstweek.

• Competition : AccountingPractice Management Software : The Top 17 Roundup (futurefirm.co) : Accounting Practice Management Software : The Top 17Roundup (futurefirm.co)
• How much travel : They have about 6 trade shows a year so thats themajority of the travel. They might have to travel to see clientsevery now and then too.
• Whyopen : Replacing Tadgh Spradlin that we placed therein 2022. He accepted another role. His LI is
• Interview : Theylldefinitely meet with Steve and John Templeton and probably JulieWeil (Marketing Director / HR). They also do a PI and they do abackground check.
• Interviewquestions they might ask :
• Haveyou been directly responsible and carried a quota for the sales ofbusiness software and professionalservices
• What was your most recent software andservices quota (s / b 750K 1MM or greater)
• WhatCRM systems do you have specific experiencewith
• On what sales methodologies have you beentrained
• Tell me about previous experience.
• What is your sales process
• Tell me about your past experience in clienttransitions and exceedinggoals.
• Salary / OTE : $150K / year base pluscommission.
• NewQuestions :
• What is the OTE forthis role and was Tadgh hitting that
• How longis the sales cycle and what is the average sales size
• How do commissions work and what are thequotas
• How many clients do you have now thatthey will be managing and how many new prospects are in thepipeline
• Where are leads coming from
• Is there anyone else selling on the team andare there plans to add someone under thisperson
• What has changed with your product andhow do you rank against to your customers (types of offerings priceetc)
• Is selling accounting software stillneeded or is any CRM or ERP ok
• Are you open tosomeone fully remote or do they still need to come onsite once amonth
• Why did Tadgh leave

PracticePro365 :

Company overview : Their website is PracticePro 365 the firstallin one practice management software enables CPA firms to gainultimate efficiency by eliminating disparate software systems anddata redundancies while facilitating and supporting unbridledgrowth.

Leveraging the leading Microsoft Dynamics 365 and PowerPlatform PracticePro 365 provides a secure cloudbased solution withunrestricted data capacity 24 / 7 accessibility data integrity andinfinite scalability.

PracticePro was specifically designed by acomplex multioffice accounting firm to eliminate the need to manageand maintain multiple solutions and software tools and tostreamline their operations improve efficiency reduce cost andincrease revenue.

The first generation of PracticePro 365 wasimplemented and with their collaboration. Over the yearsPractiecPro 365 has consistently invested in research anddevelopment continually refining its products to meet the evolvingneeds of our clients.

PracticePro 365 was launched to the broadermarket and today our software is used by thousands of users and theleading allinone practice managementsolution.

Our notes on thecompany : Templeton was originally a Microsoftpartner and an initial beta partner of Microsoft CRM. They werelooking for a vertical and had nice implementations.

PracticeProwas originally called Templeton solutions. They use MicrosoftDynamics 365 and they developed this product to work on Dynamics tobe a full practice solution.

Theyve been PracticePro 365 since 2019and thats when they officially launched. They are doing well so farand they do practice management for professional services firmslike CPAs.

The product is essentially complete and the functionsare built out and working. They use Templeton as their guinea pigto work out the kinks.

They have great acceptance and accolades ontheir demos.

Products : Theyinitially built 2 products. One was a CRM for professionals and theother was a practice management product that was built separately.

They rewrote the whole thing as one system. They use MicrosoftDynamics on the front end but others are theirs that they built.

They do everything from time entry budgeting planning schedulingforecasting workflows tax due dates and processing. They can do newbusiness in CRM as well.

Its basically the Swiss army knife ofsystems and they have no real competitors that do all of this. Theyhave big ideas of where this fits into the market and see this asgrowing into something huge.

They havent publicized this but theyhave soft plans to rewrite the product in version 2. This will be aseparate product that will be apart from the Microsoft365 product.

They are an indirect CSP provider with Microsoft and gold partnerwith them. They eventually want to reduce what they pay Microsoftbut that is in the future.

They are profitable. They have licensefees over $1 million annually right now and they want it to be atleast $10 million.

Their goal is to grow.

• Competition : Accounting Practice Management Software : The Top 17Roundup (futurefirm.co) : Accounting Practice ManagementSoftware : The Top 17 Roundup (futurefirm.co)
• Clients : They workwith about 20 companies and are growing significantly. They have afull pipeline right now. Its primarilyCPAs.
• Personalities : They want someone that communicates easily withothers. Someone who can work well with a small team and be able tohave business level discussions.

They want people that canimplement and deliver. Someone who has opinions and wants toparticipate. They like nice and honest people rather than arrogantand obnoxious.

Someone who can flex and knows when to ask questionsor if they need help. Someone who has great work integrity andknows how to communicate effectively.

They must be able toeffectively work remotely and will reach out when there are issues.Someone who sees the glass half full instead of halfempty.

Benefits : They canbe remote most of the week but do need to come onsite one day. Theyoffer medical / dental / vision / life.

They have 2 plans with Floridablue. 1 covers employees at 100% and the other they pay $25 / check.They have short / long term disability and 401K with discretionarymatch that is announced at the end of the year.

In 2021 the firmmatched 50% of the employee deferral up to a maximum of $1500. Youmight have to wait 3 months to join the 401K.

On a calendar yearbasis (January 1 December 31) employees between 05 years of serviceaccrue 120 hours of PTO. Anything in excess can be taken as unpaidtime off.

You can roll over 40 hours a year. They pay for parkingat the offices when they go onsite. Their new benefits plan startson Dec 1st.

You can join their plan on the first of the month afterthey start. They get a laptop and any equipment they need. An offercomes out after background check is clear.

PracticePro Team : Steve Tony (COO) who does more implementation (not direct reports)Jim in sales Julie does HR / Marketing Jose Garcia is Dir of ERP.

OriginalJob Description :

Director of Sales and Customer Success

YOUR OPPORTUNITY

We are seeking talented and accomplished salesprofessionals to join our expanding practice located in West PalmBeach Florida.

Be the initial trusted advisor to target accountsthrough direct highly personalized outreach following up inboundinquires and through creating and nurturing strong referralstrategic alliance and channel partnerships.

Provide guidance toprospects in developing and expanding awareness of and how toleverage PracticePro 365. Support new account onboarding trainingand coselling support for partners and channels.

Identify andvalidate opportunities in new markets and product groups as well asfor new products and services that will keep PracticePro 365 theinnovation leader in the markets we serve.

Support marketing withup to date and complete feedback and market intelligenceinsights.

WHO WEARE

Templeton Solutions is anationallymanaged Microsoft Gold Certified Dynamics CRM partner anda recognized leader in delivering innovative stateoftheart CRMsolutions to professional services firms in the cloud or onsite.

Templeton Solutions was one of the original Microsoft CRM alphapartners and now has over 14 years of experience in implementingDynamics CRM.

We publish sell and implement CRM for Professionalsused by 2 of the top 10 Accounting firms in the US. We also publishsell and implement Practice Management / PSA for Professionals acomplete professional services automation suite built entirely onthe Dynamics CRM platform.

Our CRM product and PSA product arecompletely integrated offering the professional service firm oneplatform to manage prospect and client relationships and servicedelivery.

CANDIDATEREQUIREMENTS

Required :

• Minimum 5 years of selling either CRM and orERP business software from a major software publisher andprofessional implementation services
• Trainedand experienced in formal sales pursuit process methodology(Challenger Solution Selling or equivalent)
• Ability to travel overnight throughout NorthAmerica to perform and support salesactivities
• Bachelorsdegree

Desirable :

• Business analyst or system implementationexperience
• Demonstrated ability to communicateeffectively with technical and businessprofessionals.
• Microsoft Dynamics CRMexperience

Remote Work :