CAREERS  AT
 ENVIANCE

Enviance values professionals who are seeking reward and challenge. Since our intellectual property is at the heart of what we do, finding and keeping the best people is essential to our competitive edge.

best-places.jpg

When you join Enviance, you will be a key team member in a fun, energized, and stimulating environment while having the opportunity to make a significant contribution to the company. Enviance takes pride in our reputation for growth and innovation, and we offer a competitive salary and benefits package. For more info, check us out on Glassdoor!

READY TO MAKE A DIFFERENCE?


Thanks for your interest in a career at Enviance! For employment consideration, please email a current resume and position title for which you are applying to: careers@enviance.com.

Title:  Account Executive

Location: Virtual

Enviance:

We are the leader in SaaS solutions for the Environmental, Health and Safety space. Our platform analyzes massive amounts of data to flag potential environmental or health concerns before they become a problem.  It also streamlines and simplifies the complex tasks required to keep large and dangerous operations safe and clean.  In short, we help many of the largest retail, utility, manufacturing, entertainment, and oil and gas companies to care for their employees and the planet.

Role Overview:

The Account Executive drives sales opportunities in targeted geographies, product lines and/or markets.  Will work collaboratively with business development, pre-sales, services on specific opportunities to enhance revenue for Enviance through license sales whereby independence, responsibility, initiative and teamwork are important.  This position will contribute to the achievement of company sales and profit targets.

Essential Roles & Responsibilities:

  • Maximize sales within assigned region/installed base accounts to achieve annual quota
  • Build champion(s) at D/VP/CXO levels within accounts and sales opportunities
  • Self-direct prospect activities and work with marketing, business development and system integrators/partner to ensure pipeline is at least 3 times sales quota
  • Identify, qualify and close new sales opportunities
  • Identify additional Enviance business opportunities including large license, services, etc. and engage appropriate Enviance teams
  • Design and implement effective quarterly business plans
  • Conduct analysis of customer install base and develop strategic and tactical account strategies
  • Develop and communicate compelling value propositions based on regulatory/risk, safety, ROI and/or cost/benefits analysis
  • Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional organizations
  • Prepare and deliver effective presentations to clients in person, via phone and WebEx
  • Conduct discovery sessions in person and/or via phone in collaboration with presales and services to fully understand customers’ functional and technical requirements and in order to deliver tailored solution proposals
  • Engage and direct appropriate internal resources, including management, service delivery, operations, etc. to facilitate “pre” and “post” sales processes
  • Document and maintain via salesforce, accurate account information and all interactions with customers throughout the entire sales cycle
  • Maintain and grow region/accounts through development of customer relationships and internal/external Enviance eco system
  • Maintain high levels of customer satisfaction and loyalty with customers
  • Accurately forecast business opportunities by customer, revenue, probability and timeframe
  • Assist with other projects and responsibilities as assigned

Requirements and Qualifications:

  • 5-10 Years of sales experience selling Enterprise/Transformational software ($250-500K and above Total Contract Value, 6-12 month sales cycle, multiple stakeholders)
  • Demonstrable use/training of sales process/methodology (e.g. Challenger Sale, Solution Selling, Force Management, Complex Sale, Power Base Selling)
  • Proven sales quota attainment track record
  • Proven new business development/sales skills
  • Outstanding presentation, facilitation, communication and negotiation skills
  • Experience working in a team sales environment (inside sales, business development, presales engineering, services, sales operations)
  • Customer focused, consultative Account Management, cross sell and upsell skills
  • Desire to sharpen skills and challenge current processes and approaches
  • Ability to travel up to 50% of the time
  • BA/BS

Preferred Qualifications:

  • MBA
  • Experience in Environmental Health & Safety, Chemical Management/Product Stewardship and/or Ergonomics software sales, competitive knowledge and value drivers
  • Demonstrable track record of developing relationships with system integrators/consultants

 Reports to: VP of Sales

Title: Business Development Associate
Location: Our offices in Carlsbad, CA or Portsmouth, NH (prefer office based in CA or NH) or remote

Enviance:
We are the leader in SaaS solutions for the Environmental, Health and Safety space. Our platform analyzes massive amounts of data to flag potential environmental or health concerns before they become a problem. It also streamlines and simplifies the complex tasks required to keep large and dangerous operations safe and clean. In short, we help many of the largest retail, utility, manufacturing, entertainment, and oil and gas companies to care for their employees and the planet.

Role Overview:
The Business Development Associate’s primary responsibilities include development and execution of business development lead generation programs. Lead generation activities include working collaboratively with Account Executives (AE’s), Sales Operations and Marketing on specific programs to enhance revenue for Enviance through license sales whereby independence, responsibility, initiative and teamwork are important. This position will contribute to the achievement of company sales and profit targets.

Essential Roles & Responsibilities:
• Manage Inbound (triage and qualification) and drive Outbound (Cold Calling, Emailing, Campaigns, etc.) lead generation activities in conjunction with AEs, sales operations and marketing to support sales goals and pipeline metrics.
• Research and creatively prospect for new customers who can gain significant value through a partnership with Enviance.
• Conduct discovery sessions via phone to understand prospects’ basic functional and technical requirements in order to determine proper fit and area(s) of interest.
• Set up meetings between prospect decision makers and company’s AEs, executives and/or other relevant personnel.
• Conduct analysis of customer install base and develop strategic and tactical account strategies for cross sell and upsell opportunities.
• Develop and communicate compelling value propositions based on regulatory/risk, safety, ROI and/or cost/benefits analysis.
• Provide stakeholders with appropriate marketing literature.
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional organizations.
• Document and maintain via Salesforce.com (SFDC), accurate account information and all interactions with customers and prospects.
• Follow the latest industry developments and stay up-to-date on corporate competitors. Possess a strong understanding of our products, our competition in the industry and positioning.
• Assist with other projects and responsibilities as assigned.

Requirements and Qualifications:
• Previous sales experience calling prospects
• Experience working in a team sales environment (inside sales, business development, presales engineering, services, sales operations)
• Desire to sharpen skills and challenge current processes and approaches
• Strong verbal and written communication skills with a sense of initiative and strong motivation
• Minimal travel (2-4 trade shows, sales meetings per year)

Preferred Qualifications:
• BA or BS preferred
• 3 Years of business development and lead generation experience with applications software
• Experience in Environmental, Chemical Management/Product Stewardship and/or Ergonomics software sales, competitive knowledge and value drivers
• Familiarity with Salesforce.com, or a similar CRM

Reports to: Sales Operations Manager