Regional Account Representative

INTTRA is the world’s largest, multi-carrier e-commerce marketplace for ocean shipping. INTTRA professionals work with 50 leading carriers and NVOCCs, 110 software alliance partners, as well as their customers, to streamline and standardize their shipping processes worldwide through a network of more than 225,000 shipping professionals. Over 700,000 container orders are initiated on the INTTRA platform each week, representing 27 percent of global ocean container trade.

We are seeking experienced inside sellers who can drive new business and who have a combination of software sales experience and have either worked in the logistics industry or have sold to freight forwarders and BCOs. The role is a Small Medium Customer sales position; with focus on small to medium size customers with occasional travel required.

* Drive revenue and market penetration/volume growth of INTTRA products and solutions in your assigned territory * Take a consultative sales approach to selling the value proposition of INTTRA solutions to Alliance Partners and Customers (Freight forwarders, BCOs, NVOCCs) in your territory * Develop and execute territory and account strategies to meet or exceed sales objectives * Expand INTRA footprint at existing customers (by adding carriers or cross selling additional products), and develop net new customers in your territory * Develop white space by effectively prospecting and quickly converting prospects to qualified opportunities to drive through the sales cycle * Maintain a healthy pipeline, as evidenced in Salesforce, to achieve targets * Employ a structured sales approach, leveraging INTTRA’s sales methodology, to drive opportunities through the pipeline to closure and revenue realization * Provide accurate forecasting and identify executable actions to bridge any gaps to ensure achievement of sales targets * Develop quality proposals for customers/prospects which clearly articulate the value proposition of INTTRA’s solutions to solve the customer’s business problem(s) * Develop & cultivate solid relationships with decision makers at Alliance Partners, Freight forwarders, BCOs and NVOCCs in your assigned territory * Team with Marketing to develop and execute campaigns to upsell/expand existing footprint in install base, and cross sell new offerings to existing customers * Be an advocate for your customers within INTTRA, championing any issues to ensure timely and satisfactory resolution * Provide customer feedback and input to Product Management and the Executive team to drive new product offerings for INTTRA * Keep current on market developments, and be knowledgeable of the competition. Be able to differentiate INTTRA’s products and solutions in the marketplace

* 3-5 years of Sales experience, preferably in software and solution sales * Logistics/Shipping industry experience * Track record of consistently making or exceeding sales targets * Strong verbal and written communications skills * Comfortable delivering presentations and demos to individual clients in person or over webex * Self-starter; ability to work independently with minimal management oversight * Ability to get to decision makers, handle objections and effectively negotiate * Ability to travel ~20% **Education:** Bachelor’s degree or equivalent