[USA] 215 444 9300 | [UK] +44 (0) 808-234-2340 info@esmsolutions.com

Why join ESM?

Our team is an ambitious, diversified group of individuals, unified by ESM’s mission to deliver the best for our customers.

ESM offers a full benefits package including medical, dental, life, and disability insurance. We offer a competitive 401K matching program and competitive salaries.

If you want to be a part of our dedicated and innovative team, please contact us via the form at the bottom of this page.

Our Culture

As a leading provider of spend management solutions as SaaS-based applications, we give our customers complete control of their spend through our comprehensive solution suite. Since ESM was founded in 1998, we have become a rapidly growing national spend management provider.

Each member of our team plays an important role in our overall success, which is why we promote an open environment for sharing ideas and creativity. Our employees represent different backgrounds, age groups and experience levels, forming a unique and diverse workplace. We put extra time and care into selecting talented individuals who will bring something new to the table at ESM.

Open Positions

Controller

Location: Warrington, PA

ESM is seeking a Controller who is responsible for the day-to-day operations of our accounting and financial systems and processes. This includes the production of timely and accurate financial reports, assisting with payroll, and ensuring that reported results comply with generally accepted accounting principles. The Controller will function as a hands-on leader, working with the Executive Team and Co-CEOs to implement and execute financial and operational strategies.

Primary responsibilities include:

  • Accurate and timely production of all financial statements and reports.
  • Coordinate the preparation of regulatory and 3rd parties’ financial reports.
  • Directly responsible for monthly accounting close process, including analytical review of the monthly operating results to ensure accurate accounting records are maintained; calculate and issue financial and operating metrics.
  • Work alongside HR to complete monthly payroll, onboarding, benefits selections, and insurance calculations and billing.
  • Coordinate the provision of information to external auditors and examiners.
  • Comply with local, state, and federal government reporting requirements in all states and countries we have employees.
  • Completion of money wiring and financial transactions as needed and general monthly billing activities.
  • Other duties as needed.

Secondary responsibilities: 

  • Providing Sales Management with accurate and timely forecast, pipeline and opportunity management reports.
  • The accurate and timely management of Sales organization hierarchies, territories & account assignment in SalesForce.
  • Providing insight into territory market opportunities based on analysis of existing and prospective customers.
  • Assisting Sales Management with managing Channel sales relationships and channel sales reporting.
  • Conducting comprehensive financial & operational analysis on data sets from the Company’s CRM & other management systems.
  • Integration of data from Channel sales & associated validation internally and externally.

The successful candidate will add value in the following areas: 

  • Sales & Corporate Support: Work closely with the Sales and Field Operations team to provide valuable metrics and feedback to evaluate the overall health, accuracy, and performance of Sales organization and channel partners
  • Act as a key contact for corporate (the company executive) and field management on issues relating to business process and other business-related information.
  • Organization & Territory Management: Within the Company’s CRM system prepare and maintain the Sales organizational structure, establish and manage Sales territories, ensure processes are followed and audit structures to ensure accuracy 
  • Reporting & Analysis: Provide timely, value-added reports and analysis to the corporate organization
  • Develop and manage Forecast, Pipeline, Opportunity, Product, Transaction reports that will highlight trends, risks and opportunities
  • Provide support and coordination of periodic Sales Reviews – ensuring individual sales employees are properly managing report deliverables using current data and report templates, are tracking to complete reports/presentations on time and are sufficiently prepared for report reviews / read-outs.
  • Create ad-hoc analysis to solve business problems.
  • Financial Modeling:  Build financial models as necessary to track trends and business performance
  • Assist with preparation of executive and board presentation materials.

Education, Skills and Experience Requirements:

  • Bachelor’s degree in Accounting, Finance, or Business administration.
  • 5 years of experience in operations or financial analysis.
  • Able to analyze, organize, summarize and articulate financial information.
  • Excellent verbal and written communication.
  • High emotional intelligence in relating to direct team and other employees.
  • Customer focused, accountable and responsive team player, with ability to quickly prioritize among numerous pressing tasks.
  • Conscientious about timeliness of assignments and quality of work product.
  • Strong understanding of MS Office Suite.
  • Finance System, Salesforce.com, and ADP  experience preferred.
  • Experience in the software industry is preferred but not required.
Channel Sales Manager

Channel Sales Manager
(Remote)

Key responsibilities

  • The CSM will collaborate ESM’s Ellucian partner strategy and activities with ESM management, sales, marketing, development, professional services and product leadership teams as required to execute on appropriate Ellucian Partner strategy and go-to-market plans.
  • The CSM will plan, lead and execute development initiatives to support the Ellucian sales team, through constant product training and updates, sales and pre-sales content, reference materials, persona insights and scenarios, enabling the Ellucian team to execute on sales and to build long-term customer relationships.
  • As a key point of relationship contact between ESM and Ellucian the role requires excellent customer service skills and commercial awareness.
  • The CSM will continually monitor sales and operational activities, developing and maintaining reports and KPI’s that monitor campaigns, lead conversion and sales conversion.
  • The role will require representing ESM at Ellucian User Events regionally and nationally, as well as engaging directly with sales prospects.

Detailed responsibilities

The CSM will play an integral role in the success of the ESM Sales team. Specifically, s/he will be responsible for:

  • Meeting and exceeding set indirect sales quotas through ESM’s reseller channel with Ellucian
  • Working closely with Ellucian to identify market requirements, to grow the business and to meet and exceed set sales quotas
  • Detailed channel sales pipeline management
  • Supporting Ellucian through prospect and customer visits
  • Co-ordinate Professional Services scope documents to support proposal development and contract production
  • Ability to upsell and sell add-on modules/services into existing clients
  • Supporting prospecting as part of the regular routine ensuring that new prospects are being added to the pipeline on a consistent basis by Ellucian
  • Managing multiple, complex, enterprise solution sales with long purchasing cycles
  • Moving sales through the sales process, working closely at-all-times with Ellucian, including RFI and RFP responses
  • Defining and executing yearly territory business plans and reviewing these plans on a quarterly basis with Ellucian
  • Working with Ellucian and ESM teams to build client success stories and references
  • Effectively using sales force automation tools to maintain sales information (SalesForce) and ensure consistency of pipeline information between Ellucian and ESM
  • Keeping abreast of competition, competitive issues and products
  • Continually learning about new products and improving selling skills
  • Being well informed about current industry trends and being able to talk intelligently about spend management within the education industry
  • Preparing written presentations, reports and price quotations
  • Develop positive relationships with other employees in Marketing, Product Support, Professional Services, Finance, Product and NOC

Professional Qualifications:

  • Bachelor’s degree required
  • Experience in managing reseller/channel relationships in a sales capacity
  • 5+ years’ sales experience in the solution software industry (knowledge of P2P/ERP within the education industry an advantage)
  • Successful achievement of quotas, consultative enterprise/solution or technical sales
  • Ability to manage a pipeline of 50+ accounts at any given time
  • Ability to work in a remote team environment
  • Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers
  • Ability to craft a solution with appropriate products and services that meets business goals based on client discussions

This position is remote based with travel requirements.

Interested candidates should submit resumes to mduff@esmsolutions.com.

 

Strategic Sales Account Executive

Strategic Sales Account Executive
(Remote)

ESM Solutions is adding a Strategic Sales Account Executive to their team. The Account Executive role is responsible for selling enterprise-wide spend management application software (SaaS), Managed Services and Professional Service to the higher education marketplace primarily working in close collaboration with Ellucian to achieve sales success.

Key Responsibilities

This role is responsible for business development, identifying and qualifying leads, building solid customer relationships to drive sales through the pipeline, managing company resources to bring clients to contract as well as managing the contracting process.

  • The incumbent in this position develops and manages executive level client relationships as well as with key stakeholders at multiple levels that within an institution that are involved with the decision making process; and regularly interacts across functional areas with senior management or executives to align ESM products and services to the client’s business needs.
  • The Account Executive owns and manages the entire sales cycle from initial business development through contract completion; manages and prepares all company personnel interacting with the client; prepares the software pricing and proposal content and works closely with Professional Services for the appropriate scope of services proposed to a client; and consistently manages and accurately forecasts monthly, quarterly, and annual pipeline and forecast.
  • To succeed in the role, it is expected that the Account Executive will co-ordinate and collaborate extensively with Ellucian, where Ellucian is the incumbent ERP or where a new name ERP solution is being sold by Ellucian. This collaboration may take the form of execution associated with a point solution being sold in the spend management area, or maybe part of a wider set of initiatives that the client is seeking to move to Ellucian Cloud or to bring about additional digital transformation in the organization.
  • The Account Executive will be familiar with developing both short and long-term plans to achieve strategic sales objectives within the assigned territory; with developing, maintaining and sharing competitive knowledge to leverage in sales cycles; representing and promoting ESM and Ellucian Spend Management solutions at Higher Education trade association meetings and User Groups.
  • Regular regional travel is required.

Detailed Responsibilities

The Account Executive will play an integral role in the success of the ESM Sales team. Specifically, s/he will be responsible for:

  • Establishing and building strong relationships with strategic and new name prospective clients (become a ‘trusted advisor’) based on knowledge of customer requirements and commitment to value (knowledge and expertise, solutions and implementation expertise)
    • Helping potential clients develop strategies and plans to achieve their P2P business goals and address operational improvements
    • Leverage relationships to drive strategy through the organization
    • Identify how ESM software modules can support and enable the client’s plans and goals
    • Identifying how ESM PS can enable these goals and effectively communicating the value of ESM services
  • Developing prospective client insight to actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape
    • Review public information to remain updated on key industry trends and issues impacting the client
    • Build a foundation on which to develop future business opportunities and accurate account information and coaching
    • Develop targeted account plans to address client priorities and pain points
  • Engaging with internal processes and staff to ensure the timely forecasting and delivery of professional services
    • Ensure ESM’s efforts are focused on delivering value to our clients
  • Meeting and exceeding ESM annual revenue targets associated with new name SaaS Fees and Professional Services
    • Develop effective and specific target prospect account plans to ensure revenue target delivery and sustainable growth
    • Follow a disciplined approach to maintaining a sales pipeline
    • Keep the new name pipeline current and moving through pipeline curve
    • Leverage other ESM support including Marketing and Professional services to support new name pipeline development
    • Maintain CRM system with accurate customer and pipeline information
  • Acting as a champion to new name clients
  • Supporting the development of a territory business plan and reviewing the plan on a quarterly basis with ESM Management (“QBR” review)
  • Ensuring close co-ordination with Ellucian for all relevant Ellucian sales scenarios, enabling all parties to be well versed in the other’s account strategy and positioned to maximize the value of Ellucian and ESM sales activities

Professional Qualifications

  • Bachelor’s degree required
  • Experience in direct and indirect sales
  • 5+ years’ Sales-centric experience in the solution software industry (knowledge of P2P/ERP within the education industry an advantage)
  • Successful achievement of $500K+ quotas, consultative enterprise/solution or technical sales
  • Ability to manage a pipeline of 50+ accounts at any given time
  • Ability to work in a remote team environment
  • Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers
  • Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
  • This position is remote based
  • Must be able to travel

Interested applicants should submit a resume to mduff@esmsolutions.com.

 

 

Pre-Sales Channel Enablement Executive

Pre-Sales Channel Enablement Executive
(Warrington and Remote)

ESM Solutions is adding a Pre-Sales Channel Enablement (PSCE) to their team. The Pre-Sales Channel Enablement (PSCE) role is responsible for providing partners, prospects and Sales Representatives with product advice, preparing RFI/RFP Response and Proposals, and effectively delivering Software Demonstrations to potential and existing clients, and being involved in closing business in conjunction with the sales team.

Key Responsibilities

  • The PSCE role will develop a program of enablement activities to support the development of the Ellucian Sales and Pre-sales teams. The role will support the sales process across the ESM and Ellucian sales teams, in identifying, contacting and developing new business development opportunities including support to the follow-up for all marketing leads.
  • The role will both support others in the development and execution of responses to queries from partners, prospects and clients, which may take the form of informal requests or more formal RFI/RFP documents, and also lead these activities where appropriate.
  • The role will present ESM solutions to prospects and clients including discovery (due diligence) of the requirements of the presentation, preparation of the presentation, delivery of the presentation scenarios and development of sales messaging with Sales.
  • In each client engagement the role will require an in-depth understanding of the institution’s business, structure, practices, challenges and requirements within the context of spend management and ERP.
  • Regular regional travel is required.

Detailed responsibilities

The PSCE will play an integral role in the success of the ESM Sales team. Specifically, s/he will be responsible for:

  • Identifying, contacting and developing new business development opportunities working with the sales team and partners within institutions in the territory including telephone engagement, email and the follow-up of marketing leads
  • Developing and executing responses to queries from partners, prospect and clients which may take the form of informal requests or more formal RFI/RFP documents
  • Presenting ESM solutions to potential partners and prospects including discovery due diligence for the requirements of the presentation, preparation of the presentation, delivery of the presentation scenarios and development of sales messaging with Sales
  • Developing an in-depth understanding of the institutions business, structure, practices, challenges and requirements within the context of the customers P2P requirements
  • Supporting Sales in the creation and development of client specific value-based propositions including setting up internal documentation to support sales efforts
  • Undertaking demonstrations and/or presentations of selected product offerings
  • Making best use of available expertise within ESM and Ellucian to support or follow up from business development activities
  • Providing input to the generation of marketing materials and planning of marketing activities at ESM and Ellucian
  • Staying on top of ESM and Ellucian market developments within the territory and take ownership of market intelligence and maintaining sales team’s awareness of all competitor activity
  • Ensuring close co-ordination with Ellucian for all relevant Ellucian sales scenarios, enabling all parties to be well versed in the other’s account strategy and positioned to maximize the value of Ellucian and ESM sales activities

Professional Qualifications

  • Bachelor’s degree required
  • 3+ years successful Pre-Sales experience in enterprise level, application software with proven experience in solution selling to public sector / higher education or
  • 5+ years of successful experience in higher education administration using ERP /administrative systems for spend management
  • Strong presentation skills and public speaking
  • Ability to develop proposals, demos and presentations for partners, prospects and existing customers
  • Able to present higher education specific business concepts in clear manner to customers through demos and proposals
  • Ability to present solutions to executives
  • Experience in, or knowledge of, Higher Education
  • First-hand experience of dealing with Higher Education professionals
  • Microsoft Office (Word, Excel, PowerPoint) to a high standard
  • A capable, articulate, personable and energetic self-starter with strong communication and interpersonal skills
  • Ability to work in a remote team environment
  • Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
  • Highly self-motivated with ability to generate ideas and demonstrate initiative, tenacity and perseverance
  • Team player with ability to work successfully within immediate team and the broader technical pre-sales and client support environment
  • Time management and organizational skills with ability to prioritize tasks efficiently
  • Ability to thrive under pressure and demonstrate flexibility to meet tight deadlines
  • This position is remote based
  • Must be able to travel

Interested candidates should submit resumes to mduff@esmsolutions.com.

 

Interested in a career at ESM?