At Nitro we don’t just close a sale, we open a relationship. Our Nitronauts are some of the best in the biz; engaging customers directly and ensuring product adoption and utility in each end-user’s experience. In 2016’s first installment of a ‘Day in the Life of a Nitronaut,’ we’re giving you a peek inside Nitro’s Enterprise Sales team for some insight from Andy Gehle and Andy Baillie. They discuss the unique opportunity in selling our product to some of world’s largest companies.
Andy Gehle, Enterprise Sales, North America
Describe the opportunity here, Andy. What is it like to work for Nitro?
Andy Gehle: Nitro is unique in many ways. There’s been a shift in how we bring our products to market, and taking our message to large Fortune 500 companies is a fairly new motion. The Enterprise segment of Nitro is where we expect the most growth in 2016.
An Enterprise rep at Nitro has tremendous opportunity to significantly affect the Nitro bottom line, and also impact the processes around how we do business. It’s a nice challenge and one of the many reasons I came to work here.
Any advice for those interested in a role on this team?
AG: I’d say that if you’re accustomed to flying under the radar, then an Enterprise role might not be for you. You have a lot of eyes on you and your deals and poor performance, execution, and sales numbers are hard to hide. We have tremendous revenue expectations this year, and that either translates into motivation or anxiety…and anxiety doesn’t close deals.
I’d also say that you have to REALLY understand sales and/or have spent some time in the school of hard knocks. There are just so many ways to lose a deal when you start asking people for 7 digits. If you don’t understand the reasons deals go south, genuinely appreciate those reasons, and flawlessly execute against those reasons, then you can spend a lot of time having very nice conversations but not getting many signatures.
What are you most proud of having accomplished during your time at Nitro?
AG: I was lucky to be part of a team that closed a six figure deal within my first two months at Nitro. Large deals in Q4 are always fun, but it was much more profound to see the way the Enterprise team worked together to get it done. It was most definitely a team win, and really has set a template of what success will look like moving forward in 2016.
Andy Baillie, Enterprise Sales, EMEA
How did you find a career in sales, Andy?
Andy Baillie: More by luck then judgement! I was a journalist and a buddy from university mentioned that Software Sales utilized many of the same skills as journalism; attention to detail, deadlines, working under pressure. I enjoy a good challenge and thrive in the competitive aspect of sales; I love my job and I look forward to meeting and speaking with new people each day.
Why Nitro? How do you distinguish the product from others?
AB: Having been in the document industry for several years I have seen the opportunities around Productivity and Efficiency for digital apps – Nitro stood out as being a universal product. The product can be plugged effectively into any organization in any country and implemented at impressive speeds. As the world moves closer to a digital economy Nitro offers a secure and paperless solution to the way each employee manages documents and thinks about their workflow – an all-in-one productivity solution is seemingly inevitable. I am excited to see the company grow in the coming years.
What is the best part of your job?
AB: People – both colleagues and customers. I love learning about how organizations work and how Nitro’s technology can be applied to improve business and a company’s overall wellbeing. The culture among my colleagues embodies hard work, a great sense of humor, and above all, a tireless effort to improve people’s lives with the product we are building.
What are some of the challenges you face in your role?
AB: Sometimes (often) we can have the same meeting a dozen times with a prospect because of the different stakeholders involved. Ultimately that means we have to deliver very specific and targeted messages to each individual/group. Simplify – make it easy for them to say yes and you will find success.
What are you looking forward to this year?
AB: With work – contributing to the continued growth and success of Nitro in EMEA. Growing the Enterprise business and smashing records!
