The Account Manager reports to the Sales Manager - Distribution, and is responsible for driving revenue growth within our existing customer base. You will represent the full breadth of our portfolio to customers in your assigned territory, identifying opportunities to both upsell existing products and cross-sell new products to those customers, and achieving monthly and quarterly sales objectives. This role involves a strategic, methodological approach to account expansion, focused on understanding the evolving needs of our customers and in positioning our solutions to meet those needs.
This is a farming role that requires mastery of the entire sales cycle, including developing new and existing relationships at all levels within our customers’ businesses. You will be responsible for understanding our product offerings and competitive landscape and identifying growth opportunities by building and executing detailed account plans. You will be adept at selling strategies that emphasize the value that products and services deliver in solving customers’ biggest problems.
Key Responsibilities
- Develop detailed account plans with clear visions and relationship strategies, aimed at expanding account revenue and deepening client relationships
- Manage sales pipeline and produce accurate sales forecasts within a B2B software context
- Implement advanced sales methodologies and qualification frameworks to increase deal conversions and win rates effectively
- Effectively present and promote the company’s value proposition and product portfolio to stakeholders and potential customers to drive engagement and sales
- Manage the sales pipeline efficiently and provide accurate sales forecasts, supporting effective planning and driving predictable growth
Competencies
- Ability to influence: Capability to guide and influence stakeholders and team members to achieve company goals
- Crisp communication: Clear and effective communicators capable of conveying information succinctly and clearly
- Disciplined execution: Detail-oriented and organized, this leader prioritizes effectively, excels at time management, and anticipates well in decision making
- Strategic account management: Manages strategic accounts to maximize long-term sales opportunities and client satisfaction
- Strategic relationship building: Builds and maintains strategic relationships to support organizational goals
- Portfolio knowledge: Understands our portfolio, its features, and capabilities; positions effectively with customers & prospects
Qualifications
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5 to 7 years of successfully exceeding quota in software sales and/or Distribution/Manufacturing sales
- Strong computer and CRM (Salesforce.com) proficiency
- Proven experience building pipeline in a farming role
- Excellent written and oral/presentation skills
- Ability to engage and demonstrate value at all levels from mid-manager to C level
- Knowledge of the full life cycle of the sales process from prospecting to close
- Ability to problem solve and use consultative selling skills
- Travel Requirement: Around 50%
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Last updated on Feb 12, 2025