An Account Manager (AM) is responsible for building strong relationships with SoftwareONE customers to ensure the ultimate customer experience and that maximum value is received throughout customer lifetime. This role provides ongoing sales support to existing customers, manages the customer relationship and customer satisfaction. The AM builds & implements the account strategy, helps identify new sales leads, and collaborates with Business Development Executives to develop sales plans and identify opportunities. The AM owns the overall accountability and is responsible for the holistic relationship with the customer.
Role and Responsibilities
- Be the primary point of contact and build and maintain long-term relationships with customers
- Proactively seek new opportunities to expand our customer base, acquiring new logos and bolstering our market presence.
- Play a pivotal role in team strengthening, nurturing internal relationships to ensure seamless collaboration and effective sales strategy execution
- Develop a trusted advisor relationship with customer stakeholders and executive sponsors
- Take ownership on the customer experience
- Understand customer needs and business objectives and offer the right solutions to customers
- Ensure the timely and successful delivery of our solutions
- Keep customers satisfied by delivering exceptional service on a day-to-day basis
- Develop, maintain and execute an account strategy with short-/ mid-/ and long-term goals on
- Account growth
- Profitability
- Customer retention
- Customer satisfaction
- Lead, moderate and orchestrate all activities on accounts.
- Enhance organization’s reputation by taking ownership for accomplishing new and different requests; exploring opportunities to add value to our customers
- Track and forecast of defined account metrics, KPIs and financials
- Demonstrates proficiency in engaging stakeholders from IT to C-level, articulating the business value of offerings, while also presenting SoftwareONE's diverse portfolio and showcasing customer outcomes achieved through advisory, delivery, and managed services
What we need to see from you:
- 3 to 5 years professional sales experience in high-tech or service-related industry with preferred successful software sales
- Experienced selling into mid to large enterprise customers
- Demonstrated experience in selling enterprise software products/services/solutions is a strong advantage
- Ability to build relationships and quickly develop trust with C-level executives
- Highly motivated and results oriented
- Strong presentation, communication, organization, multitasking, time management skills
- Solid problem solving and consultative skills required
Functional Skills
- Account Management: Actively pursuing new business opportunities by targeting potential clients. Emphasizing the development of strong connections with current clients to elevate them into pivotal strategic partnerships. Cultivating these relationships with the aim of either maintaining existing business or expanding opportunities within the client base.
- Account Planning: Develops strategic plans to improve value-driven relationships with customers. Maps out the process of closing a deal to retaining and growing the relationship.
- Cross-Selling: Encourages the purchase of an additional related product or service to an existing customer. Supplements or complements the purchase and provides additional benefit to the customer.
- Customer Experience Management: Designs and delivers an exceptional customer experience, considering the customer journey, brand touchpoints, and the environments the customer experiences.
- Sales Methodology : Implements the organization’s philosophy or framework of selling services and solutions to customers. Understands how to approach each phase of the sales process.
- Sales Platforms: Processes daily sales tasks using the SWO’s CRM and preferred sales platform. Keeps data like contacts, leads and opportunities updated, integrates colleagues in the sales process. Observes and updates the weekly forecast and checks daily bookings.
- Value based Selling: Provides customers with a value-added perspective around industry, trends and the customer's own business and tailors solutions and sales messages to meet customer needs displaying a level of confidence and credibility in front of the customer.
