This role leads and owns the strategy and execution of all sales opportunities for allocated accounts across the UK and Ireland.
The Account Manager owns all sales revenue within the assigned customers in the territory (typically 15 accounts, minimum term 2 years)
The role is accountable for achieving new software bookings and attached new first year maintenance bookings, SAAS Total Contract Value bookings, new consulting and education attach bookings, except software deals below inside sales threshold.
Accountable for achieving bookings plan for all new software business and attached bookings.
Develops and executes specific customer short, medium and long term account strategies and tactical penetration plans.
Builds long-term account relationships, developing and fostering a strong relationship as a trusted advisor to customers.
Maintains high levels of customer satisfaction and loyalty with customers.
Develops compelling value propositions based on ROI cost / benefit analysis.
Executes against the major steps of the sales process : find new business opportunities, qualify opportunities and close new business.
Identifies and utilizes appropriate internal resources to engage in sales cycles, including Solutions Sales capability for identified opportunities.
Identifies business plan and strategy, key decision makers, key performance indicators, and budget constraints.
Maintains an accurate, comprehensive and updated software sales forecast.
Manages interactions with customer during all phases of the sales cycle
Serves as a focal point for customer services issue escalation and elevates unresolved customer issues as appropriate.
Serves as a resource for customer references and provides strategic customer insight including current state of business, additional business opportunities, and challenges faced by the customer.
KNOWLEDGE / SKILLS REQUIRED :
Experience and success in selling high value, long lead time enterprise solutions software ($500K and above and 6 months in duration for individual transactions).
Proven sales quota attainment track record ($2.5M annual quota achievement and above).
Background in Enterprise Application Software sales with an in-depth understanding of the manufacturing vertical.
Proven business development skills and outstanding customer-focused Account Management skills.
Outstanding presentation, facilitation, communication and negotiation skills.
Knowledge of broader solution
Demonstrated track record with Tier 1 and Tier 2 Retailers
Knowledge and understanding of Manufacturing industry pain points and related cost drivers is preferred.
Understanding of broad competitive solution footprints for the Retail information systems marketplace is preferred.
High comfort level and presence with senior manufacturing executives.
Excellent written and verbal communication and client relationship skills.
Strong time management and organization skills.
Ability to discover and develop new opportunities
Ability to prioritize deliverables.