Sales Account Manager

Job Summary:

The role of the Sales Account Manager is to build relationships with new clients and manage relationships with existing ones while serving as a point of contact for clients and internal company teams, often interacting with both daily. As an expert communicator, they are proficient at planning and coordinating account activity, generating sales opportunities, and reporting the status of accounts regularly. A successful candidate will build strong client relationships, identify gaps and growth potential, and explore untapped opportunities.
The Account Manager is the leading force that fuels our growing client relationships in the North American market. The ideal person will have proven experience building on existing relationships, eliminating competitor threats within our customer base, and ensuring customer satisfaction. The Account Manager will be a proactive and curious member of our sales team, identifying growth opportunities for clients before a need or gap has been stated.

Job Description:

Duties/Responsibilities:

• Illustrate the value of products and services to create growth opportunities; compile and analyze data to identify trends
• Perform prospecting activities such as cold calling and networking
• Generate and qualify sales leads and opportunities
• Understand the business drivers of the higher education market and map solutions to enhance the customer's business operations.
• Follow up with clients regularly to ensure needs are being met and to identify opportunities
• Maintain a database of clients, prospects, partners, and vendors
• Develop a sales strategy in the allocated sectors with a target prospect list
• Achieve monthly and quarterly KPIs and quotas
• Prepare sales action plans and strategies
• Negotiate and close opportunities
• Prepare and present sales contracts
• Ability to quickly establish and build relationships
• Acquire new accounts and up-sell / cross-sell into existing accounts
• Maintain a comprehensive knowledge of our products and services and how they can benefit our customers
• Identify Customer pain points and align appropriate Software solutions
• Work with Customers in building Case Studies & ROI to show the value of applying our solutions.
• Manage the assigned territory by providing sales call reports, territory analysis, and accurate forecasting data within SFDC
• Build a capture plan of prospects within the territory. Ability to reach key decision-makers
• Become a trusted advisor to the customer by understanding their existing and future roadmap.
• Arrange and conduct product demonstrations and presentations in conjunction with the Solution Engineering Group
• Support customers after initial sales to seamlessly migrate to our Implementation Team

Required Skills/Abilities:

• A self-starting personality with a spirit of entrepreneurship
• Prior experience in sales, particularly in a B2B environment
• Experience with standard customer management relationship software and platforms
• Understanding of standard sales techniques and theory, including sales funnel
• Strong, active listening skills
• Excellent written and verbal communication and presentation skills
• Ability to travel required
• Experience with complex sales cycles
• Strong Work Ethic and willingness to work extended hours (nights and weekends)
• Proven track record of consistently achieving sales quotas
• Travel up to 50%
• Strong prospecting skills
• Track record of reaching key decision-makers
• Presentation skills both remotely and in-person
• Ability to work with a diverse group of people

Education and Experience:

• A Bachelor’s degree from an accredited College or University with a major in Business Administration Preferred
• 5 years of sales experience in enterprise software (Public Sector preferred)
• Strong working knowledge of the IWMS Market

Worker Type:

Regular

Number of Openings Available:

1