Senior Account Manager

Job Description

The Account Manager is to represent the company by showcasing and selling services to increase both new and the existing customer base of the company. The Account Manager is responsible for the full sales lifecycle including locating and qualifying new prospects by generating interest in the company’s services and products. The primary focus of this position is to sell services and solutions to new and existing clients and develop a thorough understanding of their business and technology needs.

Primary Responsibilities

  • Achieve and maintain a positive rapport with prospects and work to give them the best possible service
  • Responsible for prospecting and qualifying new sale opportunities
  • Work with prospects and active customers to develop a deep understanding of their needs and translate those needs into product requirements that satisfy their demands
  • Cross-selling and up-selling services and solutions to existing accounts
  • Qualify new sales opportunities for current customers
  • Receive requests for service and products details from customers and provide timely responses
  • Conduct onsite or online presentations that showcase the services and products of the company to active and prospect customers
  • Work with management to develop proposals, quotes and respond to RFP/RFI documents
  • Effectively communicate features and benefits of solutions and manage prospect expectations throughout the lifecycle of the account
  • Manage the complexity of Managed IT services proposals, contracts, lease agreements, and service level agreements
  • Maintain in-depth product knowledge of the service offerings of the company
  • Perform sales procedures through activities and opportunities in CRM and remain compliant with defined policies and procedures
  • Properly enter all sales leads and prospects and work through a daily list of sales activities in CRM
  • Initiate contact with prospects that has been generated by the Marketing Team
  • Work with management to develop proposals, quotes and respond to RFP/RFI documents

Additional Responsibilities

  • Attend weekly sales meetings and ensure sales opportunities are compliant with company policy
  • Develop in-depth knowledge of the service catalog and how it relates to customer’s needs
  • Document internal processes and procedures related to duties and responsibilities
  • Responsible for entering time and expenses in CRM as it occurs
  • Understand processes in CRM by completing assigned training materials
  • Review IT publications and online materials to remain up-to-date with current and future technologies emerging in the industry
  • Enter all work as activities or service tickets into CRM

Knowledge and Skills

  • Outside sales experience with selling any of the following: IT services and products, managed IT services, cloud IT services or IT consulting
  • Possess a track record of prospecting, qualifying, managing the customer commitment, negotiation, and closed of the sales process
  • Demonstrated level of success in the development of client relationships
  • Enjoy working with customers and external audiences
  • High energy and drive with good negotiation skills
  • Proficient with general office applications
  • Strong organizational, presentation, and customer service skills
  • Skill in preparing written communications and materials
  • Interpersonal skills: such as telephony skills, communication skills, active listening and customer-care
  • Ability to multi-task and adapt to changes quickly
  • Typing skills to ensure quick and accurate data entry
  • Self-motivated with the ability to work in a fast moving environment

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