About the Position:
The Account Manager position is an opportunity work with Object Edge's top accounts. This person will be the lead point of contact for all client matters, anticipate the client’s needs, work within Object Edge to ensure deadlines for client are met, and help the client succeed. The Account Manager will grow revenue within the assigned accounts, by working with existing client contacts and establishing relationships with new client contacts.
Focus will be on identifying areas within an account that can benefit from expertise or solutions we offer that the client is not using today, developing relationships, driving the sales process, and closing new business. Successful candidates will possess excellent communication and organizational skills, a proven sales track record of success and leadership experience in building value-based solutions for customers, and the demonstrated ability to work both independently and within a team.
Location: We are looking nationally for the right candidate; the territory for this opening will consist of named accounts.
Primary Responsibilities:
- Find, Create, develop and maintain effective working relationships within existing accounts such that customers instinctively turn to you for assistance
- Develop and maintain effective working relationships with co-workers in a team selling environment
- Maintain strong grasp of customers business objectives,
- Develop customer technology strategies and road maps
- Maintain strong grasp of account program details and status
- Work with OE Program Management to bring in effective resources and address resource issues
- Manage a full sales cycle including prospect identification, qualification, demo & close
- Exceed quota on a quarterly and annual basis
- Continuously build and maintain a high-quality sales pipeline – lead generation (including cold calling) required while also pursuing and managing leads provided by inside sales lead team.
- Collaboratively work with Systems Consultants to design, plan, and implement a quality and needs-driven sales demonstration program (to include determining sales/demo objectives and designing demo scenarios to meet internal and external requirements)
- Attend key trade shows in your region along with building relationships with current customers and key influencers in the commerce industry to drive overall market penetration strategy
- Maintain detailed notes on deal progress using CRM
- Communicate effectively with C-level prospects and customers
Key Qualifications:
- Bachelor’s Degree (or equivalent)
- 7+ years demonstrated success in one or combination of the following areas:
- Selling enterprise level technology solutions (ideally complex, high value SaaS deals with long sales cycles in a B2B vertical) OR
- Experience working directly with clients in a leadership capacity with strong technical eCommerce knowledge
- Experience proactively engaging external prospects/leads, donors or other “buyers” at both the staff/user and executive level.
- Experience in handling complex projects with many internal coordination points, multi-level/ multi-department external stakeholders and extended timelines
- Strong strategic planning and activity implementation skills (critical thinking, researching, organization, and prioritization) required to create and drive a customer's business objectives
- Strong meeting skills with the ability to command a room and drive favorable outcomes
- Strong presentation development and delivery skills with the ability to hone in on the customers key needs, pain points, and objectives
- A new customer acquisition sales mindset with evidence of exceeding sales quotas or other aggressive business goals for several years
- Demonstrated ability to learn new information, follow designated methodologies. Must have desire/willingness to adopt and execute QSI lead generation and sales processes including cold calling activities into your existing account
- Outgoing, personable nature with excellent communication and rapport building skills
- Demonstrated ability to uncover and access underlying business needs and develop compelling solution/sales messaging
- Excellent influencing and communication/negotiation skills
- High attention to details, diligent in documentation and very organized
- Competitive drive, self-starter, resourceful, collaborative, and coachable
- Strong software skills, Word, Excel and PowerPoint
- Ability to travel flexibly 50% of the time, Travel is often sporadic and will have moments of heavy travel and moments of little travel
- Reside within or adjacent to assigned territory
Object Edge provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. We believe in providing employees with a work environment free of unlawful discrimination and harassment. In addition to federal law requirements, Object Edge complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.