Senior Account Manager

Description:

RESPONSIBILITIES:

• Develop customer account strategies and tactical penetration plans.
• Develop new customer relationships.
• Develop compelling value propositions based on ROI cost/benefit analysis.
• Execute against the major steps of the sales process:
  • Find new business opportunities
  • Qualify new opportunities
  • Close new business.
• Serve as a focal point for customer services issue escalation.
• Manage closure of escalated customer support issue.
• Sell against quarterly and annual revenue targets for subscription and services.
• Maintain high levels of customer satisfaction and loyalty with customers.
• Manage to detail regarding the customer account contact management information through the entire sales life cycle process.

KNOWLEDGE/SKILLS REQUIRED:

• Experience and success in selling high value, mid to large company solutions ($125K and above and 3-6 months in duration for individual transactions).
• Experience and success in selling high value, long lead time enterprise solutions ($250K and above and 6-12 months in duration for individual transactions).
• Experience and success selling implementation consulting.
• Proven sales quota attainment track record ($2M annual quota and above).
• Proven new business development skills.
• Outstanding presentation, facilitation, communication and negotiation skills.
• Outstanding customer-focused Account Management skills.
• Knowledge and understanding of Logistics industry pain points and related cost drivers is preferred.
• Knowledge and understanding of Software-as-a-Service solutions.
• High comfort level and presence with senior executives.
• Extensive travel required.
• Bachelor's degree required.
• Experience with Microsoft Office (Excel, Word, PowerPoint) required.
• Experience with Salesforce and Google Apps is preferred.