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Job Function: Sales The role:
An Account Manager is responsible for building strong relationships with SoftwareOne customers to ensure the ultimate customer experience and that maximum value is received throughout customer lifetime. This role provides ongoing sales support to existing customers, handles the customer relationship and customer satisfaction. The AM builds & implements the account strategy, helps identify new sales leads, and collaborates with our Solutions Sales Specialist to develop sales plans and find opportunities. The role is ultimately responsible for the complete relationship with the customer.
Role and Responsibilities
Be the primary point of contact and maintain a positive relationship with existing accounts and identify growth potential take ownership on the customer experience
- Understand customer needs and business objectives and offer the right solutions to customers
- Ensure the timely and successful delivery of our solutions
- Keep customers satisfied by delivering exceptional service on a day-to-day basis
- Drive proactive new Sales, Renewals, and overall Opportunity Management
- Develop, maintain, and implement a highly efficient Account Management by focussing on
- PureCloud and Self Services
- Providing customer services remotely
- Lead day-to-day customer and partner requests
- Track and forecast of defined account metrics / KPI's and financials
Functional Skills
Account Management-Advanced
Focuses on forming relationships with existing clients to transform them into key strategic accounts. Cultivates these relationships to either retain the clients' business or grow opportunities within the client.
Account Planning-Skilled
Develops strategic plans to improve value driven relationships with customers. Maps out the process of closing a deal to retaining and growing the relationship.
Cross-Selling-Advanced
Encourages the purchase of an additional related product or service to an existing customer. Supplements or complements the purchase and provides additional benefit to the customer.
Customer Experience Management-Advanced
Designs and delivers an outstanding customer experience, considering the customer journey, brand touchpoints, and the environments the customer experiences.
Sales Methodology-Advanced
Implements the organisation's philosophy or framework of selling services and solutions to customers. Understands how to approach each phase of the sales process.
Sales Platforms-Skilled
Processes daily sales tasks using the SWO’s CRM and preferred sales platform. Keeps data like contacts, leads and opportunities updated, integrates colleagues in the sales process. Observes and updates the weekly forecast and checks daily bookings.
Sales Prospecting & Qualification-Skilled
Develops a strategic approach for identifying new business opportunities. Engages these opportunities continuously until it either goes cold or leads to a sale.
Upselling-Advanced
Encourages the purchase of a comparable higher-end version of what the customer intended to purchase.
Value based Selling-Advanced
Provides customers with a valuable perspective around industry, trends and the customer's own business and tailors solutions and sales messages to meet customer needs displaying a level of confidence and credibility in front of the customer.
Software & Cloud-Skilled
Understands Software Licensing and can evaluate software contract spend and utilization in a given organization in order to optimize spending patterns, technology usage, and implementation strategies. Basic understanding all vendor related incentive and funding programs.
Application Services-Awareness
Understand the customer's cloud strategy and how our application modernization strategy can accelerate and optimize the customer's cloud journey. Understands our SoftwareOne USPs and is able to explore new opportunities and start new conversations with customer personas like Chief Architect, head of development or CIO. Ability to define key opportunity sponsors including different roles in the organization and representatives from hyperscaler's sales teams to get a winning position at the customer. Can orchestrate the right resources needed to drive a complex sales opportunity and understands if all customer partners are involved to close the deal.
What we need to see from you: Experience in selling hyperscaler cloud platforms (AWS or Microsoft) is preferred
Exposure in selling next generation solutions i.e Generative AI, Data and Analytics, Application Modernization will be an added advantage
At least 3-5+ years of local sales experience in the enterprise and mid market segments
Experience in a sales hunting role
Ability to bring in new accounts through existing client relationships
Foundation Skill:
Building Relationships-Advanced
Creates relationships with immediate team and across the organization characterized by a high level of acceptance, collaboration, and mutual respect. Forms relationships outside of the organization that supports individual growth and/or business success.
Customer Centricity-Advanced
Establishes effective relationships with internal/external customers to understand their needs. Displays a customer service orientation when interacting with others. Is patient, calm and tolerant in difficult situations.
Customer & Market Orientation-Advanced
Understands customers' strategic business objectives, how their decisions are made, their positions in the market, their opportunities and their challenges and has a clear understanding of existing and emerging market and industry needs.
Financially Savvy-Skilled
Adept at budgeting, financial forecasting, cost management, analysis, and reporting for specific business unit / function.
Negotiation-Skilled
Ability to overcome or minimize barriers and address needs and preferences of key decision makers, using assertive tactics when appropriate and has the ability to achieve a win outcome for SWO and the customer.
Why SoftwareOne?: SoftwareOne is a leading global software and cloud solutions provider that is redefining how companies build, buy and handle everything in the cloud. By helping clients to migrate and modernize their workloads and applications – and in parallel, to navigate and optimize the resulting software and cloud changes – SoftwareOne unlocks the value of technology. The company’s 8,900 employees are driven to deliver a portfolio of 7,500 software brands with sales and delivery capabilities in 90 countries. Headquartered in Switzerland, SoftwareOne is listed on the SIX Swiss Exchange under the ticker symbol SWON. Visit us at https://www.softwareone.com/en