Vacancy expired!
Job Description
Summary of Duties & Responsibilities This role is based in AustraliaGlobal Software Development company is looking for a Senior Account/Client Sales Manager. This role based in Sydney, Australia and the candidate must live in Australia.The Account Executive's primary function is to sell software products and accompanying services to new clients. The Account Executive handles the sales processes, including lead generation activities through to contract negotiation. A successful Account Executive uses our solution-selling methodology to develop relationships with the prospective client, and present the our software solutions in a way that differentiates it from the competitive offerings and addresses the specific needs of the potential user.The Client Services Specialist's primary role is to be responsible for managing client relationships and maintaining client satisfaction. The Client Services Specialist role serves as the primary liaison (client advocate) between us and the client.Essential Functions- Understand our target market
- Create a territory business plan that generates 3x-4x of your quota in pipeline opportunity
- Follow a sales process that includes the following activities
- Lead generation activities to engage C-level prospects, including emails, LinkedIn, phone calls and industry-event attendance
- Qualification activities from discovery to demo
- Partnership with the Sales Engineer to present the software solution
- Quarterbacking all prospects through RFIs and detailed sales meetings
- Commitment negotiations with the prospect and agreement obtainment for software and services
- Continue to develop product knowledge and industry expertise
- Work with other members of the global Sales and Client Management teams to meet the global goals established for the teams
- Navigate the prospect/client organization to develop key relationships with C-suite exectuives while furthering relationships with other key elements in the firm such as Operations, Finance and Technical personnel
- Stay educated about current industry trends and be able to speak intelligently about the architectural and engineering industry as a whole as well as the financial accounting and project management disciplines
- Work internally with our business line directors (FAM, PPD, BIKM, P&T and ICS) and product managers to understand their respective business line roadmaps and how they relate to our solution as a whole
- Conduct meaningful discovery with the client/prospect and position professional services accordingly
- Develop and deliver accurate solution-based presentations to existing clients and prospects
- Work closely with the Sales and Client Management leadership to support the planning and implementation of new applications and solution lines within existing clients and prospects
- Ensure that all prospect/client interactions (emails, phone calls, visits, demonstrations, engagement letters, etc.) are fully documented in the sales/client management business system (Microsoft Dynamics)
- Accurately forecast and track leads and opportunities per internal procedures
- Report all relevant prospect/client issues and concerns to manager
- Comply to all company and group policies and procedures
- Achieve annual professional service and client retention goals
- Work closely with clients to ensure their AR is paid on a timely and current basis
- Complete weekly timesheets and expense reports on a timely basis
- Performs other related duties as directed
- Excellent communication and presentation skills
- Ability to work in a team environment
- Excellent organization skills
- Well-versed in Microsoft Office suite, CRM and other sales/client management technology
- Ability to conduct thoughtful, solution-based discovery (asking targeted questions, listening and documenting)
- Ability to position, secure and manage the sale of consulting services into a portfolio of client accounts
- Ability to grow a base of business to meet and exceed quarterly targets
- Responsive and accountable both internally and externally
- Ability to balance client advocacy while protecting business interests
- Ability to work successfully in a fast-paced, collaborative team environment, remote via Zoom
- Bachelor's degree in Business Management or related field from a four-year college or university
- 7-10 years of sales/client experience
- 7-10 years of product delivery experience
Vacancy expired!