• Type: Direct Hire
  • Job #35

Commercial Account Manager

The Commercial Account Manager is responsible for selling and presenting our clients products and services to current and net-new prospective enterprise accounts.

The Commercial Account Manager will be aligned with a local Sales Engineer. The goal, as a team, will be to build a strong business justification to the end-user, while ensuring that the given annual quota is met/exceeded.

Responsibilities

  • Prospect and identify key decision makers within the targeted leads.

  • Present and sell our clients SW products and services to current and potential clients.

  • Follow up on leads and referrals resulting from field activity, while maintaining and expanding the database of contacts within the targeted organizations.

  • Uphold sales activities which include prospecting, cold calling, booking appointments, performing demos, and creating proposals.

  • Present to C-Level prospective clients as well as to resellers through effective and enticing product demonstrations.

  • Partner with Sales Managers and Channel Managers to determine a strategic sales approach.

  • Establish and maintain current customer relationships by responding to customer requests and managing/resolving customer issues.

  • Support the reseller communication channel throughout the sales process.

  • Maintain accurate account information and activity detail in Customer Relationship Management system (CRM).

  • Participate in marketing events such as seminars and trade shows when necessary.

  • Percent of travel varies by territory.

Requirements

  • Bachelor’s Degree from a four-year College/University OR 2 – 3 years of business-to-business sales experience/training OR the equivalent combination of education and experience.

  • Technology industry experience preferred.

  • Microsoft Dynamics and Microsoft Outlook skills preferred.

  • Prior experience selling security software products through the use of channel partners.

  • Strong communication and presentation skills.

  • A healthy list of pre-established and prospective contacts in a given territory.

  • Willingness to learn technical aspects of selling our clients SW product.

Competencies

To perform this job successfully, an individual should demonstrate the following competencies:

  • Achievement Focus: Demonstrates persistence and overcomes obstacles; recognizes and acts on opportunities; sets and achieves challenging goals; takes calculated risks to accomplish goals.

  • Sales Skills: Achieves sales goals; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information; overcomes objections with persuasion and persistence.

  • Sense of Urgency: Displays a matter of utmost urgency; understands the importance of making critical business decision in a timely manner with strong attention to detail; realization that efficiency and prioritization is critical to success.

  • Customer Service: Manages difficult or emotional customer situations; meets commitments; responds promptly to customer needs; solicits customer feedback to improve service.

  • Problem Solving: Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions.

  • Written Communications: Edits work for spelling and grammar; presents numerical data effectively; varies writing style to meet needs; writes clearly and informatively.

  • Oral Communication: Demonstrates group presentation skills; listens and gets clarification; responds well to questions; speaks clearly and persuasively.

  • Adaptability: Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.

  • Planning/Organizing: Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; develops realistic action plans.