Account Manager Sales Jobs in US-SC-Greenville Aptean

Account Manager


Job#:	AssetPoint
Positions:	1
Posted:	02/07/2017
Job Type:	Full Time
Location:	US-SC-Greenville
Department:	Sales
Category:	Sales
Salary:	Salary + Commission
Benefits:	Benefits

Apply To This Job

Return To List

Job Description

Aptean is a leading provider of mission critical enterprise software solutions. We build and acquire industry-focused solutions to support the evolving operational needs of our customers. Our solutions help nearly 5,000 organizations stay at the forefront of their industries by enabling them to operate more efficiently, thereby ensuring higher customer satisfaction. For more information, visit www.aptean.com. The Account Manager (AM) is a key individual contributor on a high performing team that consistently delivers, net-new sales, market leading cross-selling/up-selling, maintenance renewal retention rates, and customer satisfaction. The AM will manage prospects, an assigned set of clients with a focus on maintaining and growing license sales, renewal rates, and establishing partner/client relationships with a particular focus on retaining customers and identifying opportunities for cross-sell/up-sell. The AM must be proficient in creating/sustaining customer relationships; communicating the maintenance value proposition; managing negotiations; writing proposals; completing renewals; and closing sales of add-on/upgraded support service programs, professional services, and software. Each AM will be contributing to a software and professional services bookings quota as well as specific targets for renewal rates within their assigned territory. The assigned territory may have direct customers and/or Channel Partner accounts assigned.

Skills/Requirements

Scope

Knowledge: A seasoned, experienced professional with a full understanding of area of specialization; resolves a wide range of issues in creative ways. This job is the fully qualified, career-oriented, journey-level position.

Complexity: Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors. Demonstrates good judgment in selecting methods and techniques for obtaining solutions. Networks with senior internal and external personnel in own area of expertise.

Supervision: Normally receives little instruction on day-to-day work, general instructions on new assignments.

Principle Duties and Responsibilities

 
<ol>
<li>
Generate new license and services bookings from the assigned account base and prospects. (~$1M Annually)</li>
<li>
Protect and grow the maintenance revenue stream and proactively manage assigned accounts</li>
<li>
Identify opportunities to cross-sell additional Aptean products, add-on licenses for existing Aptean products, and professional services.</li>
<li>
Manage a revenue and bookings quota and participate in frequent forecast reviews of assigned territory.</li>
<li>
Operate according to Aptean Account Management processes, including:
<ol style="list-style-type:lower-alpha;">
<li>
Creation and use of Account Plans</li>
<li>
Creation and on-going maintenance of portfolio segmentation for each product line</li>
<li>
Designation of At Risk customers and leading the internal and external efforts to retain those customers</li>
<li>
Attainment of quarterly Maintenance Renewal targets</li>
<li>
Maintain rolling twelve-month forecast in Aptean’s sales forecasting tool, Pivotal</li>
<li>
Other processes as needed</li>
</ol>
</li>
<li>
Manage basic negotiations and share lessons learned with less experienced Account Managers on any proposals and negotiations.</li>
<li>
Working with Renewal Account Manager(s), process maintenance renewal activities following defined processes and systems, ensuring timely and accurate maintenance renewals are in place for all open agreements.</li>
<li>
Work closely with Customers and Channel Partners to ensure that all renewals are paid to Aptean on or before due date.</li>
<li>
Manage the relationships with the customers/partners assigned to them, ensuring good communications and high customer retention.</li>
<li>
Build relationships with those influencers and decision makers within each of their customers.</li>
<li>
Maintain good industry and business knowledge and have an excellent level of product knowledge as is relevant for assigned customers/partners.</li>
<li>
Effectively communicate company messages, value propositions, etc. verbally and in writing.</li>
</ol>

Education

Bachelor's degree required

Work Experience

Typically requires a minimum of 3 years of related experience with a Bachelor’s degree; or 1 year and a Master’s degree; Typical range is 3-5 years.

 

Knowledge

·         Asset Management / EAM / CMMS Market

·         ERP Sales

 

Skills and Abilities
<ul>
<li>
3-5 years of experience in Sales or Account Management or a similar customer-facing role</li>
<li>
Proven track record with net-new sales, from qualification thru closing</li>
<li>
Experience managing direct customer relationships and partner/channel relationships</li>
<li>
Experience with software sales, specifically in the ERP, EAM/CMMS market space.</li>
<li>
Excellent sales, negotiation skills and objection handling skills</li>
<li>
Must be motivated, goal oriented with the proven ability to work with minimal direction and maintain a high level of collaboration across geographically diverse teams</li>
<li>
Ability to organize and prioritize activities as to meet given deadlines</li>
<li>
Possesses a high degree of honesty, integrity and ability to maintain confidentiality</li>
<li>
Demonstrate a good knowledge of our products and be able to communicate the value they provide</li>
<li>
Strong oral and written communication skills with the ability to credibly present recommendations at senior levels in the organization</li>
<li>
Must be fluent in English – additional languages are an advantage</li>
<li>
Knowledge or previous experience of the software industry</li>
<li>
Advanced Microsoft skills including Word, Excel, PowerPoint, Outlook</li>
<li>
Experience of working with and understanding contracts is a plus</li>
<li>
Professional image and interpersonal skills</li>
<li>
Organizational and follow up skills, problem solving and analytical skills</li>
<li>
Good decision making ability and negotiation skills </li>
</ul>

Aptean, Inc., is an Equal Employment Opportunity Employer. In accordance with applicable federal, state and local laws No applicant for employment with Aptean shall be subjected to discrimination because of race, color, sex, national origin, religion, disability, age, covered military veteran status, reprisal for engaging in anti-discrimination activities, protected genetic information, sexual orientation or parental status.

 

*LI-AM1

Apply To This Job