Account Manager- Inside Sales and Renewals

US-GA-Atlanta

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Job Description

Aptean, a global leader in enterprise application software (EAS), gives businesses of all sizes a competitive edge. We empower people and businesses with end-to-end, industry-specific solutions to address complex business challenges more effectively. Our software applications and professional business services enable more than 9,000 customers, in more than 100 countries, to more successfully manage their business. Software built specifically for our target markets, aligned with deep knowledge across vertical industries, allow businesses to satisfy their customers; operate most efficiently; and stay at the forefront of their industry. The core values within our culture are intelligence, intensity and integrity.  For more information, visit www.aptean.com.

The Sales and Renewals Account Manager’s (SRAM) role is a newly created role and will be a key individual contributor on a high performing team that consistently delivers market leading retention rates. The SRAM will manage an assigned set of clients and partners with a focus on maintaining and growing renewal rates and establishing partner/client relationships with a particular focus on retaining customers and identifying opportunities for upsell.

The SRAM must be comfortable in communicating the maintenance value proposition, managing basic negotiations, writing proposals, completing renewals and closing sales of add-on/upgraded support service programs. Each SRAM will be contributing to a revenue quota as well as specific targets for renewal rates within their assigned territory. SRAMs will also work as a team with license sales personnel on new maintenance agreement proposals for customers. The assigned territory may have direct customers and/or Channel Partner accounts assigned.

Essential Duties and Responsibilities

  • Protect and grow the maintenance revenue stream and proactively manage assigned accounts.
  • Manage basic negotiations and share lessons learned with less experienced SRAMs on any proposals and negotiations.
  • Process maintenance renewal activities following defined processes and systems, ensuring timely and accurate maintenance renewals are in place for all open agreements.
  • Manage a revenue quota and participate in frequent forecast reviews of assigned territory.
  • Work closely with Customers or Channel Partners to ensure that all renewals are paid to Aptean on or before due date.
  • Manage the relationships with the customers/partners assigned to them with regard to their contracts for maintenance and support, ensuring good communications and high customer retention.
  • Build relationships with those influencers and decision makers regarding maintenance renewals within each of their customers.
  • Maintain good industry and business knowledge and have an excellent level of product knowledge as is relevant for assigned customers/partners.
  • Effectively communicate company messages, value propositions, etc. verbally and in writing.
  • Enhance customer connections in a manner which ensures customer retention and high $/$ renewal rates as measured by quarterly renewal rates.
  • Assist broader account team to provide seamless customer interaction.

Skills & Requirements

  • Four year college degree.
  • Entry level to mid-range (1-3+ years of experience) in Sales or Renewals or Account Management or a similar customer-facing role.
  • Excellent sales, negotiation skills and objection handling skills.
  • 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.
  • Ability to organize and prioritize activities as to meet given deadlines.
  • Possesses a high degree of honesty, integrity and ability to maintain confidentiality
  • Demonstrate a good knowledge of our products and be able to communicate the value they provide.
  • Strong oral and written communication skills with the ability to credibly present recommendations at senior levels in the organization.
  • Must be fluent in English – additional languages are an advantage.
  • Knowledge or previous experience of the software industry
  • Advanced Microsoft skills including Word, Excel, PowerPoint, Outlook
  • Experience of working with and understanding contracts is a plus
  • Professional image and interpersonal skills
  • Organizational and follow up skills, problem solving and analytical skills
  • Good decision making ability and negotiation skills