PURPOSE
The Account Manager is a critical role for the Business Unit. This position is responsible for driving new opportunities by selling our solutions and services.
DUTIES AND RESPONSIBILITIES
- Prospecting and Lead Generation: Identify and qualify potential clients through various methods, including networking, cold calling, online research, and industry events. Develop and execute targeted account plans to penetrate key market segments.
- Needs Assessment and Solution Development: Conduct thorough needs assessments to understand client business challenges, technical and services requirements. Collaborate with technical and renewals team to develop tailored service solutions and value propositions that address client needs and deliver measurable business outcomes.
- Sales Presentations and Proposals: Prepare and deliver compelling sales presentations product and services demonstrations to key decision-makers, including C-level executives. Develop and deliver highquality proposals and quotations that clearly articulate the value of our maintenance and managed services.
- Negotiation and Closing: Lead and manage the negotiation process, working closely with internal stakeholders to finalize contracts and close deals. Ensure favorable terms and conditions while maintaining profitability targets.
- Account Management and Relationship Building: Build and maintain strong relationships with existing clients to foster long-term partnerships and identify upsell and cross-sell opportunities. Act as a trusted advisor to clients, providing ongoing support and guidance.
- Sales Pipeline Management: Maintain an accurate and up-to-date sales pipeline in our CRM system, tracking all sales activities and progress toward targets. Provide regular sales forecasts and reports to management.
- Market Intelligence: Stay abreast of industry trends, competitive pricing, and value-added services. Share market insights with the team to inform product development and sales strategies.
- Collaboration: Work closely with internal teams, including marketing, pre-sales and renewals team to ensure seamless execution of sales strategies and client onboarding.
- Achieve Sales Targets: Consistently meet or exceed assigned sales quotas and KPIs, including account coverage, number of meetings, proposals released, win rate, revenue, TCV, margins, and profitability.
QUALIFICATIONS
Minimum Education
- Bachelor's degree in business administration, BS Management, or a related field. MBA or other advanced degree preferred.
- 2+ years of experience in B2B sales.
- Demonstrated experience in managing the entire sales cycle, from lead generation to contract negotiation and closing.
- Experience in dealing with partner's, distributors and principals.
- Strong understanding of maintenance agreement and other services (renewals, on call, MACD and other support services).
- Excellent communication, presentation, and interpersonal skills.
- Proven ability to build and maintain strong relationships with clients and internal stakeholders.
- Strong negotiation and closing skills.
- Ability to work independently and as part of a team.
- Highly organized and detail-oriented, with strong time management skills.
- Proficient in using CRM software (e.g., Salesforce).
- Strong analytical and problem-solving skills.
- Consultative selling approach with a focus on understanding client needs and providing tailored solutions.
- Solution Selling: Ability to effectively articulate the value proposition of our renewals and maintenance and how they address client business challenges.
- Negotiation: Demonstrated ability to negotiate favorable contract terms and close deals while maintaining profitability.
- Relationship Building: Proven ability to establish and maintain strong relationships with key decision makers at target
- Technical Acumen: Deep understanding of maintenance agreement, support services and the ability to discuss technical concepts and solutions with clients.
- Sales Process Management: Ability to manage the entire sales cycle, from lead generation to closing, and accurately forecast sales.
- Communication: Excellent written and verbal communication skills, including presentation and active listening skills.
- Problem Solving: Ability to identify and analyze client problems and develop effective solutions.
- Results Orientation: Strong drive to achieve sales targets and exceed expectations.
- Teamwork: Ability
- Must be willing to work onsite in Makati
