Account Manager

Sales Clearwater, Florida


Description

Position Summary

The Inside Retention Account Manager participates in a team-selling environment and will work to develop, manage and grow relationships with the existing customer base and guide them through the annual subscription renewal and identifying incremental subscription sales and cross sell opportunities through the renewal process. In addition, the Account Manager will facilitate and maintain successful relationships with customers, which will be measured by their strategic touch points of engagement prior to the customer subscription renewal. The Account Manager will support revenue growth by working on specific territory strategies and activities focusing on retention.

The high level of activity requires the individual to balance a range of responsibilities including outbound calling for assigned subscription renewals along with a range of territory and account support activities.

Essential Qualifications

  • Responsible for all the phases of the renewal sales process – proactively contacting all customers with expiring contracts, generating renewal quotes, ensuring renewals are complete, and maintaining customer contact regularly throughout the year.
  • Responsible for incremental growth goals through cross-sell, add-on and upgrade sales to existing customers.
  • Conduct daily Account Management call campaigns to Partner accounts in your territory to maintain retention rates and uncover new sales opportunities.
  • Manage Renewal business pipeline daily and maintain regular contact with all open renewal business opportunities. Manage a pipeline of renewal opportunities and deliver results against monthly, quarterly and yearly forecast objectives and provide & maintain a 4 month rolling forecast and track sales activity in Salesforce.com.
  • Generates renewal letters, quotes and agreements.
  • Follow up in a timely manner on all Customer inquiries.
  • Take the initiative to thoroughly learn the market (competitors, products, and services available).
  • Use knowledge of company products and services to provide end users and reseller partners with information and promote cross and upgrade product sales.

Education and/or Certification Requirements

  • Two or Four-year college degree desired

Required Skills

  • 1 – 3 years Professional business-to-business inside sales experience
  • IT Channel experience preferred
  • Technical sales experience
  • Should be a team player with excellent communication/written skills
  • Strong account management, customer service, sales, and closing skills
  • Excellent negotiation and communication skills both in person and virtually
  • Strong phone presence
  • Proven track record in inside sales with meeting or exceeding goals
  • Ability to work independently and in a team environment
  • Successful quota-carrying experience within inside corporate sales
  • Detailed oriented, well organized, punctual, and must be able to keep up-to-date records on accounts and opportunities

 

Preferred Skills

  • Microsoft Office
  • Salesforce – strongly desired
  • Endpoint Security Software knowledge strongly desired

Accountability and Performance Measures

  • Achieves assigned sales quota in designated territory
  • Meets assigned expectations for profitability
  • Meets required KPIs
  • Ensure all opportunities are well documented and updated in Salesforce
  • Maintains high partner satisfaction ratings that meet company standards
  • Assists with reseller and end user order issues as needed
  • Participate in web-based product demonstrations
  • Completes required training and development objectives within the assigned time frame

 

All prospective employees must pass a background check.

 
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