Account Manager - Inside Sales 8/17/2016
JOB DESCRIPTIONAPPLY PGi is the world’s largest dedicated provider of collaboration software and services. We created iMeet®, an expanding portfolio of purpose-built applications designed to meet the daily collaboration and communications needs of business professionals, with solutions for web, video and audio conferencing, smart calendar management, webcasting, project management and sales productivity. PGi’s award-winning unified communications and collaboration (UC&C) solutions help nearly 50,000 businesses grow faster and operate more efficiently. Visit us at http://www.pgi.com/
The Account Manager builds rapport and sells the companys software products directly to existing business clients through independent inside sales activity or by partnering with an existing Account Management team to prospect for new lines of business within the client organization. They conduct needs analysis with existing customers to identify the best fit for software and subscription services, generate new leads, build and manage a prospect pipeline, and develop strong relationships with clients for the purpose of penetrating accounts and positively impacting rate compression and customer attrition. The Account Manager also assists to track existing customer contracts coming due for renewal, identifies opportunities for increased sales, and secures revenue under contractual agreements. They negotiate pricing and contracts, and close deals to meet or exceed sales objectives and quota.
Responsibilities:Acquire new business through farming and lead generation activities associated with a base of current customers -Prospect to identify decision makers and generate prospects within existing customer base for new business salesGenerate leads by creating a penetration plan and building, maintaining, and managing a self-initiated pipeline and dynamic funnelMake warms calls to existing and prospective clientsSchedule informational calls and conduct meetings and information sessions with prospects and clients to determine needs, provide information on services available, and effectively demonstrate solutionsAct as a consultant to prospects and clients on current offering of products and capitalize on opportunitiesAssertively follow up and overcome objectionsClose sales and achieve sales goals set by manager each monthEffectively manage customer compression and attrition -Demonstrate extensive knowledge and use of current solutionsBuild rapport with clients over the telephone and via web collaboration toolsPresent products and services through the utilization of current solutionsManage the entire contract/customer agreement processNegotiate rates for servicesDevelop new revenue opportunities from existing accountsMaintain existing revenue from accountsManage contracts for existing customers to secure renewal agreements and sell additional services -Track contracts by renewal dateUnderstand contract terms and conditionsConduct research to understand customers usage associated with the contracted servicesConduct analysis to determine best product to meet client needsWork jointly with Account Manager to develop sales plan to deliver to clientTrack renewals and conversions and conduct analysis on lost renewalsComplete required administrative functions -Report sales activity in company designated systems and databases as requiredParticipate in educational sessions on a regular basis to stay up-to-date on current offeringsComplete required reporting and other team activitiesParticipate in team meetingsAttend weekly 1x1 meetings with managerReport on contract status, renewals and conversionsPresent business trends and read out on performance each quarter
High School diploma or equivalent (college degree preferred)
Experience:3 years of relevant sales experience including territory management and strategic account growthExperience selling software as a service (SaaS) preferred
Knowledge, Skill, Abilities:Demonstrated ability to build and maintain an effective sales funnelDemonstrated success multi-taskingDemonstrated success composing e-mails and proposals that are articulate and grammatically correctSelf-starter with demonstrated success working in a team environmentTech-savvy-- Ability to quickly learn and speak to our companys software solutions including ability to learn burgeoning web technologies (i.e., Web Conferencing and meeting space)Demonstrated ability or aptitude to sell using a direct sales model and comfort and fluency in successful warm calling practicesAbility to conduct effective needs analysis meeting with customers and prospectsAbility to provide clear, concise, and effective communications with a C-level audience via written, oral, and social media channelsIntermediate computer skills including Microsoft Office Suite proficiencySolid understanding of what social and professional networking sites bring to the business communityStrong negotiation skillsAbility to manage contracts process
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