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Account Manager- APAC/US


Source:
TIMESJOBS.COM
Date:
09-11-2016
Job Code:
58234030
Categories:
  • IT
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Job Details

Key ObjectivesImprove customer satisfaction and reduce customer churn through innovative customer engagement strategiesIncrease revenue and LTV of existing customers by implementing various account management, up-selling and cross-selling strategiesRequirementsProven sales abilitiesExperienced in selling Software, preferably in SaaS modelExperienced in selling software products to international customersInside sales experience of executing sales remotely using combination of telephonic, email and marketing automation strategiesAbility to engagement with customers through high quality email communication that reflects empathy, solutoin oriented, customer centric approachAbility to engage with customers from multiple geographies with diverse accents using high quality verbal communication skillsGood listening and problem solving skillsJob DescriptionStrategic Account PlanningBuild annual account management strategies with the help of Head of Customer Success TeamPrepare quarterly revenue achievement plans based on the defined targetsPrepare quarterly client enagement plan and review existing set of activitesDetermine innovative customer engagement strategies by researching marketing automation, analytics toolsPosition new/ updated solution offerings to the customers and generate product improvement/ value addition data pointsLead sales bid process including determining client requirements, customizing solutions, estimating commercials, developing win strategy etc. and involving Head Customer Success as requiredCustomer Development and RetentionExecute customer development and retention strategies in managing strategic accounts for assigned areaDevelop client relations and manage assigned strategic accounts on an ongoing basis by Serving as a single point of contact for all commercial and operational issuesMaintaining regular connect with customer and seeking feedback on a regular basisRenewing contracts in a timely manner as per defined standards and policies with support from ProcurementMaintain and update account plan with new opportunities, retention initiatives etc.Track and monitor account performance, service increase/decrease, referencability, growth potential, and other account management metricesGenerate customer references, endorsements through various channels like product reviews on public forums, customer videos, endorsement emails etc.Sales Management & ReportingAchieve quarterly revenue targets from existing customersIdentifying and executing selling opportunitiesManaging price increase process and ensuring recoveryProvide inputs to Head of Customer Success on target allocation/ assignment where requiredParticipate in periodic sales reviews to provide a view to Head Customer Success on account performance, highlight issues, discuss resolution options and seek decisions on key issuesRecord sales data by leveraging appropriate tool/platform and prepare sales metrics/ reports for assigned area (where required) for reviewCross-functional responsibilitiesCoordinating with the sales team in understanding customer use cases, customer requirements and terms of initial engagementCoordinating with the product team in ensuring latest version releases and communicating recuring client requirements that can enhance product functionalityClose coordination with Service Delivery team to ensure quality of services as per defined standardsWork closely with Technical Support team to ensure resolution of customer queries to their satisfactionCoordinating with Finance team over commercials and renewal requirementsCoordinating with Marketing team in building consulting collateral like best practises, analytical reports that can be shared with customers for improving their business performanceDevelop and execute contracts with support from Procurement and Legal teamsOther ResponsibilitiesComply with standard sales processes (e.g. lead, account, opportunity creation on saleforce.com)Gather and understand client requirements and design and create reports by analyzing and data mining from various internal data basesLogical approach to problems and have ability to solve complex problems with minimum supervisionMaintain quality and on time delivery of agreed deliverablesSales Pipeline & Revenue performance analyses on a weekly basisDo Competitor and market trends analysis on a monthly basis
Degree: MBA/ PGDM

Additional Degree: BA (Arts) | B.Com. (Commerce) | B.Pharm. (Pharmacy) | B.Plan. (Planning) | B.Sc. (Science) | BBA/ BBM/ BBS | BCA (Computer Application) | Diploma-Other Diploma | B.Ed. (Education) | BHM (Hotel Management)

Experience: 3-8

Requirements

Accounting/Financial Products | Client Servicing | Corporate Sales | Relationship/Account Servicing
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