The Sales Account Manager is responsible to manage and grow a current client portfolio as well business development in new targeted pursuit accounts of highly technical services for Product Lifecycle Management (PLM) products. These services include but not limited to the implementation, deployment, integration & data migration of PLM products into MES, ERP and other Connective Enterprise systems within the Manufacturing, Automotive, Aerospace & Defense, Industrial Heavy Machinery industries.

Broad areas covered by the job Territory Account Planning & Strategy Client Relationship Management & Satisfaction Account Management and Business Development

How is the job performed: Territory Account Planning & Strategy

Must continually support clients with a twelve-month documented account development plan for each account Must perform at least one weekly sales pipeline review with responsible manager/s Must continually maintain a minimum pipeline of 3X of your quota for a 120-day rolling period

Client Relationship Management & Satisfaction

Manage Objections- The ability to either reverse or deflect objections that prevent creation or advancement of a sales pursuit. Proficiency in this competency will enable you to convert objections into a dialog that exposes underlying concerns or motivations that you can use to move forward in your sales cycle or relationship. Mastery of this competency enables you to look forward to objections and even encourage them as an opportunity to provide thought leadership to advance your relationship, account position, or sales pursuit. A truly collaborative relationship with an executive influencer/decision maker where you are operating at a business advisor strategy level includes diversity of thought that will prompt objections as well as concurrence

Build Momentum- The ability to establish traction and accelerate forward motion toward your desired sales objective. Throughout the sales pursuit, it is your job to determine and create traction and momentum. Both logic and emotion are required for momentum to be created and sustained. Emotion is best affected when you develop a relationship with an individual where trust and confidence has developed and you can help advance their personal agenda. Logic is best evidenced when the client contact can link to key organizational issues or opportunities which are compelling enough for them to move into the shaping phase of demand to co-create a value proposition

Establish Executive Credibility - The ability to understand and confidently discuss business topics in a manner that engages business leaders. To establish credibility at any selling strategy level requires that you can show you can add value to the influencer/decision maker on their critical issues, challenges, and goals. Understanding that every exchange with a decision maker must be relevant and compelling will ensure a value encounter. Your ability to establish a personal reputation or - brand- with the client target as well as with your own leadership team is demonstration of this competency

Account Management :

Hungry Hunter - You must be a hungry hunter and enjoy the challenge of getting in the for the first time and broadening your network.

Gain Access - Gain access and get requested time with targeted individual at the account

Sell Consultatively - Use collaborative communication to engage clients in discussion that result in mutual value

Sell Competitively - Select and execute effective sales strategy and tactics in a differentiated manner to win the business

Negotiate - Effectively overcome obstacles to reach a mutual agreement with the customer

Build Momentum - Establish traction and accelerate forward motion toward your desired sales objective. Throughout the sales pursuit, it is your job to determine and create traction and momentum. Both logic and emotion are required for momentum to be created and sustained

Create Solutions - Combine offerings into a valued and differentiated solution to improve your client's business. Once you have identified the specific influencers/decision makers for the identified opportunity or sales pursuit, you need to uncover the personal and organizational Critical Success Factors (CSFs) that will have the most impact on the individual, or organization to build them into your solution and value proposition. In order to gain their sponsorship of the solution you create. This should translate to your ability to get the client to expand their thinking of their needs or solution parameters and participate in co-developing the beyond the original solution scope

Utilize Resources - Secure and manage required organizational and financial resources to achieve sales results. This ranges from being able to acquire the appropriate product information, marketing messages, and sales support to effectively match your client needs, all the way to leading a cross functional team of highly specialized talent that can include third party and client resources.

Present Value - Present ideas and/or solutions in a manner that fully engages the intellect, emotion and participation of the audience

Education: B.E (Mechanical/IP)

Key Responsibilities:

Revenue growth within a group of accounts

Value creation in terms of acquiring new deals and maintaining high customer satisfaction score, Pipeline and pre-pipeline generation and management, Adherence to the sales/CRM processes.

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