Account Manager
3 weeks ago
Account Manager (Public Safety)
San Diego, CA
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About CentralSquare Technologies
CentralSquare is a unique enterprise software company whose mission is to build safer, smarter, more connected communities. More than 8,000 public sector agencies trust CentralSquare solutions each and every day. We serve governments of all sizes, from small towns to major cities, to make delivering public services less costly and more efficient.
Job Description
Account Manager (Western Time Zone)
What We’re About:
At CentralSquare, you’ll get the opportunity to work in a collaborative environment within a company that builds complex web-based enterprise applications for our Public Servants across North America. As over 250 Million citizens in the US are impacted by CentralSquare Software, we are on a trajectory to revolutionize the way agencies address citizens’ needs by improving quality of life and building safer, smarter communities...and we need great candidates to do it
Looking to grow your career? That’s great Hard work should be rewarded, and we are committed to cultivating careers while providing competitive compensation and a great benefits package, including tuition reimbursement, parental leave, paid volunteer hours, and unlimited PTO. Our flexible work environment also enables you to take advantage of an excellent work-life balance whether you are in office or working remotely.
Job Summary:
This role establishes and maintains long-term relationships within an assigned territory of CentralSquare clients and uses those relationships to preserve, promote and expand CentralSquare business with key client stakeholders. Positional goals include client satisfaction, client references, add-on sales, and continued renewal of the client’s annual system maintenance. The Account Manager will work under moderate supervision with latitude for independent thinking and judgment.
Job Duties Include:
•Maintain sales coverage for assigned territory. This includes selling additional add-ons and cross-sell products to CentralSquare customers.
•Account Manager will be assigned a 12-month quota. Quota progress will be monitored through weekly/monthly/quarterly/annual reviews with manager.
•The primary focus of the Account Manager is to promote whitespace selling of additional cross-sell products and more complex CentralSquare offerings. These product offerings would normally be over the $15k threshold.
•Utilize CSVS (CentralSquare Value Selling) when working with opportunities and customers. Employee will be provided training for CSVS, but then expected to implement these tools throughout the sales cycle.
•Proficient in using Sales Force and CPQ as primary repository of all communication and quotes.
•Account Manager is expected to document phone calls and record emails in Sales Force.
•Account Manager is expected to maintain a sales pipeline within Sales Force and keep current and accurate updates, along with close dates, stage, and deal forecast data.
•Secure sales in an ethical manner that meets and exceeds customers’ expectations.
•Engage customers through phone calls, emails, and other methods to promote additional product offerings using exceptional communication skills.
•Proficient in outlook, scheduling of meetings, coordinating demo events, whether that be web or on-site. Will ask as the liaison and main point of contact in group events for your territory.
•Learn and be able to explain the CentralSquare product offerings at a high level to become a trusted advisor to the customer base. This also includes the public safety industry.
•Communicate with internal terms to represent customers’ needs, along with setting the correct expectation with customers during demos and engaged conversations.
•Must follow CentralSquare's code of ethics and sell products that are available to sell based on product and marketing communications.
•Must be able to negotiate and implement contracts, sales orders, change orders and follow processes to ensure you have the correct documentation to book an order. This may involve working directly with our legal and contracts team, along with finance to ensure you have met all the required steps internally and with the customer.
•Maintain CentralSquare policies on discounts and always engage appropriate management for discount approval.
•If a Request for Proposal (RFP) is received in assigned territory, engage with the proposals team, and provide the required documentation in a timely manner. This may include proposal, assistance in gathering required documents, references, SOW, etc.
•Provide friendly customer service when talking with any customer. Engage customer success or support when customer needs additional help or becomes escalated.
•Engage and learn about your assigned territory. This may include knowing who your competitors are, knowing which CST products your customers use, and monitor any trends that may be happening in the assigned territory.
•Travel up to 25% as needed for on-site presentations, sales meetings, and/or training.
•Position will require a home office with ability to conduct meetings, phone calls and maintain a professional environment. Internet connectivity is also required.
•Performs all other duties as assigned.
Skills & Requirements
•Bachelor’s Degree Required, preferably in Business Administration or similar focus
•Ability to learn and adapt quickly in a fast pace work environment
•Proficient in Salesforce and other MS Office products
•Minimum of 3-5 years of client-facing sales experience. (Preferably software sales)
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