Account Manager
1 month ago
The Account Manager owns a specific territory and participates in a team-selling environment. They will work to develop, manage and grow relationships with the existing technology reseller base within their territory and guide them through the annual subscription renewal and identifying incremental subscription sales 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 of 85% of the available renewal revenue as well as new business growth.
The high level of activity requires the individual to balance a range of responsibilities including outbound calling along with a range of territory and account support activities.
Essential Duties and Responsibilities:
Responsible Managing Technology Reseller accounts with assigned territory. This includes renewals sales as well as new business sale.
The Account Manager – proactively contacting all customers with expiring contracts, generating renewal quotes, ensuring renewals are complete, and maintaining customer contact regularly throughout the year.
Maintains a VIPRE renewal rate of 85% for all end user and reseller commercial, education, and state/local government verticals.
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, update notices, New product promotions, follow-up tasks, and agreements for opportunities, schedule product demonstration, follow-up on trial requests.
Conduct daily call campaigns to Reseller accounts in your territory to drive new business sales.
Conducts/coordinates product training for reseller representatives
Follow up in a timely manner on all Customer inquiries and resolve any customer issues.
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 additional and upgrade product sales.
Performs other duties as required.
Accountability and Performance Measures
Achieves assigned sales quota in designated territory.
Meets assigned expectations for profitability.
Meets required KPIs.
Ensure all opportunities are tasked 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.
Qualifications:
Strong account management, customer service, sales, prospecting, and closing skills
Excellent negotiation and communication skills both in person and virtually.
Excellent written and verbal communication skills. Strong Phone presence.
Proven record in inside sales including new business development 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.
Experience:
Minimum of 4yrs + of professional business-to-business inside sales experience
Minimum of 2yrs + IT Channel experience desired.
Must have some technical sales experience. Software/hardware sales experience highly desired
Should be a team player with excellent communication/written skills
Desired Skill:
Microsoft Office
Salesforce – strongly desired
Endpoint Security Software knowledge strongly desired
Education:
Two or Four-year college degree desired
VIPRE Security is an AA/EOE/Vets/Disabled employer.
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