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Account Manager

2 months ago

Phoenix, Arizona, United States Televerde Full time
Job Title: Account Manager

Televerde is a global demand generation company that provides sales and marketing solutions designed to acquire new business and accelerate revenue. We serve as strategic partners for our clients, dedicated to delivering exceptional results from the moment leads enter the sales pipeline to close.

Job Purpose:

Under the direction of Regional Sales Management, the Account Manager develops and maintains long-term client relationships while helping to grow revenues and profits for Televerde. The Account Manager is responsible for growth by prospecting, and building pipeline across the prospecting ecosystem. This includes but is not limited to closing net new business, and building a referral base.

Key Responsibilities:
  • Identify and Qualify Prospects: Identify and qualify prospects that support alignment between sales and marketing strategies which drive new clients and new revenue streams.
  • Meet Sales Activity Minimum Requirements: Successfully meet all sales activity minimum requirements as well as monthly quota requirements.
  • Qualify and Convert Leads: Qualify and convert both sales sourced leads and identified opportunities through provided leads that result in closeable business.
  • Develop Customer Acquisition Strategies: Develop customer acquisition and account penetration strategies and lead them through execution.
  • Present Solutions: Summarize the right solution(s) and offer it to prospect in an organized and comprehensive format that describes the solution, how it aligns to the clients' needs and growth objectives, and includes pricing, ROI, and value benefit proposition.
  • Present Key Messages: Create clear, concise synopsis of the key messages into a creative presentation (usually PowerPoint) and present it to engage and share key information.
  • Develop Improved Relations: Continuously develop improved relations with clients and internal departments through frequent discussion and interaction.
  • Complete Discovery Calls: Successfully complete discovery calls with prospects/clients to determine solution alignment that will result in an effective, well-planned campaign that delivers ROI.
  • Document Sales Process: Daily documentation within all applicable systems about the sales process, accounts, and metrics to drive sales process. Leads, opportunities, and activities are created and managed within
  • Negotiate Contracts: Successfully negotiate contracts and ensure client's needs are met while achieving maximum profitability for Televerde.
Requirements:
  • Education and Experience: Bachelor's degree or relevant experience required.
  • Minimum 3+ Years B2B Direct Marketing Sales Experience: Minimum 3+ years B2B direct marketing sales experience, with lead development into mid-size and enterprise accounts.
  • Experience in Developing Sales Plans: Experience in developing sales plans and accurate sales forecasts is required.
  • Experience in the Technology Market Sector: Experience within the Technology market sector is helpful.
  • Knowledge, Skills, and Abilities: Demonstrated ability to successfully find and cultivate new leads through cold calling.
  • Knowledge of the 6 Critical Entry Points: Knowledge in the 6 critical entry points: sales, marketing, corporate, field, regional, channel, and database marketing.
  • Able to Connect Pain of Potential Client: Able to connect pain of potential client during lower-level discussion to the actual high-level need of the organization.
  • Able to Map People and Titles: Able to map people and titles to corporate structure, understand roles and responsibilities, align roles to their growth objectives and success criteria, facilitate handoffs to others, and set goals.
  • Understand Divisional and Reporting Relationships: Should understand divisional and reporting relationships, authority for decisions, building trust and belief in the value of you and your company.
  • Excellent Understanding of Selling High-Value Services: Must have an excellent understanding of the process and strategies of selling high-value services to business executives in large organizations in a competitive situation.
  • Ability to Summarize Solutions: Ability to summarize the solution and offer it into an organized and comprehensive format that describes the solution, aligns to the clients' needs and growth objectives, and positions the offering with pricing, ROI, and value benefit proposition.
  • Ability to Interpret and Anticipate: Ability to interpret and anticipate, understanding decision-making systems and authorities: budgets, cycles, influencers, and deterrents, competition.
  • Ability to Correctly Enter Client Data: Ability to correctly enter client data into Must be able to populate related fields, extract, import, and report on individual activities.
  • Ability to Successfully Manage Forecastable Prospects: Ability to successfully manage forecastable prospects thru the process.
  • Ability to Effectively Manage Time: Ability to effectively manage time across multiple customers and projects.
Work Environment/Physical Demands:
  • This Position Requires: This position requires constant communication and interaction with all parties involved with the campaigns by phone and in person, as well as some travel to clients not located in AZ. Ability to move wrists, hands, and/or fingers in a repetitive motion.
  • Ability to Continuously Stand, Walk, Reach, Kneel, Bend, Stoop, Push/Pull, and Sit: Ability to continuously stand, walk, reach, kneel, bend, stoop, push/pull, and sit.
  • Ability to Lift Up to 25 Pounds Occasionally: Ability to lift up to 25 pounds occasionally.
  • Communicating Effectively: Communicating effectively with employees, vendors, and clients.
  • Continuously Working at a Desk and Computer: Continuously working at a desk and computer