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Strategic Account Manager

2 months ago

Plano, Texas, United States Perficient Full time
Job Description

Perficient is seeking a highly motivated and strategic Account Manager with an entrepreneurial mindset to cover the Ohio Valley and East to NYC. As an Account Manager, your primary responsibility is to partner with the Oracle channel to drive growth, add net new logos and grow revenue. You will be expected to independently drive business development activities including pipeline development and building and maintaining relationships with prospects, clients, and most importantly, the Oracle field sales teams. This role requires a hunter mentality to build and break into net-new accounts for Perficient.

About Perficient

Perficient is a leading global digital consultancy. We imagine, create, engineer, and run digital transformation solutions that help our clients exceed customers' expectations, outpace competition, and grow their business. With unparalleled strategy, creative, and technology capabilities, our colleagues bring big thinking and innovative ideas, along with a practical approach to help our clients - the world's largest enterprises and biggest brands succeed.

Responsibilities

  • Drive end-to-end sales process in collaboration with key sales functions (lead inquiry, qualification, scoping, estimating, SOW, contract negotiations, etc.)
  • Create and execute strategic plans for your book of business.
  • Leverage existing network of relationships in the industry and with Salesforce to bring Perficient into new accounts and opportunities.
  • Maintain awareness of competitive activities, positioning, and pricing and develop effective approaches to competing and winning against these competitors.
  • Develop and manage key relationships with the Oracle field sales teams to drive new business opportunities through the Oracle channel.
  • Manage the overall relationship and communication with key clients and have full command of their business model, application landscape, and how Perficient solutions deliver value.
  • Leads and manages customer engagement opportunities from lead generation, to deal review, to negotiations and closing a deal.
  • Ability to travel to client sites where needed (up to 50% travel).

Qualifications

  • Successful track record of hitting your quota and partnering with and/or working in the Oracle channel and ecosystem.
  • Years of Experience: 10-15+ years of services sales or professional consulting experience.
  • Hunting mentality with the ability to establish relationships quickly and effectively.
  • Extensive experience crafting and executing plans to close transformational, large revenue projects.
  • Proven experience co-selling in the Oracle partner channel (ERP, EPM & SCM).
  • Significant business relationships and personal network of senior business and IT objectives.
  • Qualified applicants will be based in Ohio, Illinois or Michigan, preferably near a Perficient office.
  • Knowledge of/experience with structured sales methodologies, e.g., Strategic Selling, Solution Selling, SPIN, Power-based Selling, Target Account Selling.
  • Able to partner with clients to understand their organizational needs and recommend solutions that add value to their business.