Sales Account Manager at ActiveEdge Technologies

Principal Duties and Responsibilities

• Provides direction and specialist knowledge in applying the technology/application to client business. 
• Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.
• As a Sales Account Manager, you will be responsible as the expert for formulating and leading presales technical/functional support activity to prospective clients and customers while ensuring customer satisfaction. 
• Acts as a technical resource and mentor for less experienced Sales Manager. 
• Focuses on large or complex sales opportunities that need creative and complex solutions. 
• Develops productivity tools and training for other Sales Managers. 
• Develops and delivers outstanding Oracle presentations and demonstrations. 
• Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.
• Responsible for managing several accounts and often being the face of the company to many clients. 
• Collaborate with the team to identify and grow opportunities within territory 
• Assist with challenging client requests or issue escalations as needed

Competency and Skill Requirements

• Bachelors degree or equivalent, advanced degree highly desirable. 
• Minimum of 5 years proven experience as a sales or business development role in solution selling organization(s).
• Leading contributor individually and as a team member, providing direction and mentoring to others. 
• Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 
• 5 years vendor (sales and marketing) experience is required 
• 7 years of business experience with relevant computer applications or database/tools. 
• Ability to implement the most advanced product features. 
• Thorough knowledge of system and application design. 
• In-depth knowledge of competitors. Demonstrated project management skills. 
• Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. 
• Ability to persuade others through presentations, demonstrations, and written communication. 
• Familiar with the sales life cycle and have both pre-sales and delivery experience.
• Relevant Product based sales certifications such as IBM, Oracle, Microsoft desired.
• Ability to demonstrate software products and technologies effectively to audiences of varied technical knowledge
• Strategic and prospecting skills in customer acquisition, and retainment.

Key Performance Indicators

• Learning Speed: Rate at which you are able to learn New Technologies.
• Number and weight of new Prospects in Pipeline.
• Number of prospects qualified (Budget, Clear Closure Date, POC, Product Selected).
• No of accounts closed on new prospects.
• Number of prospects on existing accounts (Upsells/Cross Sell).
• No of accounts closed on existing accounts.
• No of accounts lost (Upsell/Cross Sell).
• Customer Satisfaction Index based on feedback generated from Survey (Relationship Management)
• Volume and type of technical certifications within a quarter and half a year.
• Lead –to-sale conversion rate.
• Average annual sales volume per customer.
• Innovative ideas and solutions implemented
• Effective utilization of skills and knowledge acquired during trainings/professional certification to assigned job responsibilities.
• Effectiveness of written & oral communication skills
• Adherence to policies, Team spirit, collaborative effort and tolerance