Corporate Account Manager - West - SoftwareOne

Job Summary

A Corporate Account Manager at SoftwareOne is responsible for cultivating and nurturing deep regional client relationships within our mid-market while delivering the best of our software solutions. Today, SoftwareOne defines mid-market as customers with revenue of $1b-$8b.

The Corporate Account Manager will take ownership of revenue, profit/loss, and growth objectives for existing client accounts, focusing on renewals, cross-selling, and upselling opportunities. Collaboration with will be essential to ensure seamless solution delivery Leveraging the diverse resources within SoftwareOne to address client queries promptly and effectively, ultimately driving client satisfaction and business growth.

The Corporate Account Manager must reside in the West region.

Role and Responsabilities

Foster Deep Client Relationships

• Cultivate and nurture deep client relationships with our Corporate clients, which should include executive (VP+) levels. Act as the primary point of contact for client inquiries, escalations, and feedback.

Drive Revenue Growth

• Own end-to-end opportunity creation for services and marketplace, and deal closure for assigned Corporate
• Own revenue, profit/loss, and growth objectives for assigned client accounts. Identify opportunities for upselling, cross-selling, and contract renewals, maximizing the value of SoftwareOne's offerings to clients.
• Drive new bookings (services and marketplace), and strategic renewals for existing Corporate

Collaborate Across Teams

• Work closely with to ensure timely and successful delivery of solutions to clients.
• Coordinate with internal teams to address client needs and resolve issues efficiently.

Solution Delivery Oversight

• Monitor the progress of solution delivery, ensuring client expectations are met or exceeded.
• Proactively identify and address any roadblocks or challenges that may arise during

Resource Allocation

• Utilize SoftwareOne's resources to address client queries, solve problems, and deliver value-added services.
• Engage with technical experts, consultants, and other relevant teams to support client requirement

Opportunity Identification

• Continuously assess client accounts for opportunities to expand and enhance SoftwareOne's presence.
• Proactively identify areas for improvement and propose innovative solutions to meet evolving client needs.

Performance Tracking and Reporting

• Track key performance metrics related to revenue, client satisfaction, and account growth.
• Prepare regular reports and updates for internal stakeholders, highlighting achievements, challenges, and action plans.

Success Criteria

• Achieve revenue, profit/loss, and growth objectives (opportunity identification and ownership) for existing accounts through effective upselling, cross-selling, and contract renewal strategies.
• Attain assigned win rate and achieve defined margin-as-sold.
• Ensure high client satisfaction and retention levels by delivering customized solutions that address client needs and provide measurable value.

Organizational Alignment

• The Corporate Account Manager is typically assigned 10-12 accounts regionally with customers ranging from $1b to $8b in revenue.
• Coordinate with internal teams to address client needs and resolve issues efficiently, ensuring seamless solution delivery.
• Continuously assess client accounts for opportunities to expand and enhance SoftwareOne's presence, proactively identifying areas for improvement and proposing innovative solutions.

What we offer

• Generous pay with bonus structure
• Independent environment without a lot of red tape where you are empowered to make decisions
• Substantial benefits package that includes:

• Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions
• Additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
• 401k program with employer matching 50% up to the first 10% of employee’s contributions
• Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
• Access to EAP and concierge services
• Pre-paid legal at no cost
• Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
• Employee stock purchase plan
• Learning and development opportunities galore
• Tuition reimbursement
• And much more!
• Specific to Milwaukee-based office employees: company-paid parking 

• Winning culture, inclusive environment, and friendly people all over the world
• A remote-friendly organization, with colleagues working remotely either part or full-time

As a culture-first organization, being together is how we learn and grow. We come together in-person for at least 3 days for collaboration, support, and to have some fun. Where there is no physical location, we give all our employees an equal cultural experience through a remote setting.

What you offer

Minimum requirements:

• 3+ years of client-facing experience with a proven track record of driving revenue growth and exceeding sales targets in Services & Marketplace while managing multiple key accounts.
• Knowledge of SaaS solutions and solid understanding of ITAM, Cloud & Application Services, FinOps, and/or Digital Workplace required.
• Proficiency in CRM software and disciplined approach to tracking and managing pipeline activities, accurate forecasting, and consistent reporting to leadership.
• Key Sales Competencies & Behaviors of Generating Opportunities, Understanding Client Needs, Developing Relationships, Delivering Value Propositions, Overcoming Objections, Teaching & Advising, Navigating the Deal, Managing Procurement, Negotiating to Close, and Growing the Client through the Company’s Competency Assessment.

Preferred Qualifications:

Relationship Nurturing Skills

• Demonstrated ability to cultivate and maintain strong, long-lasting client relationships.
• Proven track record of building rapport, trust, and credibility with clients over time across different departments and with C-level figures within the customer.

Verbal Communication and Negotiation

• Excellent verbal communication skills with the ability to articulate ideas, negotiate terms, and influence stakeholders effectively.
• Comfortable engaging with clients at all levels of the organization.

Industry/Market Awareness

• In-depth understanding of the industry and market landscape relevant to the organization's products or services.
• Familiarity with industry trends, competitive dynamics, and emerging technologies impacting clients' businesses.

Business Problem-Solving via Technology

• Strong analytical and problem-solving skills, with the ability to understand client's business challenges and leverage technology solutions to address them effectively.
• Experience in identifying opportunities for technology-driven business improvements and delivering value-added solutions to clients.

Understanding of Sales and Delivery Process

• Comprehensive knowledge of the sales cycle and delivery process within the organization.
• Familiarity with sales methodologies, account management best practices, and project delivery frameworks.
• Ability to navigate complex sales environments and collaborate with cross-functional teams to drive successful client outcomes.

Customer-Centric Approach

• Proven commitment to delivering exceptional customer service and exceeding client expectations, with a clear awareness of the customer's business strategy and planned business outcomes.
• Ability to anticipate client needs, proactively address issues, and advocate for clients' interests within the organization.

Account Planning

• Develops and maintains strategic account plans to improve value-driven relationships with customers. Maps out the process of closing multiple deals to retain and grow the relationship and matches the SWO strategy to the customer's business strategy.

Results-Oriented Mindset

• Goal-driven with a focus on achieving revenue targets, driving business growth, and maximizing client satisfaction.
• Track record of consistently meeting or exceeding performance metrics and KPIs (key performance indicators) in a similar role.

Team Collaboration & Orchestration

• Strong collaborative skills, with the ability to work effectively in a team environment. Often takes the initiative to orchestrate complex processes across different internal units.
• Experience partnering with internal stakeholders, including sales, marketing, operations, and technical teams, to deliver integrated solutions and support client success.

Adaptability and Resilience

• Flexible and adaptable to changing priorities, market conditions, and client requirements.
• Demonstrated resilience in managing challenges and setbacks, maintaining a positive attitude, and driving momentum in client relationships.

Continuous Learning Orientation

• Proactively stay updated on industry developments, emerging technologies, and best practices in account management and customer success.
• Commitment to ongoing professional development and growth.

Join our team and play a vital role in supporting our partner marketing initiatives. Apply today to contribute to the success of our partner relationships and help drive business growth through effective partner marketing!

The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required.

Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.

Target compensation for this role will be$150-200k(mix of base salary and bonus) and will be determined based on candidate qualifications, experience, and location.

We are not able to consider candidates residing in the state of Hawaii currently.

Why SoftwareOne?

For over 30 years SoftwareOne has been the foundation for organizations around the world for their technology solutions. With changes in the market from on-premises to cloud we have always been one step ahead. Underpinning our transitions and evolutions are our seven core values which we expect from all our current employees and look for in our future colleagues. The global nature of our organization allows us to adapt and commit to these values unique to the culture and business needs of each location.

What you should know about us:

Strip away everything. Strip away our brand, strip away our buildings, strip away our offices. What are we left with? Our people. This is what makes SoftwareOne successful.

Passionate people who live and breathe our values every day, who delight our customers, every day, and who go above and beyond every day. Our culture is unique, and I believe that having the right people and empowering them to succeed, is the absolute key to our success. -Patrick Winter, Founder.

What we expect from our employees:

Success at SoftwareOne is not defined by what you do for yourself, but by what you deliver for our customers, the business, and for the employees around you. SoftwareOne employees are energized, agile, and laser-focused on delivering world-class Customer Satisfaction and results. Our leaders motivate and inspire their teams and provide a working environment that delivers incredible levels of Employee Satisfaction. We are Humble, have a remarkably high degree of Integrity, and are simply not interested in politics. Our leaders operate with a high level of Discipline but can work at Speed to manage change in a global economy.

At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. 

Accommodations:

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

“With employee satisfaction as one of our core values, we are passionate about diversity and are committed to creating an inclusive environment for all our employees. We want every employee to have the greatest experience of their career.”