Digital Inside Sales Account Manager - SoftwareOne

Job Summary

The Digital Sales Account Manager will focus on securing new business from SME customers. The individual will leverage sales strategies to expand the client base, cultivate lasting relationships, and consistently achieve and exceed assigned sales targets.

This position is located on-site in Nashville, TN.

Role & Responsibilities

Relationship Management

• Cultivate and maintain strong, trust-based relationships with SME (Small Medium Enterprise) clients, acting as their dedicated digital sales advisor.
• Regularly engage with clients to understand their evolving needs, challenges, and goals.

Service Delivery Excellence

• Serve as the primary point of contact for all digital service inquiries and requests from assigned accounts.
• Ensure seamless service delivery by coordinating with internal teams, such as technical support and product specialists, to address client needs promptly and effectively.

Renewal Strategy Execution

• Develop and implement proactive renewal strategies tailored to each client's unique requirements and usage patterns.
• Lead negotiations to secure contract renewals, leveraging insights into client satisfaction and business outcomes achieved through our digital solutions.

Escalation Resolution

• Function as a proactive problem solver, promptly addressing and resolving any escalations or post-sales issues that may arise.
• Collaborate closely with cross-functional teams to troubleshoot technical issues, resolve billing discrepancies, or address any other concerns raised by clients.

Comprehensive Account Coverage

• Take a comprehensive approach to account management by maintaining a thorough understanding of each client's business landscape, industry trends, and competitive challenges.
• Proactively identify opportunities for value creation and revenue growth within assigned accounts.

Data-driven Territory Plan with Tactical Initiatives

• Drive tactical sales motions across assigned accounts, leveraging data driven insights and market intelligence to identify potential upsell and cross-sell opportunities.
• Collaborate with the sales leadership team to develop and execute targeted sales campaigns aimed at maximizing revenue generation and expanding our digital product portfolio.

Performance Analysis and Reporting

• Monitor key performance metrics related to client engagement, satisfaction, and revenue growth.
• Analyze data trends to identify areas for improvement and make informed recommendations for optimizing account management processes and sales strategies.

Client Advocacy

• Serve as a trusted advocate for clients within the organization, representing their interests and giving feedback to internal stakeholders.
• Champion client success stories and best practices to inspire confidence and loyalty among existing clients and drive referrals and testimonials.

Success Criteria

• Net Revenue
• Overall revenue growth of the book of accounts
• Lead conversion
• Pipeline development
• Quota attainment
• # of new logos added (future KPI as the current focus on an existing book of business)

Organizational Alignment

• Ensure alignment with sales strategies to drive new business acquisition and expansion within SME customer segment.
• Foster collaboration with pre-sales teams to ensure seamless customer engagement and successful outcomes.
• Maintain a deep understanding of SoftwareOne's services and solutions to effectively consult and recommend tailored offerings to clients, aligning with organizational goals of driving revenue growth and customer satisfaction.

What we offer

• Generous pay with a quarterly bonus structure
• Independent environment without a lot of red tape where you are empowered to make decisions
• Substantial benefits package that includes:
• Medical coverage with competitive employer contributions
• Voluntary coverage including Dental, Vision, Pet, Legal, Identity, Accident & Critical Illness
• 401k program with employer matching 50% up to the first 10% of employee’s contributions
• Wellness Program, EAP, concierge services
• Abundant paid time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and vacation time
• 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 inperson for at least 4 days for collaboration, support, and to have some fun.  

What you offer

Required Skills:

• Located in Nashville, TN (or willingness to relocate)
• 1-3 years of sales experience
• Interest in technology
• Strong verbal communication and negotiation
• Customer onboarding and handling
• Relationship building
• Resilience and ability to face rejection
• Previous sales experience preferred
• Experience with CRM systems is a bonus
• Key Sales Competencies & Behaviors of Generating Opportunities, Understanding Client Needs, Developing Relationships, Delivering Value Propositions, Overcoming Objections, Teaching & Advising, and Navigating the Deal are demonstrated through the Company’s Competency Assessment.

Preferred Qualifications:

Leadership Skills

• Strong leadership skills with the ability to inspire, motivate, and empower a team towards achieving common goals.
• Experience in coaching and developing sales professionals to maximize their potential and performance.
• Ability to attract top talent to the company and maintain a high performing team.

Strong Verbal Communication and Negotiation Skills

• Demonstrated ability to effectively communicate with clients in a clear, concise, and persuasive manner.
• Proven history of successful negotiations in digital sales or account management contexts, with the capability to articulate value propositions and overcome objections.

Customer Onboarding and Handling Expertise

• Experience in guiding customers through the onboarding process for digital products or services, ensuring a seamless transition and positive initial experience.
• Ability to anticipate customer needs, address concerns proactively, and provide comprehensive support throughout the onboarding journey.

Escalation Management Proficiency

• Proficient in handling escalations and post-sales issues with tact, diplomacy, and efficiency.
• Skilled in de-escalating tense situations, empathizing with customer frustrations, and collaborating with internal teams to resolve issues promptly and effectively.

Request Tracking and Collaboration Skills

• Strong organizational skills with the ability to track and prioritize customer requests effectively.
• Experience using CRM systems or other request tracking tools to manage customer inquiries, assign tasks to appropriate teams, and ensure timely resolution.
• Proven ability to collaborate cross-functionally with technical support, product development, and other departments to meet customer needs.

Converting Business Problems to Technical Solutions

• Aptitude for understanding and analyzing complex business challenges faced by clients and translating them into viable technical solutions.
• Ability to collaborate with technical teams to develop innovative and customized digital solutions that address specific customer pain points and deliver tangible business value.

Continuous Learning Orientation

• Proactive in staying 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 $70-80K (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 are 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 are able to work at Speed 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:

SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at reasonable.accommodations@softwareone.com.

Please include the role for which you are applying and your country location. Someone from our organization that is not part of the decision-making process will be in touch to discuss your specific needs and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR.