Account Manager (Hybrid)

Job Description
Essential Functions:
· Ensures that the customer is satisfied with company projects and services. · Works closely with client to oversee day-to-day relationship. Provides products and service to customers in such a way to ensure 100% client retention and client reference-ability to aid in the sales effort. · Serves as an escalation point for the client to resolve any issues and is the communication channel for internal support teams to handle any concerns with the client. · Quantifies and qualifies client needs and prospects. Cross sells/up sells opportunities, including identifying, developing and closing business deals. · Ensures that schedules and budgets are met according to contractual agreements. Works with client to cultivate future projects and qualify new opportunities. Develops plans to sell strategic products in assigned territory and assists R&D in the market analysis of potential products. · Consults with other team members, such as project management, product development, or customer support, to be sure mutual objectives are met. · Submits proposals and makes presentations. · Develops value propositions. · Develops deal terms and completes contract negotiation. Consults with Product Management to determine pricing and deal terms. · Creates/maintains both vertical and horizontal client contact relationships, at mid-level management and above. Obtains and maintains significant client communications. · May prepare account level (bottoms up) forecasting at a detailed level by product, by participants
Knowledge and Skill:
· Demonstrated consultative selling skills in client meetings (probes, listens, closes, etc.). · Able to sell cross-company solutions. · Excellent communications skills. · Able to develop strong relationships with internal team members in support and other business units. · Able to manage a book of accounts that are highly penetrated in our core products. · Able to present to client at executive level. · Strong communication and negotiation skills. · Able to identify and resolve client issues. · Able to negotiate and manage conflict and manage constructive customer concerns.
Leveling Differentiators:
Requires 2 years of related experience
Job Complexity:
Works on problems of moderate scope where analysis of situations or data requires a review of a variety of factors. Exercises judgment within defined procedures and practices to determine appropriate action. Builds productive internal/external working relationships. Normally receives general instructions on routine work, detailed instructions on new.