Senior Account Manager

Job Title

Senior Account Manager

Job Scope

The Account Executives lead our most valued customers across this journey, partnering with each assigned account to identify and deliver advanced technical solutions from across our broad portfolio, that result in focused business outcomes for both customers and CSG. In the Account Executive role, you will produce new and recurring sales revenue, driving growth through advanced and complex account planning. This role provides the opportunity to leverage your extensive customer and sales experience to execute against a strategic account and growth plan, using business development strategies within a defined set of customers, prospects, territory, or vertical(s).

Main Duties and Responsibilities

• Analyze and develop an account based strategy which will generate recurring growth on existing account base while consolidating existing account motions into a simple yet valuable propositions to our customers
• Execute an account-based sales strategy in assigned portfolio, focusing on growth and retention through strong ARR; drives accountability to deliver on account plans among the extended customer teams internally
• Develop value-proposition presentations and specialized business plans for customers that drive business outcomes to generate business and new opportunities.
• Provide detailed and accurate sales forecasting with emphasis on ARR growth
• Demonstrates a strong understanding of the customers' business strategy and the direction of the industry, serving as a trusted advisor demonstrating how CSG can impact their objectives
• Understand each customer’s technology footprint and strategy, business drivers and landscape, and strategic growth plans
• Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization to establish alignment on mutual goals and trust in future interactions
• Negotiate and manage end-to-end, complex sales-cycles, often presenting to C-level executives
• Identify the right specialist/support resources to bring into account negotiations and presentations
• Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed
• Orchestrates internal teams to anticipate issues/risks on customer satisfaction and ensure a constant focus on post-sales obligations and support
• Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales
• Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs.

Position Requirements

• Experience establishing trusted relationships with current and prospective clients and other teams
• Experience producing new business, negotiating deals, and maintaining healthy C-Level relationships with IT and Lines of Business
• Experience consistently overachieving on sales targets
• Experience quarterbacking account teams within a matrix sales team environment, promoting a "win as a team" approach
• Ability to develop relationships throughout the organization outside of existing footprint of technology
• Ability to identify key levers and compelling events within a customer base and structuring and executing a sales plan

Education

Bachelor’s degree in Sales and Marketing or any other related field.

Experience

• 10+ years of sales experience within software OR solutions sales organization

   

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