Account Manager / SMB

Insight

Prospect net new and current clients; sell software volume licensing agreements, software products and IT services solutions to businesses. Attain qua



Key Tasks & Responsibilities:
1. Attain Software and Services Quarterly GP Quota
2. Attain Minimum Sales Expectations
3. Sales Activity - attain 20 calls per day/2 hours talk time
4. Follow up after each call with action plans.
5. Provide advice to clients on software licensing needs and Software Asset Management
6. Enterprise Renewals [ sales contracts] - Attain 100% of client renewals
7. Maintenance Renewals attain 35% of client renewals
8. Update Pivotal CRM system within 10% accuracy
9. Pipeline Management - ensure we have quarter visibility– all deals to be entered including EA renewals , new EA’s, EA true ups , select recurring / select renewals , prospects plus any other deals
10. Prospecting - Target a Minimum of 2 Net New Accounts each quarter form prospect list, qualify and close.
11.Conduct territory planning by completing Quarterly Business Reviews for Top Accounts- establish business needs
12.Complete an EA Touch Plan for all Enterprise Agreement clients
13. Partner Engagement – meet with vendors i.e. Microsoft and seek sales leads
14.Attend product specific training and other training as directed by Manager
15.Maintain awareness of competitor activity
16.Maintain Vendor Certification as required by company
The above list is not exhaustive and you may be asked to undertake reasonable additional duties/projects by the Department Manager
Qualifications/Skills Required:
• Excellent verbal and written communication skills.
• Good business acumen, showing evidence of ability to make sound business decisions.
• Good Time Management Skills.
• Be able to demonstrate an ongoing interest to learn about and understand IT products.
Experience Required
• Previous sales experience preferred, ideally in software licensing, IT sales or solutions.
• Clear evidence of consistent target over achievement in a profit and margin driven sales environment.
• Proven record of account development, in particular with a complex portfolio of products and services.