Account Manager

Overview

Account Manager

Remote NA

About the role:

Aptean is looking for an outstanding Sales Executive to work in our CEP software team selling our market leading solutions, which enable Aptean to be the number one provider of applications in this sector.

The CEP vertical at Aptean is an extremely strategic business unit- this is a vibrant, fast-paced part of the organization, with an emphasis on teamwork, customer success, and collective achievement of goals.

As an Account Manager, you are responsible for managing an assigned set of clients with a focus on converting eligible customers to the Aptean Cloud, whilst maintaining and growing renewal rates. You must also look to drive strategic cross-sell opportunities, establish and maintain good client relationships with a particular focus on retaining customers and identifying opportunities for additional sales of new products, licenses or upsell modules.

• Manage the relationships with influencers & decision makers within customer accounts to promote loyalty and high customer retention.
• Identify opportunities and close deals for SaaS conversions, additional Aptean products, add-on licenses, upsell modules & next version upgrades for existing Aptean customers.
• Identify and manage opportunistic new business situations
• Maintain a thorough understanding of a customer's business goals and the status of all current projects and issues
• Optimize portfolios, prioritize accounts and create & maintain strategic account plans, quotes and forecasts
• Manage a revenue and bookings quota and participate in frequent forecast reviews of assigned territory.
• Maintain accurate and timely opportunity, customer & contact data
• Facilitate internal communication, including cross-functional transitions, escalations and contracts by engaging appropriate Aptean team members to add value to account
• Maintain good industry, business knowledge and product knowledge as is relevant for assigned accounts
• Coordinate/facilitate technical presentations and participate in customer & marketing events
• Use knowledge of customer needs and industry trends to provide input into product strategy

• Driving cloud, added value services and subscription revenues
• Selling new or additional products or services to current buyers
• Finding additional buyers within the existing customer location
• Selling additional customer locations
• Working to develop group-level agreements, aligned to customer's business goals

• Thorough understanding of the customer sales cycle
• Experience working with software products, services, competencies, solutions, and offerings - across Manufacturing / SaaS
• Knowledge or experience of sales methodologies, e.g. Challenger Sale
• Experience of working with and understanding contracts is a plus
• Effective verbal and written communication skills with the ability to credibly present recommendations at senior levels in the organization
• Excellent sales, negotiation skills and objection handling skills
• Must be motivated, goal oriented with the proven ability to work with minimal direction and maintain a high level of collaboration across geographically diverse teams
• Possesses a high degree of honesty, integrity and ability to maintain confidentiality
• Professional image and interpersonal skills
• Organizational and follow up skills, problem solving and analytical skills
• Good decision making ability and negotiation skills