Account Manager 4

Job Description: Field Sales Account Manager

Job Summary: The Account manager is responsible for managing and growing relationships and bookings with our current and prospective clients, identifying new opportunities for value creation within assigned accounts. The role understands the specific needs and challenges of various stakeholders within those accounts, their business drivers and develops solutions to their problems. The role executes sales campaigns as defined by with segment and product leaders.

Key Responsibilities:

• Account management. Develop and maintain strong, long-term relationships with account stakeholders, ensuring high levels of customer satisfaction and loyalty. Develop and execute account plans to acquire accounts, identify product white spaces, create demand and identify green-or brownfield project opportunities.
• Customer stakeholder engagement. Map key stakeholders within customer organizations, understand their roles, responsibilities, and influence, and build relationships. Help and ensure the customer achieves the outcomes they are looking for by using your product.
• Needs assessment. Conduct thorough needs assessments in collaboration with BDMs to identify customer pains, problems, and challenges that our products or solutions can address. Understand the customer’s business drivers and process/operational environment.
• Customer success management. Proactively follow up with customer to ensure sold products and solutions deliver the intended value and benefits.
• Solution presentation. Present and differentiate tailored solutions to stakeholders, demonstrating how our products can meet their specific needs and solve their problems.
• Identification and pursuit of opportunities. Identify and pursue new business opportunities within assigned accounts from lead to PO, focusing on maximizing the potential of our product portfolio, including filling whitespace and generate new demand for our products and services.
• Collaboration. Work closely with support team, BDMs and specialists to ensure high quality customer conversations and solution and services development. Assign ownership of complex or long lead pursuit to Solutions BDM or project pursuit leaders. Support and guide BDMs in reaching the necessary decision makers in the customer’s organization.
• Price. Realize price through using the portfolio effectively creating customer value.

• Market Insights. Stay informed about industry trends, market conditions, and competitor activities to identify new opportunities and stay ahead of market demands.

• Reporting. Maintain accurate and up-to-date records of all account activities, opportunities, product life cycle management and sales forecasts in CRM or otherwise sales tech systems.

SIP plan

AGI role

Pay mix

Measures

Weight

1. Account Manager - Hunter/Farmer

70/30

M1

Individual territory/account bookings

70%

M2

Indivudal strategic product bookings

30%