Account Manager, Enterprise Sales

SOTI•Mississauga, ON

About The Position

SOTI is seeking an Account Manager for its Sales team, with a proven track record of success and a strong desire to learn new technologies. The Account Manager will be responsible for building long-term relationships with customers and partners to drive profitable growth for SOTI. This role involves interacting with key internal and external stakeholders to ensure timely execution for customers. Account Managers may be involved in new business acquisition, managing assigned prospects, or handling existing accounts, or a combination thereof. Tasks can include project management, strategic planning, sales support, product design, service application, logistics, and marketing. The role specifically involves acquiring new business and managing existing SOTI direct customers, as well as top platinum tier partners in North America. Responsibilities encompass sales, operations, marketing, and training, with a focus on aggressive revenue growth through building a strong sales pipeline. The position requires maximizing SOTI revenue by increasing deal size through the Value Selling Sales Methodology. The Account Manager will serve as the senior account executive, leading and securing large, complex North American accounts with partner collaboration. This includes managing the extended SOTI team throughout the full business cycle for complex business and value-based campaigns, encompassing business development, marketing strategies, highlighting SOTI differentiators, creating marketing materials, executive presentations, negotiating commercial agreements, and leading pricing models and strategies for SOTI leadership. Leveraging the partner ecosystem is crucial for influencing and ensuring success with strategic customers, including creating credible plans to support SOTI's vision within the customer landscape and focusing on delivering value to help self-fund transformation (ROI). The role also involves modeling and architecting strategic relationships across the partnership lifecycle, identifying trends, and cross-industry solutions to position SOTI as a mobility platform leader.

Requirements

5+ years in SaaS
Experienced in Web Demonstrations
Strong presentation, written, and oral communications skills
Experienced in negotiating complex sales cycles
Familiar with Android and Apple operating systems
Understanding of Cloud (Azure and AWS)
Proficient with Salesforce.com
North American Travel needed up to 35% per month

Responsibilities

Acquire new business and manage existing SOTI direct customers, as well top platinum tier partners in North America.
Sales, operations, marketing, and training with a precise focus on aggressive growth in revenue through building a strong & quality sales pipeline.
Maximize SOTI revenue by increasing the size of the deal through Value Selling Sales Methodology.
Serve as the senior, account executive responsible for leading and obtaining large, complex North American accounts with the involvement and collaboration of our top tier partners.
Lead as the account manager, the extended SOTI team(s) the full business cycle for complex business and value-based campaigns (including strategies in business development, successful marketing themes, SOTI differentiators, creating marketing material and presenting to executives, negotiation of commercial agreements, leading pricing models and strategies to SOTI leadership.
Leverage the partner ecosystem to influence and ensure success with our strategic customers including creating credible plans to support SOTI's vision in the customers landscape, focused on delivering value as part of the route map to help self fund the transformation (ROI).
Model and architect what a strategic relationship with SOTI would look like across the partnership lifecycle, including identifying trends and cross industry solutions that will differentiate SOTI as a mobility platform leader & visionary.
Create and deliver value assessments (ROI) to customers and prospects
Prospect for new opportunities via Cold Calling, email, social media…etc.
Conduct product demonstrations to partner sales teams, new potential customers, and different business units within the existing customer base
Conduct Partner and customer Quarterly Business Reviews
Manage pipeline and update opportunities daily/weekly
Record all activity (phone, email, meetings) via CRM
Provide a high level of forecast accuracy and maintain a hygienic 90-day forecast
Manage (as project lead) pre-sales engineers in customer POCs
Sales Training on selling methodology, and value propositions on SOTI solutions for partners via web and onsite.
Manage customer and partner escalations with our Support Teams
Assist in corporate communications to partners and customers with SOTI legal/customer/partner legal documents or issues
Work with Licensing Team to process orders and deliver license keys in an efficient manner
Create and present Quarterly Territory Plans to Leadership & outcomes of previous/ongoing programs
Work closely with Field Marketing and partners marketing staff to collaborate on a strategy for growth, execution, and measurement of success
Assist with Marketing Campaigns
Help coordinate on-site training with partner customer base (existing and new logo) to drive SOTI product awareness and build a quality sales pipeline.
Attend industry events and tradeshows as SOTI Representative