Account Manager, Mid Market

SOTI•Mississauga, ON

2d•Hybrid

About The Position

SOTI is seeking an Account Manager for their Mid Market team. This role involves training partners on the SOTI ONE Platform, developing and implementing strategic plans to manage and grow accounts, prospecting for new customers, retaining clients, and identifying new opportunities. The Account Manager will also communicate with internal teams, identify areas for improvement, and maintain knowledge of the business, competitors, and the industry. Responsibilities include conducting formal presentations, partnering with vendor technology representatives, developing trusted advisor relationships, assisting with support cases, and coordinating internal resources to meet partner objectives and expectations. The role requires meeting assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.

Requirements

3-5 Years' Experience with Software Sales working through a Channel.
Deep understanding of working through a Channel.
Collaboration with Strategic Alliance with OEMs, driving net new Logos and growing existing accounts.
Identifying new OEMs to work with and building out partnerships.
Certification with Value Selling - Visualize or equivalent sales methodology training.
Proficiency in Microsoft Office and SalesForce software.
Excellent communication, interpersonal, and negotiation skills.
Experience managing Fortune 500 accounts and projects.

Responsibilities

Training partners on the SOTI ONE Platform to drive and develop new leads.
Activating partners to migrate legacy customers on the SOTI ONE Platform.
Developing and implementing strategic Mutual Plans to manage and grow accounts/opportunities.
Prospecting for potential customers using various direct methods such as calling and face-to-face meetings, and indirect methods such as networking.
Retaining clients and building strong, trusting relationships.
Understanding client needs and identifying new opportunities within your territory.
Communicating and coordinating with internal teams to deliver solutions.
Identifying opportunities for improvement and proposing new tools and processes.
Developing and maintaining excellent knowledge and understanding of our business, offerings, competitors, and industry.
Prepares and conducts formal group presentations at senior management levels of larger clients.
Partners with vendor technology representatives for product resell opportunities.
Develop and nurture a trusted advisor relationship with key accounts, customer stakeholders, and executive sponsors.
Assist with high Support Cases or issue escalations as needed in collaboration with SOTI Support.
Coordinates the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners' expectations.
Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.