Account Manager

CentralSquare Technologies•,

About The Position

The Account Manager establishes and maintains long-term relationships with CentralSquare clients in an assigned territory, using those relationships to preserve, promote, and expand business with key client stakeholders. The role focuses on client satisfaction, client references, add-on sales, and renewal of annual system maintenance. The position works under moderate supervision, with latitude for independent thinking and judgment. The Account Manager maintains sales coverage and an assigned 12-month quota, with progress reviewed weekly, monthly, quarterly, and annually. The primary sales focus is whitespace opportunities, including cross-sell products and more complex CentralSquare offerings, generally above the $15,000 threshold. The role uses CentralSquare Value Selling (CSVS) throughout the sales cycle and relies on Salesforce and CPQ to track communications, quotes, pipeline updates, forecasts, and deal information. The Account Manager engages customers through calls, email, meetings, and demonstrations; builds knowledge of CentralSquare products and the public safety industry; and serves as a trusted customer advisor and territory point of contact. The role coordinates internally to represent customer needs, works with legal, contracts, finance, and proposal teams as needed, and follows company ethics, sales, discount, and documentation processes. Travel may be required up to 25%. The position requires a home office suitable for professional meetings and calls, as well as internet connectivity.

Requirements

Exceptional communication skills for engaging customers.
Proficiency with Salesforce and CPQ.
Proficiency with Outlook, including scheduling meetings.
Ability to learn and explain CentralSquare product offerings at a high level, including products relevant to the public safety industry.
Ability to negotiate and implement contracts, sales orders, and change orders and follow documentation and internal booking processes.
Ability to maintain a professional home office and internet connectivity.
Ability to travel up to 25% as needed.

Responsibilities

Maintain sales coverage for an assigned territory, selling add-ons and cross-sell products to CentralSquare customers.
Work toward an assigned 12-month quota, with progress reviewed weekly, monthly, quarterly, and annually with a manager.
Promote whitespace sales of additional cross-sell products and more complex CentralSquare offerings, generally above the $15,000 threshold.
Use CentralSquare Value Selling (CSVS) tools throughout the sales cycle after receiving training.
Use Salesforce and CPQ as repositories for communications and quotes; document phone calls, record emails, and maintain accurate pipeline, close-date, stage, and forecast information in Salesforce.
Secure sales ethically and in a manner that meets or exceeds customer expectations.
Engage customers by phone, email, and other methods to promote additional products.
Schedule meetings and coordinate web or on-site demonstrations, serving as the liaison and main point of contact for group events in the territory.
Learn CentralSquare product offerings and explain them at a high level, including knowledge of the public safety industry.
Communicate customer needs to internal teams and set appropriate customer expectations during demonstrations and conversations.
Follow CentralSquare's code of ethics and offer products that are available for sale according to product and marketing communications.
Negotiate and implement contracts, sales orders, and change orders, and follow processes to ensure appropriate order documentation; work with legal, contracts, and finance teams as needed.
Follow CentralSquare discount policies and obtain appropriate management approval for discounts.
For RFPs received in the assigned territory, engage the proposals team and provide required documentation promptly, which may include proposal assistance, supporting documents, references, and statements of work.
Provide friendly customer service and engage customer success or support when customers need additional assistance or become escalated.
Learn the assigned territory, including competitors, products customers use, and relevant trends.
Travel up to 25% as needed for on-site presentations, sales meetings, and training.
Maintain a home office suitable for meetings and phone calls and ensure internet connectivity.
Perform other duties as assigned.