Account Manager

CentralSquare Technologies

38d•Remote

About The Position

This role establishes and maintains long-term relationships within an assigned territory of CentralSquare clients and uses those relationships to preserve, promote and expand CentralSquare business with key client stakeholders. Positional goals include client satisfaction, client references, add-on sales, and continued renewal of the client’s annual system maintenance. The Account Manager will work under moderate supervision with latitude for independent thinking and judgment.

Responsibilities

Maintain sales coverage for assigned territory. This includes selling additional add-ons and cross-sell products to CentralSquare customers.
Account Manager will be assigned a 12-month quota. Quota progress will be monitored through weekly/monthly/quarterly/annual reviews with manager.
The primary focus of the Account Manager is to promote whitespace selling of additional cross-sell products and more complex CentralSquare offerings. These product offerings would normally be over the $15k threshold.
Utilize CSVS (CentralSquare Value Selling) when working with opportunities and customers. Employee will be provided training for CSVS, but then expected to implement these tools throughout the sales cycle.
Proficient in using Sales Force and CPQ as primary repository of all communication and quotes.
Account Manager is expected to document phone calls and record emails in Sales Force.
Account Manager is expected to maintain a sales pipeline within Sales Force and keep current and accurate updates, along with close dates, stage, and deal forecast data.
Secure sales in an ethical manner that meets and exceeds customers’ expectations.
Engage customers through phone calls, emails, and other methods to promote additional product offerings using exceptional communication skills.
Proficient in outlook, scheduling of meetings, coordinating demo events, whether that be web or on-site. Will ask as the liaison and main point of contact in group events for your territory.
Learn and be able to explain the CentralSquare product offerings at a high level to become a trusted advisor to the customer base. This also includes the public safety industry.
Communicate with internal terms to represent customers’ needs, along with setting the correct expectation with customers during demos and engaged conversations.
Must follow CentralSquare's code of ethics and sell products that are available to sell based on product and marketing communications.
Must be able to negotiate and implement contracts, sales orders, change orders and follow processes to ensure you have the correct documentation to book an order. This may involve working directly with our legal and contracts team, along with finance to ensure you have met all the required steps internally and with the customer.
Maintain CentralSquare policies on discounts and always engage appropriate management for discount approval.
If a Request for Proposal (RFP) is received in assigned territory, engage with the proposals team, and provide the required documentation in a timely manner. This may include proposal, assistance in gathering required documents, references, SOW, etc.
Provide friendly customer service when talking with any customer. Engage customer success or support when customer needs additional help or becomes escalated.
Engage and learn about your assigned territory. This may include knowing who your competitors are, knowing which CST products your customers use, and monitor any trends that may be happening in the assigned territory.
Travel up to 25% as needed for on-site presentations, sales meetings, and/or training.
Position will require a home office with ability to conduct meetings, phone calls and maintain a professional environment. Internet connectivity is also required.
Performs all other duties as assigned.