Inside Sales Account Manager-Services & Support Division
About The Position
The Service & Support Division (SSD) is seeking a motivated Inside Sales Representative for their West US Region team. This role focuses on selling Agilent's services portfolio to customers within an assigned territory through outbound and inbound sales activities via telephone, email, and other digital channels. The position involves two key areas: growing the installed base through service sales and acting as the territory's Renewal Specialist, managing the end-to-end renewal of service contracts to protect and expand recurring revenue. You will be an integral part of the sales team, collaborating with the Consultative Account Manager, field staff, and Contract Administration to retain and grow existing customers.
Requirements
- Management of your own sales funnel, accounts, and renewal pipeline
- Regular communication of deals, issues, and opportunities with Sales Management
- Technical knowledge and strong communication skills when engaging customers
- Contract negotiation skills and a strong eye for detail
- Ability to work well within a team and with cross-functional partners (Contract Administration, Field Service, Account Managers)
- Flexibility to meet the needs and expectations of the team and the business
- Bachelor’s or master’s degree or equivalent.
- 1-2+ years relevant experience.
Nice To Haves
- Past Services Sales Experience preferred.
Responsibilities
- Sell Agilent's CrossLab services portfolio to new and existing customers in the assigned territory.
- Handle complex leads, qualify them, and nurture them into business opportunities.
- Manage your own sales funnel and accounts, and forecast accurately.
- Identify upsell and cross-sell opportunities, including converting time-and-materials customers to service contracts.
- Partner with the Consultative Account Manager and other stakeholders to drive growth in the territory.
- Solve non-routine issues, challenges, and problems within your field of specialization.
- Own the full renewal lifecycle for service contracts in the territory, from opportunity review through quote, negotiation, and booking.
- Proactively manage the renewal pipeline, reviewing upcoming renewals well ahead of expiration and validating installed base, pricing, and billing details.
- Manage web-enabled renewal quotes, set them to 'Sent to Customer' status, monitor automated reminders, and requote when customers request changes.
- Identify multi-year contracts and coordinate with Service Contract Administrators (SCA) on activation of subsequent years.
- Track at-risk renewals and engage customers early to prevent churn and lapses in coverage.
- Use each renewal to add uncovered instruments, upgrade coverage levels, and expand the scope of service.
- Negotiate renewals that protect margin and follow the Approval Guide and Order Acceptance Policy.
- Hold post-sales check-ins focused on value delivered, uptime, and upcoming needs to build consultative relationships.
- Report on renewal rate, attach rate, and forecast accuracy, and flag deals, issues, and risks to Sales Management.
Benefits
- Eligibility for bonus
- Eligibility for stock
- Benefits
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
