SW Sales Account Manager III
- Quest Software
- 10 - 12 years
- Hubli
- 2 months ago
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Job Description
Responsibilities Qualifications
Field sales role responsible for selling the breadth of the software product and services portfolio to a geographic or vertical set of defined, Enterprise, BSFI, Large and Conglomerate accounts in South India region.
Principal Accountabilities:
- Represents a balanced sales effort for range of software products and services knowledge and selling skills.
- Grows the territory/region/account base/named accounts to attain financial objectives.
- Understands customers business and solutions requirements.
- Territory/regional account management, including account planning and sales forecasting.
- Customarily and regularly engaged with decision makers at client facilities in performing primary duties.
- Leads sales process and utilizes all available resources to manage account.
Knowledge and Skills
- Identifies appropriate software products and services to meet the full range of customer needs.
- Identifies cost effective and practical alternatives for the customer by bundling products/service solutions to maximize Quest Software s opportunity while meeting customer s needs.
- Point of contact for escalated issues.
- Skilfully negotiates with others to achieve desired results and meet customer needs.
- Work is guided by sales business plans.
- Actively participates in setting sales objectives to meet plans.
- Escalates matters of business risk
- Influences others through their sales expertise.
- Manages critical customer sales and accounts.
- Collaborate with extended teams to get work done
- Models effective team behaviour.
Account Complexity:
Number of Products/Services Sold: Focused on growing from selling single to multiple solutions.
- Type of Product/Service Sold: Sells Quest Software products and services.
- Number of Accounts: Sells to a medium to large size accounts.
- To Whom is the Product/Service Being Sold: Sells software products/services to corporate IT groups in large Organizations.
- Network with Cx such as CIO/CTO/ decision makers a plus.
- Number of Decision Makers Involved in the Sale: Will typically deal with more than one decision maker.
Account Breadth
Industry: Sells to multiple industries.
- Function: Project management skills. Able to provide direction to less senior sales team members. Financial and business acumen are essential.
- Products and Services: Primarily selling enterprise software products and services.
- Customers: Multiple types of customers, generally larger accounts.
Job Duty Differentiators
Solutions Focus: In-depth knowledge of the breadth of offerings.
- Account Complexity: Highly complex named accounts.
- Customer Interface: Gains access to and manages relationships with department heads.
- Sales Process Focus: Leads through the entire process and delegate tasks. Identifies opportunities or acts on previously identified opportunities.
Job Scope Differentiators
Large Sales Quota
Experience: Functional/Leadership
10+ years of relevant work experience.
Skills : Technical /Functional/ Leadership
- Should have strong account engagement skills. Ability to drive outcome-based selling and solution selling.
- Should have experience in handling Banks, Large enterprise.
- Manage complex deals
- Specialized breadth or depth of knowledge as well as a proven record of sales success.
- Understands customer s decision-making process, goals, objectives and strategies. Strong business and financial acumen.
- Assesses potential sales opportunities and develop value propositions.
- Develops product solutions for customers.
- Effective presentation and negotiation skills.
- Ability to develop long-term strategic and executive level relationships.
Qualification: Graduate or Postgraduate with relevant experience.
Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: Sales & Business DevelopmentRole Category: Enterprise & B2B SalesRole: Key Account ManagerEmployement Type: Full timeContact Details:
Company: Quest SoftwareLocation(s): Hubli+ View Contact
Keyskills: Sales Product service Active directory Wellness Account management HTTP Sales process Information technology Quest Account planning
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