Account Manager

US-NY | US-NJ
Job ID
2017-1459
# of Openings
1
Category
Sales and Sales Related

Overview

Securus Technologies is a leading provider of telephone and software systems to the corrections industry.   Our broad suite of products includes inmate communications services, investigative technologies, corrections/law enforcement/emergency information technology services, interactive voice response systems, and active global positioning systems (GPS) based offender monitoring devices.  In the past two years we have invested $175 million in new technologies, products and patents and we are still growing and expanding.

Securus and its subsidiary companies employ more than 1,000 associates who serve more than 2,600 correctional facilities and law enforcement agencies in 45 states and over 850,000 inmates nationwide. 

We are known in the industry for reputation, stability, services, growth, and state of the art technology.

  • Over 25 years’ experience vested the corrections industry!
  • Securus’ financial successes have led to consistent quarterly bonus payments in the last 5 years.
  • 10 new acquisitions within the last 3 years to expand into other public safety verticals.
  • We have been awarded over 120 patents and 60 more pending. This is 75% of all the patents in the industry.
  • Our In-house customer service and technical services teams operate 24/7/365
  • Ethically ran business, proven with our SAS 70 Reporting and Sarbanes Oxley compliance
  • Solid benefit programs including healthcare, 401(k), tuition reimbursement & training.

Responsibilities

The primary responsibilities of the Account Manager are:

  1. Identify and establishes deep, long lasting STOP relationships with key decision makers and influencers in assigned customer accounts.
  2. Design retention plans & initiatives to protect and retain the  business from all competitive threats
  3. Grow account and territory revenue by discovering & validating client needs and pain points, recommending and proposing STOP solutions and guide the client thru a successful acquisition cycle.
  4. Coordinates the involvement of company resources including: support, service, and corporate sales, marketing and development resources, in order to meet account performance objectives and customers’ expectations.
  5. Assist with the design of and meet assigned targets for sales and marketing strategic initiatives
  6. Negotiate contract renewals, upgrades and additions.

Client

  1. Understand client needs and propose appropriate solutions.
  2. Attend conferences and trade shows, as necessary, to develop relationships, represent our brand and identify new product requirements
  3. Be responsible for Customer Retention for your assigned accounts and ensure they are aware of and utilize STOP products and services through regular account reviews.
  4. Ensure that client relationships are maintained and strengthened.
  5. Work with the STOP CM teams in acknowledgement of accounts that are nearing or are past-due.

Territory

  1. Proactively manage and maintain accounts within your assigned territory.
  2. Create and manage territory plans that deliver on all goals & objectives.
  3. Be proactive with your customers, keeping them informed of new products, services and applications in support of their facilities, staff, inmates, friends & families.
  4. Ensure that accounts in your assigned territory are visited as required per the Field KPI’s.
  5. Have an updated knowledge of your territories changing grants, bills, or proposed changes that affect your customer’s needs.

 

Systems and Process

  1. Ensure that the CRM is updated and up to the minute current with the required data.
  2. Execute a pipeline management process that ensures quota attainment.
  3. Leverage the RFP process and team to produce high quality, highly impactful RFP responses that exceed customer expectations.
  4. Meet or exceed assigned objectives in revenue, retention, client relationships, and expanded product footprint
  5. Develop and build a pipeline of opportunity sufficient to cover all revenue and retention objectives. Target is a minimum of 4x.
  6. Manage travel & expense to meet targets and leverage investment in the territory.

Territory Initiatives

  1. Implement and execute territory initiatives as directed.
  2. Implement and execute marketing initiatives designed to drive revenue, increase customer retention and increase customer satisfaction.
  3. Implement and execute territory initiatives designed to drive awareness and education/knowledge of our solutions & products.

Qualifications

Qualifications

·         Industry:

  • Software, Telecom and Services sales and account  management.
  • State and Local sales

Functional:

  • Minimum 3 years of quota carrying territory sales experience in the specified industries Minimum 3-5 years of quota carrying account management experience in the specified industries
  • Job experience in the Correctional Industry a plus
Required

·         4 year College Degree

·         Working knowledge of MS Windows and Office Suite

 

Americans with Disabilities Specifications

A significant amount of travel is generally required.  

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or national origin.

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