Sr. Account Manager

US-TX-Carrollton
Job ID
2017-1530
# of Openings
1
Category
Sales and Sales Related

Overview

Job Purpose:

  1. Establishes productive, professional relationships with key personnel in assigned customer accounts.
  2. Protect and retain their business from competitive threats
  3. Grow account and territory revenue by understanding the client need and pain points, recommending and proposing Securus 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 service resources, in order to meet account performance objectives and customers’ expectations.
  5. Meet assigned targets for sales and strategic initiatives
  6. Maintain all SFA & CRM systems data

Responsibilities

The primary responsibilities of the Senior Account Manager are:

  1. Identify and establishes deep, long lasting Securus 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 Securus 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 to the Securus Communication Platform.

Client

  1. Recognizes and qualifies business opportunities. Identifies and leverages appropriate resources that result in Client commitment of Securus solutions
  2. Provides guidance and leadership, in the development of account and territory plans. Evaluates solutions and solicits customer input
  3. Develop proposals, present the solution and secure customer commitment to Securus products and services
  4. Ensure that relationships are maintained and strengthened across the entire enterprise, including potential relationships for our software & solutions group.
  5. Work with the CMT teams to maintain, coordinate and deliver the Securus quality metrics and reports to the client. Ensure participation and acceptance of all the Securus support tools and services

Territory

  1. Demonstrate leadership, knowledge and professionalism in managing, developing and maintaining accounts within your assigned Vertical territory
  2. Lead the development of territory plans and strategies that add value to the client and that deliver on all goals & objectives
  3. Be the recognized leader in industry solutions for your customers, keeping them informed of new products, services and applications to improve operations, safety of the staff and enhanced user experiences fro friends and families
  4. Ensure that every account in your assigned territory is visited as required per the Field KPI’s.

Systems and Process

  1. Leverage the SFA to develop customer profiles, including anticipated needs and maintain this data for account plans and strategies that drive revenue and create stickiness with the clients
  2. Execute a pipeline management process with qualified opportunities that ensures a make and exceed revenue performance. Target pipeline is a minimum of 4x.
  3. Leverage the RFP process and team to produce superior, highly impactful RFP responses that exceed customer expectations, and clearly demonstrate the capabilities of Securus.

Financial

Meet or exceed assigned objectives in revenue, client relationships, and expanded product footprint.

  1. Meet or exceed your assigned objectives for upsell, customer contact, Executive Briefings, and Customer Face Time
  2. Propose concise, focused proposals that highlight our capabilities, solutions and value
  3. Manage travel & expense to meet targets and leverage investment in the territory

Territory Initiatives

  1. Assist corporate to develop and deliver territory initiatives that heighten awareness of our brand and product portfolio and solution set.
  2. Lead your team and the client to implement and execute marketing initiatives designed to drive revenue, increase customer retention and increase customer satisfaction
  3. Develop and deliver Vertical territory initiatives designed to drive awareness and education/knowledge of our solutions & products.

Qualifications

Qualifications

·         Industry:

  • Software and Services sales and account  management.
  •  Telecommunications sales experience
  • State and Local sales
  • Functional:
  • Minimum 5 years of quota carrying territory sales experience in the specified industries Minimum 5-7 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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