Securus Technologies

  • Advisory Account Manager

    Job Locations US-TX-Carrollton
    Job ID
    2018-1858
    # of Openings
    1
    Category
    Sales and Sales Related
  • Overview

    Job Purpose:

     

    Establishes productive, professional relationships with key personnel in assigned customer accounts.  Protect and retain their business from competitive threats.  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.

    Responsibilities

    Essential Duties:

    • Client
      • Recognize and qualify business opportunities. Directs Securus resources in marketing and sales activities that result in customer commitment to Securus solutions
      • Provide trusted advisor guidance and leadership, including customer needs, wants and perceptions, in the development of account and territory plans. Get the customer to participate in the territory planning process to solicit buy in to the Securus solutions
      • Leads the firm in the development of superior proposals that clearly delineate our value prop, value added solutions and market differentiators. Lead the RFP process to a successful outcome.  Negotiate win-win deals that provide value to both parties
      • As the trusted advisor, grow relationships that are deep and long and the result in the customer dependence on Securus and our resources for technical advice, solutions and improved operations.
      • Drive the Securus quality metrics to exceed customer expectations. Gain the customer’s acknowledgment and confidence in Securus, our products, strategies and commitment to the safety and security of their staff, their customers and the families and friends.
    • Territory
      • Earn the reputation and acknowledgement as the trusted advisor for your customers. Exercise superior levels of leadership, knowledge and professionalism in managing, developing and maintaining accounts within your assigned Vertical territory.
      • Harnessing the resources of Securus, lead the development of territory plans and strategies that significantly add value to the customer and exceed all goals and objectives.
      • 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 for friends and families.
      • Ensure that every account in your assigned territory is visited as required per the Field KPI’s
    • Systems and Process
      • 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 in the account.
      • Execute a pipeline management process with qualified opportunities that ensures you make and exceed revenue performance. Target pipeline is a minimum of 3x
      • Leverage the RFP process and team to produce superior, highly impactive RFP responses that exceed customer expectations, and clearly demonstrate the capabilities of Securus.
    • Financial
      • Exceed assigned objectives in revenue, margin, customer sat, client relationships, and expanded product footprint.
      • Exceed your assigned objectives for up-sell, customer contact, executive briefings, and customer visits. Deliver highly profitable deals that contribute significantly to the company EBITDA
      • Propose superior, value driven, differentiated proposals that define our capabilities, solutions and value against the competition.
      • Invest allocated expense budget in travel, shows, and targeted industry venues to strengthen relationships, drive knowledge of Securus as a partner, industry expert and community participant
      • Territory Initiatives
      • Lead corporate resources to develop and deliver territory initiatives that heighten awareness of our brand and product portfolio, value prop and market differentiation.
      • Lead your team with the customer to implement and execute marketing initiatives designed to drive revenue, increase customer retention and increase customer satisfaction.
      • Develop and deliver Vertical territory initiatives designed to drive awareness and education/knowledge of our solutions & products.

     

    Knowledge, Skills, and Abilities:

    • Excellent verbal and written communication skills
    • Strong problem solving skills
    • Ability to work effectively in a team environment with associates.
    • Capability of effective planning and priority setting.
    • Working knowledge of MS Windows and Office Suite
    • A significant amount of travel is generally required.

    Qualifications

    Minimum Qualifications:

    • 4 year College Degree
    • 5 years of quota carrying territory sales experience in the specified industries
    • 5 years of managing quota carrying account management in the specified industries

     

    Physical Requirements:

    Standing, sitting, walking, speaking, listening, bending, reaching, pushing, pulling, lifting, grasping and manipulating tools, typing, using peripheral computer tools.  May be required to lift up to 25 pounds.

     

    It is the Company’s policy to provide equal employment opportunity to all individuals. Securus will not discriminate against any associate or qualified job applicant with respect to any terms, privileges, or conditions of employment because of that person’s race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic or status protected under local, state or federal law, ordinance or regulation.

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