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Senior Account Manager

Senior Account Manager
Summary / Role Purpose

The Senior Account Manager (SAM) will increase new and existing business by integrating the company's engineering simulation products and solutions into customers’ engineering environments and product development processes. This role helps customers develop new products and improve existing products and processes. The SAM is responsible for all sales activities, from lead generation through close within an assigned geographical territory and/or specified named accounts, maximizing sales profitability, growth, and account penetration. Assigned accounts are midsize and reside within a single territory or common industry. The SAM is responsible for achieving sales quota, new business growth targets, and selling the entire solution and services directly to end users.
A successful SAM creates and executes a strategy for assigned accounts, helping the customer understand the ongoing ROI from the company's solution. They maintain a deep pipeline of new business leading to consistent achievement of sales quota and growth targets.

Key Duties and Responsibilities
  • Perform sales activities, establish, develop, and maintain business relationships with current and/or prospective customers.
  • Maintain renewal business and generate new business for an assigned geographic area, set of named accounts, or product/service line to achieve or exceed revenue objectives.
  • Create and execute a strategy to grow usage by connecting the company's solutions to a customer challenge or priority.
  • Create and conduct sales presentations that clearly present the value of the company’s products/services through metrics and proof points while tying to the customer’s needs and differentiating from competition.
  • Establish relationships with business leaders and customer executives who can serve as business champions for the company.
  • Coordinate sales effort as needed with marketing, account team, sales management, accounting, legal, and technical services groups globally.
  • Develop clear and effective written proposals/quotations for current and prospective customers that represent maximum value to the customer and fair price for the company; ensure that proposals address customer’s key issues, needs, and requirements.
  • Create and maintain account plans for existing customers highlighting profile, share, and value opportunities.
  • Alert clients to new or improved products/services and relay client feedback to product development staff.
  • Research sources for developing prospective customers or expanding to new groups in existing customers and for information to determine their potential.
  • Leverage trade shows and conventions; schedule training and seminars to enhance new business opportunities within the current and prospective customer base.
  • Complete administrative work including but not limited to quotation generation, order processing, delivery, acceptance inspection, NDA, and other contract preparation.
  • Maintain a healthy pipeline to meet goals. Accurately enter data into Salesforce.
  • Remain knowledgeable and keep abreast of the company's new and existing products/services to facilitate sales efforts.

Minimum Education/Certification Requirements and Experience
  • Education & Years of Experience: Bachelor’s degree in technical, engineering, business, or related field with 4+ years of related experience OR 6+ years of related experience.
  • Demonstrated success in technical sales positions.
  • Ability to manage multiple opportunities and priorities while tracking progress.
  • Works independently with managerial guidance as needed.
  • Ability to navigate moderately complex sales and customer issues with guidance.
  • Ability to coordinate internal and external ecosystems.
  • Strong networking skills, ability to drive new contacts and maintain good business relationships.
  • Fluent in English and in the local language of the territory.
  • Travel: up to 50% (regional).

Summary

Job Type
Permanent
Industry
IT
Location
Outer Tokyo
Specialism
Sales
Ref:
1119928

Talk to a consultant

Talk to Paul McGinn, the specialist consultant managing this position, located in Tokyo Head Office
Izumi Garden Tower 38th Floor, 1-6-1 Roppongi

Telephone: +81 3-3560-2890

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