·   Develop effective and specific territory or customer account plans to ensure and exceed revenue target delivery and sustainable growth. Develop and foster strong relationships as a trusted advisor to customers and leverage to drive strategy through the organization.

·       Form, build, lead, and be a member of a successful account sales team which drives our strategy, revenue, customer growth and customer satisfaction

·     Develop, foster, and sustain strong relationships as a trusted advisor to assigned customers, maintaining high levels of customer satisfaction and loyalty while maximizing revenue and protecting our internal interests.

·       Plan and conduct goal orientated customer meetings which maximizes positive deal or conflict resolution progress.  

·       Position and sell the full value of our products and services portfolio to maximize revenue, customer growth and customer satisfaction by leveraging a team selling model, a proactive, pre-emptive and consultative customer engagement model, and an established sales process.  

·     Proactively research and analyze available customer situational information (market data, social media, Customer Articles, etc.) to build and position a pre-emptive value proposition to a customer BEFORE they identify their own need.

·   Participate in the development and delivery of comprehensive business plans to address customer priorities and pain points.  Understand Value Engineering (VE), benchmarking and ROI data and how they support the customer’s decision process. Work with Sales and VE to deploy tools effectively.

·     Plan and conduct efficient and meaningful customer discovery sessions to gain valuable insight into your prospect’s business and vision and provide clarity on how our products and services can help them achieve their goals.

·       Construct and deliver customer presentations and proposals which are concise, compelling, and valuable in the eyes of the prospect or the customer.

·       Understand our external competition and effectively position solutions against them to meet or exceed customer needs.

·       Properly manage opportunities and forecast within Salesforce.com in a timely manner. 

·       Appropriately and effectively negotiate with a prospect/customer during a sales cycle balancing deal transaction acceleration and giving the least amount of concessions.

Required Experiences: