SOTI

Account Manager, Enterprise Sales

SOTI • $90K — $120K *
Mississauga, ON L4T 0A1In-Person
Enterprise Technology
5 - 7 years of experience
Reposted Yesterday
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Job Overview by Ladders

Qualifications

  • 5+ years of experience in SaaS sales
  • Strong presentation and communication skills
  • Proven track record in managing complex sales cycles
  • Familiarity with Android and Apple operating systems
  • Understanding of cloud platforms (Azure and AWS)
  • Proficient in Salesforce.com

Responsibilities

  • Build long-term relationships with customers and partners
  • Acquire new business and manage existing accounts
  • Maximize revenue using Value Selling Sales Methodology
  • Lead efforts for large North American accounts
  • Manage full business cycle for value-based campaigns
  • Create credible plans to align with SOTI’s vision
  • Identify trends and solutions to differentiate SOTI

Benefits

  • Emphasis on personal growth and innovation
  • Fast-paced environment with global reach
  • Opportunity to work with leading-edge technologies
  • Collaborative and agile team culture
  • Engagement with top-tier tech partners
Full Job Description
  • The Account Manager will be responsible to build long term relationship with customers and partners to drive profitable growth for SOTI. You will interact with key internal and external stakeholders in order to ensure timely execution for our customers. Account managers may be in charge of finding new business, be assigned prospects, given accounts, or a combination thereof. Tasks may involve project management, strategic planning, sales support, product design, service application, logistics, and marketing.
  • Acquire new business and manage existing SOTI direct customers, as well top platinum tier partners in North America. Responsibilities including but not limited to; sales, operations, marketing, and training with a precise focus on aggressive growth in revenue through building a strong & quality sales pipeline.
  • Maximize SOTI revenue by increasing the size of the deal through Value Selling Sales Methodology.
  • Serve as the senior, account executive responsible for leading and obtaining large, complex North American accounts with the involvement and collaboration of our top tier partners.
  • Lead as the account manager, the extended SOTI team(s) the full business cycle for complex business and value-based campaigns (including strategies in business development, successful marketing themes, SOTI differentiators, creating marketing material and presenting to executives, negotiation of commercial agreements, leading pricing models and strategies to SOTI leadership.
  • Leverage the partner ecosystem to influence and ensure success with our strategic customers including creating credible plans to support SOTI's vision in the customers landscape, focused on delivering value as part of the route map to help self fund the transformation (ROI).
  • Model and architect what a strategic relationship with SOTI would look like across the partnership lifecycle, including identifying trends and cross industry solutions that will differentiate SOTI as a mobility platform leader & visionary.


What You'll Do
  • Create and deliver value assessments (ROI) to customers and prospects
  • Prospect for new opportunities via Cold Calling, email, social media...etc.
  • Conduct product demonstrations to partner sales teams, new potential customers, and different business units within the existing customer base
  • Conduct Partner and customer Quarterly Business Reviews
  • Manage pipeline and update opportunities daily/weekly
  • Record all activity (phone, email, meetings) via CRM
  • Provide a high level of forecast accuracy and maintain a hygienic 90-day forecast
  • Manage (as project lead) pre-sales engineers in customer POCs
  • Sales Training on selling methodology, and value propositions on SOTI solutions for partners via web and onsite.
  • Manage customer and partner escalations with our Support Teams
  • Assist in corporate communications to partners and customers with SOTI legal/customer/partner legal documents or issues
  • Work with Licensing Team to process orders and deliver license keys in an efficient manner
  • Create and present Quarterly Territory Plans to Leadership & outcomes of previous/ongoing programs
  • Work closely with Field Marketing and partners marketing staff to collaborate on a strategy for growth, execution, and measurement of success
  • Assist with Marketing Campaigns
  • Help coordinate on-site training with partner customer base (existing and new logo) to drive SOTI product awareness and build a quality sales pipeline.
  • Attend industry events and tradeshows as SOTI Representative


Experience You'll Bring
  • 5+ years in SaaS
  • Experienced in Web Demonstrations
  • Strong presentation, written, and oral communications skills
  • Experienced in negotiating complex sales cycles
  • Familiar with Android and Apple operating systems
  • Understanding of Cloud (Azure and AWS)
  • Proficient with Salesforce.com
  • North American Travel needed up to 35% per month

About SOTI

SOTI is a Canadian software company that provides enterprise mobility management and mobile security solutions. The company's flagship product, SOTI MobiControl, allows businesses to manage and secure their mobile devices and applications from a single platform. SOTI was founded in 1995 by Carl Rodrigues and has since grown to become a global leader in the enterprise mobility management market. The company has over 17,000 customers in more than 170 countries and has received numerous awards for its innovative products and services.
Learn more about SOTI
Size
1,000 employees
Industry
Consumer Technology
Founded
1995
* Ladders Estimates

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