Customer Account Manager III - NA

5 - 7 years experience  •  Consulting

Salary depends on experience
Posted on 09/21/17
Lawrenceville, GA
5 - 7 years experience
Salary depends on experience
Posted on 09/21/17

Job DescriptionThe purpose of the Customer Account Manager (CAM) is to meet and exceed assigned sales goals and objectives through add-on sales, upgrades to existing accounts, or migration to additional Sage products/services while delivering an extraordinary customer experience. These goals are achieved through the effective management of an assigned territory consisting of existing Sage customers and their associated channel partners. A consultative, value-based selling approach is utilized to increase the adoption and utilization of Sage solutions via add-ons, upgrades, cross-selling and connected services. Key ResponsibilitiesEssential Functions:

- Revenue Generation: Meet or exceed 100% of the assigned individual revenue quota.

- Territory Management: Manage all aspects of an assigned territory based on existing Sage customers and their associated channel partners.

- Lead Generation and Qualification: Proactively pursue all installed base leads which include direct mail, emails, user groups, inbound calls, welcome calls, trade shows and sales campaigns.

- Convert raw leads to qualified opportunities using a consultative, value-based selling approach.

- Develop customer and partner campaigns to generate additional sales leads.

- Direct Selling: Align qualified opportunities with the associated channel partner or manage the sales process directly when applicable.

- Pipeline Management: Utilize customer relationship management tools to track and maintain accurate records of all activities, target close dates, sales potential and close probabilities.

- Maintain an adequate pipeline to support monthly revenue goals.

- Regularly follow up on existing opportunities at the channel partner and customer level to increase close rates and decrease the sales cycle.

- Provide an accurate forecast of revenue on a weekly basis.

- Account Management

- Develop and maintain a strategic plan to proactively engage with assigned customers and channel partners on a consistent basis.

- Work with customers and channel partners to resolve open issues and escalate customer satisfaction issues to the appropriate internal or external resources where applicable.

- Partner Management: Work with assigned channel partners to build and sustain an installed base business plan aligning channel partner and Sage revenue objective.

- Professional Selling Environment

- Achieve established revenue, productivity goals and performance objectives in a professional inside sales environment.

- Miscellaneous

o Manage additional projects, assignments and responsibilities as defined by the needs of the business.

* Senior CAM Responsibilities

o Directly involved in or influencing the overall team direction, strategy, development and results based on their day to day activities and working knowledge. Responsibilities may include but are not limited to the following:

* Accountable to the team quota.

* Training around best practices, sales or partner strategy, mentoring, new-hire onboarding, and product knowledge.

* Coverage of open territories, special sales projects, cross-product coverage and other prioritized sales coverage.

* Influence in sales strategies and personnel hiring and development.

* Involvement and influence in cross-divisional teams including Marketing, Training PM, PMM, etc.

* Other duties as assigned.


* Bachelor’s degree or equivalent experience is preferred.

* 6+ years of business-to-business consultative sales experience achieving/overachieving an individual sales quota or equivalent experience is required.

* Internal Candidates: Overall performance should be at an acceptable level.

* Must have excellent organizational and time management skills with the ability to prioritize.

* Must be self-motivated with the ability to work independently and as part of a team while balancing individual goals against corporate strategy.

* The ability to sell direct managing an end to end sales process is required.

* A proven track record of developing and executing sales strategy is preferred.

* Experience in account management, channel sales or in the software/technology industry is a plus.

* A fundamental understanding of business process and operations is a plus.

* General computer skills and a working knowledge of Microsoft office products is required.

Physical Requirements:

* Generally exposed to normal office environment

* Ability to sit, walk, lift and carry up to 10 lbs

* Ability to communicate over the telephone – hearing and speak

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