The role

Job Summary

The Digital Sales Account Manager will focus on securing new business from SME customers. The individual will demonstrate sales strategies to expand the client base, cultivate lasting relationships, and consistently achieve and exceed assigned sales targets.

Note: SoftwareOne is an AI-forward company. We actively use AI across our business to improve productivity, decision-making, and outcomes, and we are intentional about hiring people who are curious, hands-on, and eager to leverage AI as technology evolves.

This position is located on-site in Nashville, TN.

Role & Responsibilities

Relationship Management

• Cultivate and maintain strong, trust-based relationships with SME (Small Medium Enterprise) clients, acting as their dedicated digital sales advisor.
• Regularly engage with clients to understand their evolving needs, challenges, and goals.

Service Delivery Excellence

• Serve as the primary point of contact for all digital service inquiries and requests from assigned accounts.
• Ensure seamless service delivery by coordinating with internal teams, such as technical support and product specialists, to address client needs promptly and effectively.

Renewal Strategy Execution

• Develop and implement proactive renewal strategies tailored to each client's unique requirements and usage patterns.
• Lead negotiations to secure contract renewals, using insights into client satisfaction and business outcomes achieved through our digital solutions.

Critical issue Resolution

• Function as a proactive problem solver, promptly addressing and resolving any customer concerns or post-sales issues that may arise.
• Collaborate closely with cross-functional teams to troubleshoot technical issues, resolve billing discrepancies, or address any other concerns raised by clients.

Comprehensive Account Coverage

• Take a comprehensive approach to account management by maintaining a thorough understanding of each client's business landscape, industry trends, and competitive challenges.
• Proactively find opportunities for value creation and revenue growth within assigned accounts.

Data-driven Territory Plan with Tactical Initiatives

• Drive tactical sales motions across assigned accounts, using data driven insights and market intelligence to identify potential upsell and cross-sell opportunities.
• Collaborate with the sales leadership team to develop and implement targeted sales campaigns aimed at improving revenue generation and expanding our digital product portfolio.

Performance Analysis and Reporting

• Supervise key performance metrics related to client engagement, satisfaction, and revenue growth.
• Analyze data trends to identify areas for improvement and make informed recommendations for optimizing account management processes and sales strategies.

Client Advocacy

• Serve as a trusted advocate for clients within the organization, representing their interests and giving feedback to internal customers.
• Champion client success stories and standard processes to inspire confidence and loyalty among existing clients and drive referrals and testimonials.

5% for potential occasional travel to visit customers or internal meetings.

What we need to see from you

What you offer

Required Skills:

• Demonstrated experience using AI in a practical, applied way - such as improving workflows, automating tasks, enabling better decision-making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.
• Located in Nashville, TN (or willingness to relocate)
• High School Diploma or equivalent experience required, college degree preferred
• 2-3 years of tech sales experience
• Interest in technology
• Strong verbal communication and negotiation
• Customer onboarding and handling
• Relationship building
• Resilience and ability to face rejection
• Previous sales experience preferred
• Experience with CRM systems is a bonus
• Key Sales Competencies & Behaviors of Generating Opportunities, Understanding Client Needs, Developing Relationships, Delivering Value Propositions, Overcoming Objections, Instructing & Advising, and Navigating the Deal are demonstrated through the Company's Competency Assessment.

Preferred Qualifications:

Leadership Skills

• Strong leadership skills with the ability to inspire, motivate, and empower a team towards achieving common goals.
• Experience in coaching and developing sales professionals to improve their potential and performance.
• Ability to attract top talent to the company and maintain a successful team.

Strong Verbal Communication and Negotiation Skills

• Demonstrated ability to effectively communicate with clients in a clear, concise, and persuasive manner.
• Confirmed history of successful negotiations in digital sales or account management contexts, with the capability to articulate value propositions and overcome objections.

Customer Onboarding and Handling Expertise

• Experience in guiding customers through the onboarding process for digital products or services, ensuring a seamless transition and positive initial experience.
• Ability to anticipate customer needs, address concerns proactively, and provide comprehensive support throughout the onboarding journey.

Customer concern Management Proficiency

• Proficient in handling customer concerns and post-sales issues with tact, diplomacy, and efficiency.
• Skilled in de-escalating tense situations, empathizing with customer frustrations, and collaborating with internal teams to resolve issues promptly and effectively.

Request Tracking and Collaboration Skills

• Strong organizational skills with the ability to track and prioritize customer requests effectively.
• Experience using CRM systems or other request tracking tools to handle customer inquiries, assign tasks to appropriate teams, and ensure timely resolution.
• Proven ability to collaborate cross-functionally with technical support, product development, and other departments to meet customer needs.

Converting Business Problems to Technical Solutions

• Skills for understanding and analyzing sophisticated business challenges faced by clients and translating them into viable technical solutions.
• Ability to collaborate with technical teams to develop innovative and customized digital solutions that address specific customer struggles and deliver tangible business value.

Continuous Learning Orientation

• Proactive in staying updated on industry developments, emerging technologies, and standard processes in account management and customer success.
• Commitment to ongoing professional development and growth.

The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.

Success Criteria

• Net Revenue
• Overall revenue growth of the book of accounts
• Lead conversion
• Pipeline development
• Quota attainment
• # of new logos added (future critical metric as the current focus on an existing book of business)

Organizational Alignment

• Ensure alignment with sales strategies to drive new business acquisition and expansion within SME customer segment.
• Cultivate collaboration with pre-sales teams to ensure seamless customer engagement and successful outcomes.
• Maintain a deep understanding of SoftwareOne's services and solutions to effectively consult and recommend tailored offerings to clients, aligning with organizational goals of driving revenue growth and customer satisfaction.

What we offer

• Generous pay with a quarterly bonus structure
• Independent environment without a lot of red tape where you are empowered to make decisions
• Substantial benefits package that includes:
• Medical coverage with competitive employer contributions
• Voluntary coverage including Dental, Vision, Pet, Legal, Identity, Accident & Critical Illness
• 401k program with employer matching 50% up to the first 10% of employee's contributions
• Wellness Program, EAP, concierge services
• Abundant paid time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and vacation time
• Employee stock purchase plan
• Learning and development opportunities galore
• Tuition reimbursement
• And much more!
• Specific to Milwaukee-based office employees: company-paid parking

• Winning culture, inclusive environment, and friendly people all over the world
• A remote-friendly organization, with colleagues working remotely either part or full-time

As a culture-first organization, being together is how we learn and grow. We come together in person for at least 4 days for collaboration, support, and to have some fun.

Target compensation for this role will be $90K - $100K USD(mix of base salary and bonus). Actual offers may be higher or lower than this range and will be determined based on a variety of factors, including (but not limited to) candidates' qualifications, experience, education, and work location.

We are not able to consider candidates residing in the state of Hawaii currently.

Job Function

Sales