Outbound Account Manager, LastPass in Raleigh, NC

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Industry:

Telecommunications & Hardware   •  

Less than 5 years

Posted 7 weeks ago

Overview


The Outbound Account Manager is a hybrid role focused on both proactive cultivation of new business as well as targeting and growing existing customer accounts. You will be responsible for creating demand, building qualified opportunity pipeline, up-selling and cross-selling, forecasting and closing bookings as per your assigned plan. You will be responsible for applying a thorough understanding of our products, sales methodology, processes, and prospecting techniques while selling across LogMeIn's Identity and Access Management solutions.

Responsibilities

  • New account acquisition including prospecting, independently following up on inbound leads, qualifying, solution selling, negotiation and closing
  • Profile and query assigned customer base in territory for add-on and cross-sell opportunities by building strong relationships which quickly identify and qualify revenue
  • Proactively develop and manage a mix of small and large deals, while focusing on closing deals with a high likelihood of success
  • Develop strategic prospecting plans for territory development, working with other team members where appropriate
  • Apply experience in navigating through sales cycle to drive deals to closure, identifying key decision makers and business drivers
  • Applies thorough knowledge of key competitors and understanding of how LogMeIn's products compare with competitors
  • Establish a consistent daily call routine in line with expected call metrics of 40-50 calls per day
  • Keep up to date on new product releases to maximize opportunities in the prospect and account base
  • Obtains repeat business, referrals and references by applying understanding of the unique requirements of the key decision makers (sales, marketing, finance, etc.); coaching others regarding best practices and techniques
  • Demonstrate strong qualification skills to provide accurate forecast reports to management on opportunities as required
  • Present to customers both in-person and through web based meetings
  • Provide a consultative sales approach through an extended sales cycle to consistently meet or exceed quota
  • Demonstrate ability to represent LogMeIn with all levels of account's management team
  • Follow company's policies and sales procedures throughout the sales cycle.


Qualifications

  • Bachelor's Degree
  • 3+ years sales or equivalent experience in a rapidly changing dynamic environment required
  • Proven record of success in developing prospecting list, cold calling, customer expansion and telephone sales required; technology sales required
  • Demonstrated record of success communicating effectively via telephone and email with customers and successful track record of meeting and/or exceeding quota
  • Demonstrated ability to manage long, complex sales cycles
  • Analytical and creative approach to problem solving along with strong organization skills
  • Ability to prioritize while multi-tasking projects
  • Proficiency with Microsoft Office products and Internet
  • Proficiency with CRM and opportunity management systems, preferably Salesforce.com