Account Manager

GENERAL SUMMARY:

The Account Manager is responsible for the full sales lifecycle as it pertains to the current customer base of the company. This position must farm active customers to up-sell products and services by developing a thorough understanding of their business and technology needs.

Essential Duties and Responsibilities:

• Work with active customers to develop a deep understanding of their needs and translate those needs into product requirements that satisfy their demands
• Cross-selling and up-selling services and solutions to existing accounts
• Qualify new sales opportunities for current customers
• Receive requests for service and products details from customers and provide timely responses
• Conduct onsite or online presentations that showcase the services and products of the company to active customers
• Work with management to develop proposals, quotes and respond to RFP/RFI documents
• Effectively communicate features and benefits of solutions and manage prospect expectations throughout the lifecycle
  of the account
• Manage the complexity of Managed IT services proposals, contracts, lease agreements, and service level agreements
• Maintain in-depth product knowledge of the service offerings of the company
• Perform sales procedures through activities and opportunities in IBT’s CRM and remain compliant with defined policies and procedures
• Achieve and maintain a positive rapport with prospects and work to give them the best possible service

Additional Duties and Responsibilities:

• Attend weekly sales meetings and ensure sales opportunities are compliant with company policy
• Develop in-depth knowledge of the service catalog and how it relates to customer’s needs
• Document internal processes and procedures related to duties and responsibilities
• Responsible for entering time and expenses in IBT’s CRM as it occurs
• Understand processes in IBT’s CRM by completing assigned training materials
• Enter all work as activities or service tickets into IBT’s CRM

Knowledge, Skills and/or Abilities Required

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Outside sales experience with selling any of the following: IT services and products, managed IT services, or IT consulting
• Possess a track record of managing the customer commitment, negotiation, and closed of the sales process
• Demonstrated level of success in the development of client relationships
• Enjoy working with customers and external audiences
• High energy and drive with good negotiation skills
• Proficient with general office applications
• Strong organizational, presentation, and customer service skills
• Skill in preparing written communications and materials
• Interpersonal skills: such as telephony skills, communication skills, active listening and customer-care
• Ability to multi-task and adapt to changes quickly
• Typing skills to ensure quick and accurate data entry
• Self-motivated with the ability to work in a fast moving environment