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

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