Greenfield Corporate Account Manager - Toronto, Canada - SoftwareOne

SoftwareOne

Verified Company

Toronto, Canada

2 weeks ago

Posted by:

Sophia Lee

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Description

Job Function:

Sales The role:

Job Summary

The Greenfield Corporate Account Manager is a results-driven individual who will own the sales targets for the Corporate Account Manager Greenfield team.

The Greenfield Corporate AM will lead, develop, and manage a team of Greenfield Corporate AMs, focusing on hunting new opportunities and driving sales from new logos to bring sales growth.

Corporate customers are defined as those having annual revenues between $1B-$8B.

The Greenfield Corporate Account Manager must reside in Canada.

Role and Responsabilities

Identify and develop opportunities with new logos with Enterprise clients.
Conduct a thorough analysis of client requirements and pain points to identify opportunities for SoftwareOne's solutions.
Collaborate with clients to understand their business objectives and challenges, and tailor solutions to address their specific needs.
Manage client relationships until conversion and handoff to the enterprise farmer
Build a pipeline of opportunity and target signing new deals.
Utilize indepth knowledge of SoftwareOne's product offerings to effectively position and articulate the value proposition to potential clients.
Highlight key features and benefits that align with client requirements and demonstrate how SoftwareOne's solutions can solve their challenges and drive business growth.
Implement a proactive approach to prospecting and lead generation, leveraging various channels such as cold calling, networking events, social media, and industry partnerships.
Continuously identify and qualify new leads to build a robust pipeline of opportunities.
Cultivate strong relationships with key decisionmakers and influencers within target organizations.
Establish trust and credibility by demonstrating expertise, reliability, and a commitment to delivering value.
Act as a trusted advisor to clients, providing insights and guidance to support their strategic objectives.
Develop and maintain a structured approach to pipeline management, tracking the progress of leads and opportunities through the sales cycle.
Utilize CRM (Customer Relationship Management) tools and sales analytics to monitor pipeline health, identify areas for improvement, and prioritize efforts to maximize conversion rates.
Collaborate with internal technical and solution teams to develop customized solutions that meet the unique needs and requirements of each client.
Collaborate closely with clients to cocreate solutions, ensuring alignment with their objectives and desired outcomes.
Take ownership of the entire sales process, from initial prospecting to deal closure.
Lead negotiations, overcome objections, and facilitate contract discussions to secure new business opportunities.
Drive momentum and urgency throughout the sales cycle to achieve timely and successful outcomes.
Set ambitious but achievable sales targets and performance metrics to measure progress and track success.
Regularly review and analyze sales performance against targets, identifying areas of strength and opportunities for improvement.
Implement strategies to address performance gaps and drive continuous improvement.
Foster a culture of collaboration and knowledge sharing within the sales team and across the organization.
Share best practices, market insights, and client feedback to enhance collective understanding and improve sales effectiveness.
Actively contribute to sales meetings, training sessions, and knowledgesharing forums.
Facilitate a seamless transition of new clients to the account management team upon deal closure.
Provide comprehensive handover documentation and insights to ensure continuity of service delivery and a positive client experience postsale.

Success Criteria
- # of new bookings/new logos by team

Lead conversion rate (or win rate)

- % of Greenfield Corporate AMs meeting their quotas

Organizational Alignment

The Greenfield Corporate Account Manager reports directly to the Greenfield Vice President and oversees a team of Greenfield Corporate AMs.
Foster collaboration and communication between Greenfield Enterprise AMs and other departments, including Sales, Alliances, and Solution Architects.

What we offer

Generous pay with bonus structure
Independent environment without a lot of red tape where you are empowered to make decisions
Substantial benefits package that includes:
Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions
Additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
401k program with employer matching 50% up to the first 10% of employee's contributions
Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
Access to EAP and concierge services
Prepaid legal at no cost
Abundant time off that includes paid holidays, floating holidays,