Account Manager

Account Manager – Virtual US

The Role
The Account Manager is responsible for driving profitable net growth through the retention and expansion of existing customer relationships while proactively seeking new opportunities for revenue growth. This role requires a hunter mentality, with a strong ability to identify, pursue, and close business opportunities within the existing customer base. The ideal candidate will excel at uncovering customer objectives and challenges, positioning Solera’s solutions as the optimal choice to meet their needs. They must be skilled in influencing purchasing decisions through insightful discovery calls, business reviews, and compelling product demonstrations that directly address customer pain

Key Responsibilities:

Proactive Sales Execution: Leverage a hunter mentality and outside sales expertise to actively seek and drive growth opportunities within assigned accounts, ensuring both retention and expansion of customer relationships.

Strategic Sales Process Management: Utilize Salesforce.com to manage a structured and organized sales pipeline, ensuring high-quality operational performance and data integrity.

Customer Engagement & Field Sales: Conduct in-person and virtual meetings with assigned accounts in alignment with the Account Management plan to perform business reviews, educate customers on product functionality, and identify upsell and cross-sell opportunities.

Sales Presentations & Demos: Set up and deliver impactful in-person and virtual product demonstrations, showcasing Solera’s value proposition and addressing customer-specific needs.

Deal Structuring & Negotiation: Develop and negotiate pricing structures and customer quotes, ensuring alignment with business objectives while driving revenue growth.

Cross-Functional Collaboration: Work closely with legal, finance, and operations teams to facilitate seamless customer account changes, including renewals, migrations, and upgrades.

Issue Resolution & Escalation: Identify and escalate customer concerns in accordance with company policies to ensure a seamless customer experience.

Value Proposition Communication: Present Omnitracs’ competitive advantages confidently, following standardized procedures to effectively articulate its benefits to customers.

Timely & Professional Communication: Respond to all customer emails and voicemails in a professional, timely manner to maintain strong relationships and trust.

Closing & Performance Metrics: Consistently meet and exceed qualitative and quantitative sales goals, conduct Quarterly Business Reviews (QBRs), and execute key sales processes to drive revenue growth.

Time & Territory Management: Maximize productivity by effectively managing time, balancing multiple sales opportunities, and collaborating with sales leadership and team members.

Sales Strategy Development: Align with sales leadership to refine messaging, standardize presentations, and optimize sales processes for increased effectiveness and efficiency.

This role requires a results-driven, highly motivated sales professional with strong outside sales capabilities, a proven track record of hunting and closing business opportunities, and the ability to thrive in a fast-paced, customer-focused environment.

QUALIFICATIONS:

EDUCATION:  Bachelor's degree in Business Administration, Marketing or Communication preferred or equivalent combination of work experience and education.

EXPERIENCE:  4+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience

KNOWLEDGE/SKILLS/ABILITIES:

Technology & Sales Expertise: Sales experience within a high-tech or SaaS company is strongly preferred, with a track record of driving revenue growth in a competitive marketplace.

Strategic Sales Execution: Proven ability to develop, forecast, and execute strategic sales plans, resulting in measurable business growth and customer expansion.

Travel Commitment: Willingness to travel up to 70%, engaging with customers through in-person meetings and on-site business reviews to drive relationship management and sales opportunities.

Account Growth & Retention: Strong presence and expertise in cultivating, expanding, and retaining an existing customer base, with a focus on upselling and cross-selling solutions.

Solution-Based Selling: Demonstrated ability to present and position software and technology solutions remotely and in-person, effectively addressing customer challenges and driving engagement.

CRM & Productivity Tools: Experience working with Salesforce.com or similar CRM platforms to manage sales pipelines and optimize customer relationships.

Communication & Presentation Skills: Exceptional verbal and written communication skills, with the ability to deliver compelling presentations and effectively engage decision-makers.

Multi-Tasking & Time Management: Strong ability to prioritize, manage multiple sales opportunities, and execute in a fast-paced environment while maintaining attention to detail and quality.

Self-Motivated & Results-Oriented: A proactive, high-energy sales professional with a results-driven mindset, a commitment to excellence, and a focus on delivering value to customers.

Technical Proficiency: Working knowledge of Microsoft Office Suite (Outlook, Excel, PowerPoint) and corporate productivity/web presentation tools.

This role is ideal for a highly motivated sales professional with a strong hunter mentality, a passion for customer success, and the ability to thrive in Solera’s dynamic, fast-paced environment.

It is impossible to list every requirement for, or responsibility for any position.  Similarly, we cannot identify all the skills a position may require since job responsibilities and the Company’s needs may change over time.  Therefore, the above job description is not comprehensive or exhaustive.   The Company reserves the right to adjust, add to or eliminate any aspect of the above description.  The Company also retains the right to require all employees to undertake additional or different job responsibilities when necessary to meet business needs.

EQUAL OPPORTUNITY EMPLOYER
SOLERA HOLDINGS, INC., AND ITS US SUBSIDIARIES (TOGETHER, SOLERA) IS AN EQUAL EMPLOYMENT OPPORTUNITY EMPLOYER. THE FIRM'S POLICY IS NOT TO DISCRIMINATE AGAINST ANY APPLICANT OR EMPLOYEE BASED ON RACE, COLOR, RELIGION, NATIONAL ORIGIN, GENDER, AGE, SEXUAL ORIENTATION, GENDER IDENTITY OR EXPRESSION, MARITAL STATUS, MENTAL OR PHYSICAL DISABILITY, AND GENETIC INFORMATION, OR ANY OTHER BASIS PROTECTED BY APPLICABLE LAW. THE FIRM ALSO PROHIBITS THE HARASSMENT OF APPLICANTS OR EMPLOYEES BASED ON ANY OF THESE PROTECTED CATEGORIES.

EQUAL OPPORTUNITY EMPLOYER
SOLERA HOLDINGS, INC., AND ITS US SUBSIDIARIES (TOGETHER, SOLERA) IS AN EQUAL EMPLOYMENT OPPORTUNITY EMPLOYER. THE FIRM'S POLICY IS NOT TO DISCRIMINATE AGAINST ANY APPLICANT OR EMPLOYEE BASED ON RACE, COLOR, RELIGION, NATIONAL ORIGIN, GENDER, AGE, SEXUAL ORIENTATION, GENDER IDENTITY OR EXPRESSION, MARITAL STATUS, MENTAL OR PHYSICAL DISABILITY, AND GENETIC INFORMATION, OR ANY OTHER BASIS PROTECTED BY APPLICABLE LAW. THE FIRM ALSO PROHIBITS HARASSMENT OF APPLICANTS OR EMPLOYEES BASED ON ANY OF THESE PROTECTED CATEGORIES.