The Account Manager will be responsible for driving profitable net growth via retention and growth of CRM customers. They will uncover and understand customer goals and challenges and establish appropriate CRM products as the best solutions available. The Account Manager must be able to influence customers’ buying behavior by conducting impactful discovery calls and reviews, delivering product demos that meet customer expectations, and addressing the customer’s pains/gains.
What You'll DoEssential Responsibilities and Duties:
- Utilize Salesforce.com to manage tight, organized sales processes with quality operational performance.
- Conduct in-person and virtual meetings with assigned accounts in accordance with the Account Management plan to conduct business reviews, educate customers on product functionality, and generate upsell and cross-sell opportunities.
- Set up and conduct demo presentations.
- Negotiate software pricing and create customer quotes.
- Work collaboratively with legal, finance, and operations to streamline changes to customer accounts (renewals, migrations, upgrades, etc.).
- Escalate issues in accordance with company policy.
- Present the value proposition of CRM in accordance with standard procedures.
- Respond to all emails and voicemails in a professional, timely manner.
- Set up and host demo presentations, negotiate, and close add-on sales opportunities.
- Meet and surpass quantitative and qualitative goals, perform Quarterly Business Reviews (QBRs), and complete other vital sales process activities.
- Manage time effectively, meet personal goals, and work efficiently with other members of the sales team.
- Align with CRM Direct leadership to develop messaging, standardized presentations, and sales processes for CRM business success.
Qualifications:
- Education: Bachelor’s degree in Business Administration, Marketing, or Communication preferred, or an equivalent combination of work experience and education.
- Experience: 1+ years of sales/account management experience, preferably in B2B.
Knowledge/Skills/Abilities:
- Sales experience with a high-tech company is strongly preferred.
- Requires 70% travel.
- Strong presence and experience in cultivating the current account base.
- Demonstrated ability to present software and solutions over the phone is strongly preferred.
- Proficient with corporate productivity and web presentation tools.
- Experience working with Salesforce.com or similar CRM.
- Excellent verbal and written communication skills.
- Strong listening and presentation skills.
- Ability to multitask, prioritize, and manage time effectively.
- Self-driven, results-oriented, with a positive outlook and a focus on quality.
- Knowledge of Microsoft Office, including Outlook, Excel, and PowerPoint.
It is not possible to list every requirement or responsibility of 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
The Solera group is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws.
Skills Required
- Bachelor's degree in Business Administration, Marketing, Communication, or equivalent combination of education and work experience
- At least 1 year of sales or account management experience
- Ability to travel approximately 70% of the time
- Experience cultivating and growing an existing account base
- Experience presenting software and solutions by phone
- Experience using Salesforce.com or a similar CRM
- Proficiency with corporate productivity and web presentation tools
- Knowledge of Microsoft Office, including Outlook, Excel, and PowerPoint
- Excellent verbal and written communication skills
- Strong listening and presentation skills
- Ability to multitask, prioritize, and manage time effectively
What We Do
Solera is a leading global provider of integrated vehicle lifecycle and fleet management software-as-a-service, data, and services. Through four lines of business – vehicle claims, vehicle repairs, vehicle solutions and fleet solutions – Solera is home to many leading brands in the vehicle lifecycle ecosystem, including Identifix, Audatex, DealerSocket, Omnitracs, eDriving/Mentor, Explore, CAP HPI, Autodata, and others. Solera empowers its customers to succeed in the digital age by providing them with a “one-stop shop” solution that streamlines operations, offers data-driven analytics, and enhances customer engagement, which Solera believes helps customers drive sales, promote customer retention, and improve profit margins. Solera serves over 300,000 global customers and partners in 100+ countries. For more information, visit www.solera.com.
