Strategic Account Manager

OverviewAs THE leader in transit technology, Clever Devices seeks a Strategic Account Manager (SAM) to develop and maintain strategic relationships at all levels of target organizations, driving new business and upsell opportunities for Clever Devices systems, solutions, and services. The SAM focuses on new business development in the Province of Quebec within the public transit and ITS space, working under regional director guidance to solve complex transit ITS problems using a combination of standard Clever Devices products and custom integration services.Primary ResponsibilitiesMaintains a thorough knowledge of the company product features and benefits.Describes each product and its key benefits, including unique selling propositions (USPs).Engages existing client base to ensure satisfaction with Clever’s solutions and identifies new upsell opportunities.Prospects for new customer opportunities at trade shows, via mass marketing responses, referrals, and within existing accounts.Builds and leverages business connections and relationships to stimulate Clever Devices market presence and uncover future opportunities.Qualifies and provides recommendations on opportunities using a risk/reward framework (budget, authority, need, timing, strategic fit, win probability, reputational impact, risk, capacity, etc.).Present at PreBid and Bid Board for major opportunities to secure organizational support.Creates and updates Salesforce records and selling plans for opportunities.Maintains up-to-date sales forecasts, leads, and status notifications in Salesforce.Creates, delivers presentations, and/or conducts demonstrations to potential customers.Develops technical sales solutions to meet unique customer needs under guidance from Regional Director or Director of Technology Solutions.Develops relationships at the C-suite level within client organizations.Develops strategic account plans for servicing and retaining key accounts with guidance from Regional Director.Plans short- and long-term sales goals for accounts via guidance from Regional Director.Assembles and executes well-developed pre-RFP strategies to position Clever Devices ahead of RFPs.Influences RFP specifications.Develops messaging and relationship maps for client personnel.Tracks RFP development and release plans in advance; determines bid/no-bid after internal assessments.Establishes contracts with clients and coordinates reviews with Regional Director or VP and internal departments/legal counsel.Conducts awarded project handoffs to Project Management Organization.Represents Business Development on a rotation basis for the PMDB Committee.Meets or exceeds individual annual KPI quotas and contributes to regional, team, and company goals.Skills and CompetenciesExcellent written and oral communication skills.Bi-lingual French and English required.5+ years of strategic B2B sales experience.High degree of tenacity and sales prowess.Technical acumen and ability to understand the technical landscape to match customer needs with Clever technology.Excellent presentation skills.Strong listening, audience-reading, and political landscape abilities.High degree of follow-through and attention to detail.Strong negotiation and influencing skills.Strong interpersonal and relationship-building skills.Strong time management, multitasking, and deadline-setting abilities.Bachelor’s degree required; transportation experience preferred.Seniority levelMid-Senior levelEmployment typeFull-timeJob functionBusiness Development and SalesIndustriesIT Services and IT Consulting and IT System Custom Software Development #J-18808-Ljbffr