Greenfield Corporate Account Manager

3 months ago

Toronto, Canada SoftwareOne Full time

Job Function: Sales The role:
**Job Summary**

A Greenfield Corporate Account Manager at SoftwareOne is responsible for identifying and developing new business opportunities, bringing the best of SoftwareOne's solutions to address client needs, and creating a robust pipeline of qualified leads. Accountable for the entire sales process, from opportunity identification to conversion, and will play a pivotal role in driving revenue growth for the organization.

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

**The Greenfield Corporate Account Manager must reside in Canada.**

**Role and Responsabilities**

**Client Needs Analysis**
- Identify and develop opportunities with new logos with Corporate 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 corporate farmer.

**Value-Based Selling**
- Utilize in-depth 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.

**Prospecting and Lead Generation**
- 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.

**Relationship Building**
- Cultivate strong relationships with key decision-makers 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.

**Pipeline Management**
- 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.
- Build a pipeline of opportunity and target signing new deals.

**Customiz**ed Solutions Development**
- 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 co-create solutions, ensuring alignment with their objectives and desired outcomes.

**Sales Process Ownership**
- 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.

**Performance Metrics**
- 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.

**Collaboration** and Knowledge Sharing**
- 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 knowledge-sharing forums.

**Client Transition**
- 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 post-sale.

**Success Criteria**
- Consistently meet or exceed sales targets by effectively identifying and capitalizing on new logos & bookings and exceeding win-rates.
- Maintain a healthy and robust pipeline of qualified leads and opportunities through proactive prospecting and lead generation efforts.
- Ensure high levels of client satisfaction and retention by delivering customized solutions that address client needs and provide measurable value.

**Organizational Alignment**
- The Greenfield Corporate AM reports to the Greenfield Corporate AM Manager and is responsible for hunting net new logos.
- Foster collaboration with internal technical and solution teams to develop customized solutions that meet client requirements and drive business success.
- Demonstrate a commitment to continuous improvement by actively participating in knowledge-sharin

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