Greenfield Corporate Account Manager

3 weeks ago

Toronto, Canada SoftwareOne Full time

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 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.
- 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 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.
- 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 co-create 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 knowledge-sharing 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 post-sale.

**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
- Pre-paid legal at no cost
- Abundant time off that includes paid holidays, floating holidays,

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