Key Accounts Manager

4 days ago


Richmond, Canada Transoft Solutions Full time

Have a passion for software? Join a world leader and make a difference Transoft is making an enormous difference to the transportation planning and design community. With offices around the world, Transoft Solutions is an international leader in the development of innovative software for the civil/transportation engineering profession. This year the company celebrates its 30th year and we are proud of the extent of our user footprint - over 50,000 users in 150 countries worldwide. The company’s success is a result of our amazing work culture, our innovative and highly sought-after products, and the superb customer service we deliver.

**ABOUT THE OPPORTUNITY**
We currently have an opening for an **Key Account Manager** at our office in **Richmond, BC**. This is an exciting opportunity for a sales professional who wants to develop with a rapidly growing company.

As Transoft’s ambassador for larger Key Accounts, the Key Account Manager (KAM) partners with stakeholders to ensure the value of Transoft’s software and service is being realized by their organizations on a regular quarterly basis. Under the direction of the Director of Sales and Regional Marketing, and in close collaboration with a cross functional team, the KAM ensures that the Key Account is successful in adoption and use of Transoft’s software

KEY RESPONSIBILITIES:

- Work with multiple Business Units and Regional Functional Resources to accomplish strategic and tactical ABM and Strategic Selling activities, leveraging multiple resources efficiently for both Transoft and the client.
- Generate Expansion/Upgrade/New Licensing/Renewal Opportunities in a NAMED account territory consisting of US STATE DOTs, large multinational AECs (Architecture Engineering Construction), Canadian Provincial Governments, and Major Cities.
- Conduct executive level discussions through on-line meetings and conference calls, with a good grasp of the customer business objectives and operational needs.
- Generate business through existing and new customer channels.
- Ensure Maintenance and Subscriptions Contracts are renewed prior to expiration. Identify opportunities to upsell into allocated accounts. Work with Customer Success team and other departments to help maintain a continuous positive customer experience for the Key Accounts.
- Create a Business Plan to achieve Annual/Quarterly Sales Objectives across multiple products.
- Meet KPIs (Pipeline Generation, Opportunity Management, and Forecasting in CRM, Customer Retention and Account Management) in order to attain annual quota in a consistent manner, communicating the health of your business, and asking for help whenever needed.
- Attend Industry Events and onsite customer visits on a quarterly basis with trip objectives clearly established and approved based on new business development.
- Conduct executive level discussions through on-line meetings and conference calls, with a good grasp of the customer needs.

BENEFITS and PERKS
- Flexible work arrangements (Work from home / hybrid options, flexible work hours)
- RRSP matching
- Extended health, dental, vision benefits
- Annual performance-based bonuses
- Outstanding achievement recognition programs
- Charitable donation matching
- Educational assistance and training opportunities
- Company and team building events (Barbeques, potlucks, holiday events, monthly socials - you name it)

**ABOUT YOU**
You are passionate about selling technology. You are convincing and trustworthy. You know how to demonstrate savings in costs and efficiencies. You bring the proverbial ‘rain’. You have proven experience selling at all levels from a user level to executive level in customer organizations. You are accustomed to selling high-volume, mid-range B2B software preferably within niche markets. You absolutely love to win and can’t stand the thought of losing to competition. Possessing an entrepreneurial spirit and drive, you are vibrant and can motivate everyone around you. You ask a lot of questions and are never, ever satisfied with ‘good enough.’

EXPERIENCE AND QUALIFICATIONS:

- You have a post-secondary degree/diploma in sales, business or related field.
- Your Professional Sales training is a definite plus.
- You have at least 5 years of selling software, preferably in a B2B environment, quota carrying track record and account management (diplomacy/advocate) experience.
- Any Civil Engineering and CADD experience is advantageous but not critical.

KNOWLEDGE, SKILLS, AND ABILITIES:

- You have excellent presentation skills and can communicate effectively, respectfully, and tactfully. You understand that listening is an important part of communication and very important part of customer service. You build and nurture profitable long-term customer relationships centred on trust and communication.
- You have initiative and are a continual learner. You understand that there is always a way to improve the customer experience.
- You are a Solution Provider



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