Account Manager

Why SoftwareOne? Why SoftwareOne? SoftwareOne is a leading global software and cloud solutions provider that is redefining how companies build, buy and manage everything in the cloud. By helping clients to migrate and modernize their workloads and applications – and in parallel, to navigate and optimize the resulting software and cloud changes – SoftwareOne unlocks the value of technology. The company's 8,900 employees are driven to deliver a portfolio of 7,500 software brands with sales and delivery capabilities in 90 countries. Headquartered in Switzerland, SoftwareOne is listed on the SIX Swiss Exchange under the ticker symbol SWON. Visit us at https://careers.softwareone.com/es/jobs The role An Account Manager (AM) at SoftwareOne, is responsible for building and maintaining strong relationships with strategic customers to ensure the ultimate customer experience and that maximum value is received throughout customer lifetime. This role is responsible for managing a range of SoftwareOne existing and net new accounts in the midmarket, keeping business at current levels and expanding within account where possible. Building, and strengthening long-term relationships with clients and partners. Roles & Responsibilities: Managing existing accounts in order to ensure that clients are retained by SoftwareONE, upselling where appropriate. Identifying new customers within your own portfolio. Main activities: Attending networking events, seminars, industry forums. Meeting the requirements of your customers needs for 3rd party Publishers (Microsoft, VMware, Oracle…). Licensing in a timely manner. Working with these customers to promote new products and services. Looking for new customers in scope with SWO's strategy. Regular connections with key software publishers within your defined territory. Proactively follow up on any lead provided through SoftwareOne or partners. Update and maintain a rolling 3 month forecast in BI. Provide software licensing solutions. Looking for opportunities to recommend and sell services. Negotiate and co-ordinate decision-making process, overcoming objections to capture renewed. business opportunities. Effectively communicate and present the SoftwareOne Value Proposition. Reviews accounts to maximise cross-sell and up-sell business opportunities. Manage the sales lifecycle, including planning, deal reviews, gaining approvals, sales pipeline management and forecasting, deal closure. Assists with all marketing related events, seminars, mailings, and call campaigns. Submits accurate and timely forecasts, on a weekly basis. Properly log all client activities, opportunities and contacts in NAVision and ONE sales where needed and designated sales and call. Achieve SoftwareOne KPI of personally responding to all communications (email, phone, IM etc.) within 24 hours. Proactively invest in your personal training and development. This includes keeping up to date with software & IT industry trends, maintaining vendor certifications and professional accreditations. Accountable for ensuring SoftwareOne meets all customer contractual obligations and manage the escalation process if required. Accountable for ensuring customers deliver on SoftwareOne contractual terms, including paying on time. #LI-SH2 What we need to see from you Sales Knowledge, Skills and Abilities Required: Both farming and hunting attitudes are required. Strong understanding of the Technology Industry. Publisher and Microsoft licensing experience (Microsoft certifications are highly desirable) Outgoing, confident and highly social. Ambitious and highly motivated self-starter. Ability to collaborate and mobilise others. Problem solving skills to analyse and document customer business requirements. Ability to build broad networks within accounts across all departments. Experience in consulting selling techniques (e.g. SPIN) and service selling. Strong account management skills, high service orientation with ability to maintain relationships and facilitate account reviews. Strong organizational, multitasking and time management skills. Ability to work in a fast-paced team sales environment with minimum supervision. Degree level preferred and/or demonstrated ability to quickly learn. Technical Knowledge : Strong personal ability to use latest office technology and ensure SoftwareOne systems are entered with quality data and ensure that processes are followed diligently Technical Knowledge: Very good understanding of IT environments/infrastructure. Licensing skills with major publishers are desirable Very good understanding of Microsoft licensing. Experience engaging with a wide range of ICT suppliers and channel partners such as distributors, channel managers, and partner managers. Experience sourcing products and services to meet well defined requirement or that need validation prior to a sale. Job Function Field SalesAn Account Manager (AM) at SoftwareOne, is responsible for building and maintaining strong relationships with strategic customers to ensure the ultimate customer experience and that maximum value is received throughout customer lifetime. This role is responsible for managing a range of SoftwareOne existing and net new accounts in the midmarket, keeping business at current levels and expanding within account where possible. Building, and strengthening long-term relationships with clients and partners. Roles & Responsibilities: Managing existing accounts in order to ensure that clients are retained by SoftwareONE, upselling where appropriate. Identifying new customers within your own portfolio. Main activities: Attending networking events, seminars, industry forums. Meeting the requirements of your customers needs for 3rd party Publishers (Microsoft, VMware, Oracle…). Licensing in a timely manner. Working with these customers to promote new products and services. Looking for new customers in scope with SWO's strategy. Regular connections with key software publishers within your defined territory. Proactively follow up on any lead provided through SoftwareOne or partners. Update and maintain a rolling 3 month forecast in BI. Provide software licensing solutions. Looking for opportunities to recommend and sell services. Negotiate and co-ordinate decision-making process, overcoming objections to capture renewed. business opportunities. Effectively communicate and present the SoftwareOne Value Proposition. Reviews accounts to maximise cross-sell and up-sell business opportunities. Manage the sales lifecycle, including planning, deal reviews, gaining approvals, sales pipeline management and forecasting, deal closure. Assists with all marketing related events, seminars, mailings, and call campaigns. Submits accurate and timely forecasts, on a weekly basis. Properly log all client activities, opportunities and contacts in NAVision and ONE sales where needed and designated sales and call. Achieve SoftwareOne KPI of personally responding to all communications (email, phone, IM etc.) within 24 hours. Proactively invest in your personal training and development. This includes keeping up to date with software & IT industry trends, maintaining vendor certifications and professional accreditations. Accountable for ensuring SoftwareOne meets all customer contractual obligations and manage the escalation process if required. Accountable for ensuring customers deliver on SoftwareOne contractual terms, including paying on time. #LI-SH2Sales Knowledge, Skills and Abilities Required: Both farming and hunting attitudes are required. Strong understanding of the Technology Industry. Publisher and Microsoft licensing experience (Microsoft certifications are highly desirable) Outgoing, confident and highly social. Ambitious and highly motivated self-starter. Ability to collaborate and mobilise others. Problem solving skills to analyse and document customer business requirements. Ability to build broad networks within accounts across all departments. Experience in consulting selling techniques (e.g. SPIN) and service selling. Strong account management skills, high service orientation with ability to maintain relationships and facilitate account reviews. Strong organizational, multitasking and time management skills. Ability to work in a fast-paced team sales environment with minimum supervision. Degree level preferred and/or demonstrated ability to quickly learn. Technical Knowledge : Strong personal ability to use latest office technology and ensure SoftwareOne systems are entered with quality data and ensure that processes are followed diligently Technical Knowledge: Very good understanding of IT environments/infrastructure. Licensing skills with major publishers are desirable Very good understanding of Microsoft licensing. Experience engaging with a wide range of ICT suppliers and channel partners such as distributors, channel managers, and partner managers. Experience sourcing products and services to meet well defined requirement or that need validation prior to a sale.