Strategic Account Manager Enterprise Software DACH

 

Chronos Consulting's (www.chronosconsulting.com) client is a global leader in software testing Saas.
 
The Strategic Account Manager is responsible for converting a substantial number of enterprise opportunities into long term customers through a short and efficient sales cycle and by nurturing “C” level relationships. As a Strategic Account Manager you will be responsible for long term account management within the territory ensuring growth in all revenue streams.
The Strategic Account Manager will hold a portfolio of customers that are active and under contract as well as customers that are inactive and used the software in the past and new account.
 
Customer Interface and tasks:
•Act as primary and overall manager of all of the activities with the customer.
•Discover and map all of the relevant customer ERP systems and decision makers.
•Work closely with the Technical Account Managers on all of the accounts.
•Profile the customer IT strategies for maintenance, functional releases and testing.
•Promote and sell the entire appropriate portfolio to the different customer stakeholders.
•Keep the customer up to date with all products and functionality.
•Make sure that the customer is receiving the appropriate support and that the customer is adopting these solutions maximizing usage of all of the modules.
•Drive the customer to adopt these solutions as a standard part of the IT process to ensure continued usage and renewal and making sure that the budget plans for future renewal.
•Create and maintain multiple relationships with the customer with key users, opinion makers and decision makers to ensure a solid coalition.
•Drive the customer to agree to be a reference and to create a case study.
 
Required skills and expertise:
•Learn the value proposition to the level where you are comfortable to deliver a first level demo of the platform.
•Experience of closing $1m+ transactions is a must.
•At least five years of experience in direct sales of ERP or similar complex software to large enterprise customers with proven successful track record of generating revenue and closing business.
•Proven experience in working through partners, strategic integrators.
•Experience in selling software – A must.
•At least three years in sales within the DACH market.
•Hunter at heart.
•Ability to organize and prioritize assigned tasks.
•Advantage: Prior experience of multiple-opportunity management.
•Ability to communicate and interact with senior executives / “C” level.
•Ability to forecast accurately.
•Positive and energetic attitude with ambitious, upbeat, highly creative, self-motivated personality.
 
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