Job DescriptionManage relationships within a portfolio of NetSuite’s Customers to ensure the continued adoption of NetSuite’s cloud-based business operations system, including Enterprise Resource Planning (ERP), Accounting, Customer Relationship Management (CRM), Professional Service Automation (PSA), and eCommerce. Analyze customers business needs, identify strategic partnership opportunities, and develop strategies to ensure customer growth, satisfaction, and retention.
The Account Manager will identify and qualify opportunities within the account territory of existing NetSuite clients; sell business applications solutions and related services to existing customers; manage and drive sales opportunities through strategic selling, negotiate and close business, and manage the ongoing business relationship with clients. The successful candidate will possess a strong need to win and be able to demonstrate that s/he is responsive, adaptable, and 100% results- and ownership-oriented.
Perform outbound and inbound communication to NetSuite Customers to sell additional services and solutions.
Internalize and deliver the value proposition clearly and persuasively to a variety of different audiences, including C-Level executives
Assist customer contacts with challenges and problems converting them into sales opportunities when possible.
Maintain a working knowledge of the complete capabilities of NetSuite’s services and of NetSuite’s internal operational processes.
Maintain an active pipeline of forecasted sales to meet monthly quota objectives while working through each opportunity with manager.
Work to improve overall customer satisfaction in assigned customer accounts.
Manage complex, challenging and/or largest customers of any AMs on the same team.
Serve as the first line in the escalation path for customer satisfaction issues.
Have complete knowledge of NetSuite’s products and services.
May mentor and coach lower level/new Account Managers while also attending to their personal job goals and responsibilities
Liaise with Professional Services, Solution Consultants, and Customer Success organizations to resolve issues for customers. Escalate potential issues to manager when needed.
Strong applications background and understanding of software systems.
Excellent understanding of business applications such as ERP. CRM and Ecommerce.
Advanced knowledge of Sales methodology.
Has superior communication skills to execute complex sales transactions and provide information and clarity to any sales deal; or problem resolution situation.
Conducts interactions with internal/external clients, peers, and management in a polished and highly professional manner.
Demonstrates excellent written and verbal communication skills.
Displays above average customer orientation skills.
Above average analytical and problem solving abilities.
Strong presentation skills.
Best among peer’s negotiation skills.
Advanced knowledge of Sales methodology.
BA/BS degree in business/related field or equivalent work experience.
Sells a subset of product or services directly or via partners to small-and-medium sized accounts. The role is a combination of a Field Sales Rep and Inside Sales Rep.
Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/ business skills in area of specialization. May have project lead role. Highly developed selling, customer relations, and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player. Demonstrated ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travels to customer as needed. 8+ years relevant sales experience. BS/BA degree or equivalent preferred.
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