Job Description

The Account Manager is expected to consistently provide excellent customer service to accounts, as well as represent client needs and goals within the organization to ensure quality and alignment with ARCOS’ business direction. The Account Manager reports to the Vice President of Sales.

Responsibilities and Duties

The responsibilities for the Sales Account Manager, as performed as an individual contributor or through direct reports, include, but are not limited to the following:

Account Management Plan for each Assigned Customer including
1. Analysis of existing usage, application and key stakeholders of the ARCOS System within customer account
2. Working with the customer to identify and upsell the ARCOS System to new groups within the account
3. Handle for all client communications, conflict resolution, and compliance on client deliverables and revenue
4. Reviews all major customer deliverables (i.e. strategic brief, statement of work, functional specification, technical specification, etc.) to ensure quality standards and client expectations are met
5. Review all customer service and support activities (change orders, trouble tickets, bug reports) to ensure quality standards and client expectations are met
6. Ensures client issues are dealt with in an efficient manner
7. Lead contract renewals
8. Communicate customer's goals and represent their interests to company
9. Report all account activity, including status and call reports on a weekly basis

Growth
1. Maintain key client relationships and develop and implement strategies for expanding company's product usage within the customer's organization
2. Proactively finds new ways to build the customer's business with company's products and grow accounts
3. Become technically proficient with the product and will be required to be a subject matter expert for the product, including the ability to personally conduct webinars and product demonstrations
4. Work closely with the project team in order to maintain a continuous knowledge of project status to identify potential issues and/or opportunities within or related to the project
5. Understand the company’s capabilities and services, as well as the product’s technical features and functions, and effectively communicates all offerings to the clients
6. Work closely with VP Marketing and VP Sales to assist with the sales and marketing, including providing industry knowledge, performing demonstrations and owning the contract and associated deliverables.
7. Review all client change orders and professional services activity

Required Skills

Leadership
1. Strong Account Management skills in order to create, maintain and enhance client relationships. Ability to perform day-to-day account management activities, including checking in, review of client activity, coordination of webinars and meetings and performing onsite account reviews.
2. Ability to effectively manage client and staff relationships, promptly respond to queries, ensure promises are kept and manage expectations
3. Outstanding consultative selling abilities including the ability to identify and convert new opportunities within the account
4. Extremely detail oriented, including the ability to take detailed meeting notes, publish complete meeting notes that are client consumable and provide the required follow-up activity
5. Ability to record all account activities using the Company CRM (salesforce.com). Ability to create executive level management reports.
6. Excellent communication skills.
7. Excellent written communications skills, including the ability to compose error-free, grammatically correct, written correspondences quickly and effectively
8. Excellent oral communications, including the ability to lead meetings, initiate and lead conference calls and facilitate the coordination of webinars and onsite account management meetings
9. Great listening and questioning skills, including the ability to performance discovery and requirements analysis
10. Strong effective public speaking skills and presence
11. Must be able to create and present Powerpoint presentations in a professional manner
12. Critical thinking skills, including the ability to apply numerical skills to analyze data, interpret facts and figures presented in the form of statistical tables
13. Microsoft Windows, Word, Excel, Powerpoint and Internet Skills.
14. Up to 50% travel, including domestic and international. Ability to travel by air is mandatory

Required Education

· Bachelor’s degree in Business, Sales or Marketing is required, with an MBA preferred

Required Experience

1. Seasoned professional with 7-10 years plus of experience selling core business software solutions to utilities
2. Demonstrated track record of achieving sales quotas
3. Solid understanding of Company’s market: products, players, technologies, and a rolodex of contacts in related markets