| Position: |
Account Manager |
| Location: |
Toronto |
| Number of Positions: |
1, Full-Time |
| Send Resume & Cover Letter: |
Apply Now |
Role Description:
As an Account Manager you will be responsible for managing existing customers throughout the customer's lifecycle. The Account Manager (AM) proactively manages contract renewals, upgrades, and up-sells services. AMs are experts in Customer Lifecycle Management and are responsible for recognizing opportunities, developing proposals, negotiating and closing agreements with existing clients. AMs also work closely with Technical Account Managers (TAMs) and Sales Engineering (SEs).
The overall goal for this position is to increase customer retention and new monthly recurring revenue. The ideal Account Manager will have a proven track record in building high value, long lasting relationships and growing revenue from an existing base of customers. We're looking for people that enjoy a relationship based, proactive account management role and are confident working with both business and technical decision makers. Your background includes structured account management responsibilities in a B2B mode, selling solutions and services. You may have sold software, SaaS solutions, data centre services, managed hosting, disaster recovery or other IT services.
This position includes responsibility for short term sales activity within assigned accounts as well as developing and implementing longer term strategies to ensure Tenzing will retain accounts through contract renewals and continue to grow account revenue.
Key Responsibility Areas:
- Proactive management of a group of accounts, with responsibility achieving goals for revenue, account growth and account retention
- Plan and execute structured programs designed to generate net new - profitable recurring revenue from existing customer base through the sale of additional services
- Develop and implement structured process for initiating and managing contract renewals, well in advance of contract termination
- Develop account plans in alignment with corporate strategy and objectives
- Build relationships and develop trust with senior level technical and business decision makers - both with partners and end user organizations
- Work closely with Solutions Engineering and Technical Account Managers team to assess customer requirements and develop recommended solutions. Prepare and present proposals as required
- Manage all account management activity within CRM. Maintain accurate forecasts of revenue vs. quota within CRM. Provide weekly updates on activity and opportunities
- Actively participate in training as required
- Be aware of the company's policy on information security and to take whatever actions may from time to time be required of him or her under the terms of the company's Information Security Management System (ISMS)
- Be aware of and abide by all company policies and procedures (e.g. Employee Handbook)
Qualifications:
- 3 or more years experience in account management and sales in a solutions/services based technology firm. Outsourcing experience highly desired
- Success in managing high value corporate accounts
- Proven experience in relationship building at the management/senior management level
- Proven ability to grow revenue with existing customers
- Demonstrated ability to meet or exceed quarterly and annual sales quotas for technology services
- Strong understanding of key technologies including:
- Managed Hosting / Managed Services
- Cloud computing / virtualization
- IT Infrastructure Services/ Outsourcing
- Managed Security
- Colocation
- Professional Services / Consulting
- Software as a Service
- Excellent communication, presentation and negotiation skills
- University Diploma or Degree preferred, with ongoing career related training
Compensation:
- Strong base salary and aggressive sales performance bonuses, paid monthly
- Standard employee dental and health plan with waiver of three month waiting period
- Three (3) week's vacation during first year (Pro-rated for time in service)
- Paid day off on birthday
- Up to three (3) paid personal days off per year
- Up to two (2) paid volunteer days per year in support of a charity
- Gym membership program, 50% of the gym membership up to $40/month
- Cell phone or Blackberry