Account Executive

компания "ancor" 1. account and customer relationship management, sales and software license and cloud subscription revenue. accountability. act as frontline person to present customer and country interests to company and vice versa. be a single point of contact for all customer inquiries. entrepreneurship. impact customer market strategy, identify gaps and disruptions, facilitate transformation to boost customer revenue with company transformations or lower costs of running customer business. annual revenue - achieve / exceed quota targets in cloud and premises sales strategies - develops effective and specific account plans to ensure revenue target delivery and sustainable growth. develop relationships in new and existing customers and leverage to drive strategy through organization. trusted advisor - establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). builds a foundation on which to harvest future business opportunities and accurate account information and coaching. customer acumen - actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect. territory and account leadership - lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. encourage all accounts to become company references. business planning – develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. utilize ve, benchmarking and roi data to support the customer’s decision process. 2. demand generation, pipeline and opportunity management pipeline planning - follow a disciplined approach to maintaining a rolling pipeline. keep pipeline current and moving up the pipeline curve. pipeline partnerships – leverage support organizations including marketing, inside sales, partners and channels to funnel pipeline into the assigned territory. leverage company solutions – be proficient in and bring all company offers to bear on sales pursuits including industry solutions, lob solutions (customer experience, talent management, scm, hcm, srm et. al) and technology solutions (business analytics, mobility, database and technology, et. al) advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. support all company promotions and events in the territory 3. sales excellence sell value. maintain white space analysis and execution of initiatives (up sell and cross sell) on customer base. orchestrate resources: deploy appropriate teams to execute winning sales. utilize best practice sales models. understand company’s competition and effectively position solutions against them. maintain crm system with accurate customer and pipeline information. 4. leading a (virtual) account team demonstrates leadership skills in the orchestration of remote teams. ensure account teams and partners are well versed in each account’s strategy and well positioned for all customer touch points and events. maximize the value of all sales support organizations. требования: minimum of 7 years of experience in sales of professional services, projects and erp solutions proven sales history of meeting objectives and targets. ability to capitalize on existing relationships and knowledge in order to increase sales. strong understanding of business processes in both distribution and manufacturing sectors is an asset. excellent communication skills in english and russian,georgian (spoken and written) ability to multitask and prioritize. ability to work in a team environment, effectively interacting with others must be results-oriented, and demonstrate a Dzcan-dodz attitude – adaptability, flexibility and resourcefulness