The Account Manager (AM) is responsible for managing every aspect of the customer relationship with ClickSoftware, with the primary aims of increasing the annual revenue value per customer while ensuring complete customer satisfaction and referencability. The AM will need to develop and maintain a strong and effective working relationship with different contacts within our customer base from Executives to operational staff, they are expected to achieve the status of “trusted advisor” and perform regular review meetings with our customers CIO office, and business operational heads of department.
Overall - The AM is expected to contribute to the overall strategic direction of the region and devise and execute a cost-effective operational approach that supports these goals. Aligned to that is the ability to transform the customer commercial agreement from a perpetual license agreement to a SaaS commercial agreement.
Internally- the AM is expected to work with a matrix team (eg Professional Services, Support) to achieve the defined revenue, customer satisfaction and referencability goals. It is important to have the ability to integrate into the company culture and ethos within ClickSoftware. A “can do” attitude will be of paramount importance.
The AM is expected to develop a strong understanding and knowledge of ClickSoftware products and services capabilities as well as engage in discussions on how the software can improve the customers’ business.
ClickSoftware, Inc. Hanauer Landstrabe 293 A 60314 Frankfurt am Main, Deutschland
Managing every aspect of the relationship between ClickSoftware and customer
Upselling ClickSoftware solution and associated services into existing nominated customer accounts
Generate and execute upon account plans and work closely with all internal departments to ensure quota achievement, customer satisfaction and referencability
Building a strong pipeline of future revenue opportunities that span at least a rolling 4 quarter period, to ensure achievement of annual quota target
Transform perpetual software contracts to SaaS commercial agreements.
Managing all aspects of the commercial sales relationship with the customer
Co-ordinating the internal cross departmental resources to address the customer requirements and ClickSoftware goals
Ensure the customer is referencable and participates in customer conferences and marketing promotional activities
Maintaining accurate customer and associated opportunity records in Salesforce system
Provide account or opportunity management reports when required.
Demonstrable experience selling enterprise business application software (ideally SaaS, Cloud and FSM)
Experience selling solution consultancy services with specific experience in agile methodology
Experience in complex direct sales campaigns and selling to multi-national companies
Proven track record of regular over achievement against quota
Proven track record of developing and maintaining C-Level relationships with customers and alliance partners
Exceptional professional verbal and written communication skills in English and German
Another European language would be advantageous
Strong understanding of customer needs and objectives
Effective, clear, and concise presentation skills
Ability to maintain excellent colleague and peer relationships