• Senior Account Manager

    Location UK-Winnersh | UK-London | UK-Manchester | UK-Newcastle upon Tyne | UK-Field Based
    Job ID
    2017-17464
    Category
    Sales
    Position Type
    Permanent
  • Overview

    The primary purpose of this role is to create, nurture and pursue business relationships with prospective customers ensuring the closure of business deals to meet revenue targets thus directly contributing to the long-term growth of the Sage Enterprise Management business.

     

    Within the industry assigned the Senior Account Manager will be responsible for driving sales and building effective partnerships with customers as well as with Sage Business Partners, internal Pre-Sales, Marketing and Professional Services teams.

     

    It is expected that the individual will provide customers with dynamic solutions, either SaaS or On Premise, which will deliver high-impact business value whilst providing an Extraordinary Customer Experience.

     

    Our Win Theme as a team is: Growth – Energy – Professionalism - Team

    Responsibilities

    • Creating and developing strong and sustainable relationships with relevant executive level influencers at the customers’ organisations to achieve Revenue growth.

    • Managing pipeline and negotiating to close the sale of software solutions and appropriate licenses to clients.

    • “Owning” the Sage / customer relationship and taking accountability for the execution of the Sage value proposition to the customer.

    • Building and maintaining relationships with key decision makers internally and externally and share developments and market insights with all stakeholders.

    • Ensuring full visibility and utilisation of the sales toolkits within the customers’ business (ROI tools, battle cards, product roadmaps, white papers, referral sites etc.)

    • Forecasting and reporting effectively and accurately all pipeline, territory plans and win/loss analysis to the Enterprise UK Sales Director and ensure the achievement of quarterly targets.

    • Maintaining and enhancing product knowledge in order to be recognised as an expert and an ambassador for the Sage brand.

    • Communicating effectively with key stakeholders in order that both internal and external relationships are managed to the highest standard of professionalism

    • Undertaking effective sales presentations to demonstrate the benefits software solutions can bring to customers.

    • Understanding market requirements to establish, maintain and enhance customer relationships.

    • Clearly linking customer business requirements to product capability and customer usage/value, together with the Pre-Sales and Professional Services team.

    • Preparing and completing Request for Proposal / Information requests to ensure a compelling response.

    Qualifications

    Must have:

    • Consistent achievement of revenue targets.
    • Strong understanding of ERP/ HCM / Finance software (as appropriate to the role) within a mid-market sized industry.
    • Excellent verbal and written communication skills.
    • Full clean driving licence.

    Behavioural Sales Competencies

    • Self-Starter – has the ability to work independently and develop their own territory within a specific industry.
    • Hunter – can develop new business opportunities from a white space territory.
    • Team player – engages with and motivates virtual teams – both internally and externally. Motivates and supports an aligned Inside Sales Representative to a common revenue goal.
    • Excellent Communicator – listens sympathetically to others and observes and interprets peoples’ behaviours. Communicates clearly and with purpose.
    • Adaptability – Identifies and adopts the most appropriate style to maximise success in sales situations. Is able to relate to clients or prospects.
    • Developing a game plan – able to analyse markets and position value propositions into markets and customers.
    • Building desire – engaging the customer emotionally, creating a preference to buy and a feeling of fondness about the product or service.
    • Creating options – understanding the customer’s needs and producing innovative solutions.
    • Managing and growing – maintaining the customer relationship after the sale is completed, continuously looking to identify new needs and business opportunities.

    Sales Skills

     

    • Core business skills – required to establish the value to the customer of the benefits, often involving simple financial metrics.
    • Engaging the Customer – to generating initial interest from the customer in Sage products or services as well as rapidly following up and qualifying Sage generated leads.
    • Determining Customer needs – probing deeper and further with the customer to better understand their problems, pains and needs. Including skills qualifying opportunities and being organised.
    • Developing the Proposition – to understand which of our products and services would best fit the customer’s needs and configure the proposition for the customer.
    • Writing and reporting – writes convincingly, clearly, avoids the unnecessary use of jargon or complicated language; writes in a well-structured and logical way and structures information to meet the needs and understanding of the audience.
    • Evidencing the Benefits – to evidence to the customer the benefit they receive by selecting our product or service, including demonstrating ‘fit to the need’ and ‘why they should buy’
    • Negotiating and Closing – to establish the value to the customer of the benefits often involving simple financial metrics and close the deal.

    Preferred:

    • Significant Sales experience with an ERP Software vendor.
    • Strong Sales experience within an Enterprise Software vendor.

    Company Information

    Our Story


    Sage is the market leader for integrated accounting, payroll and payment systems, supporting the ambition of the world’s entrepreneurs.

     

    Like many of the businesses we serve, Sage began as a small business and has grown beyond what seemed imaginable. Today over 13000 colleagues now support millions of entrepreneurs across 23 countries as they power the global economy.

    It is these entrepreneurs who are the drivers of prosperity and it’s our privilege and honour to serve them. We take real pride from how many of our customers have flourished and, that our products have grown with them as they moved from start-up to successful, international businesses.

    In a world where only the voices of the biggest are heard, we will always fight to hear the voice of the entrepreneur.

     

    An innovator today and tomorrow     

    Our smart people use the smartest technology to reinvent and simplify business accounting - working with a thriving community of entrepreneurs, business owners, tradespeople, accountants, partners and developers. 

    We enable our customers to focus on their business and help them to leapfrog to the future.

     

    Inventing the future 

    We are changing the way that millions of businesses track the movement of money through their business. We are also changing the way we do business. And as a FTSE 100 business we believe in a socially-responsible world and we are active in supporting our local communities and invest in making a real difference through the philanthropy of the Sage Foundation. Our Sage Foundation is based on the 2+2+2 model - 2% of free cash flow, 2% of colleagues' time and up to 2 free products each year to charitable organizations. Colleagues are empowered to give to the causes that matter to them.

    Our customers make life-sacrifices. They take risks to follow their dreams and pursue their passions and, on this, global prosperity is built. They deserve a bigger voice and we will always work hard to champion this noble cause.

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