Associate Account Manager

Job Summary:

This role's primary focus is working with our customers to drive sales of additional CentralSquare products and services and work with them on long term planning, this includes expanding customer business of additional CentralSquare products, provide budgetary proposals, coordinate and attend demonstrations, follow-up with quotes, escalate support inquiries and will provide overall top-notch account management to the customers in the assigned territory.

Job Duties:

• Develops a trusted advisor relationship with Clients.
• The Associate Account Manager role is assigned territory with a quota.
• The Associate Account Manager is responsible for mining and maintaining the territory and
developing a pipeline that exceeds the annual quota.
• The Associate Account Manager is responsible for working all opportunities in their pipeline,
regardless of stage, until they are closed.
• The Associate Account Manager will continue to be a primary contact that continues after the
sale.
• Responsible for learning the territory assigned that includes, customer profile (which products do
the customers own) and white-space upselling (what additional products can you sell them).
• Responsible to stay current on competitive data and overall knowledge of the public safety market and competitors.
• Works with clients to ensure onboarding, user adoption, retention, and overall success.
• Ensures that clients employ best practices and the CentralSquare solution is optimized for maximum value in client environment.
• Assist AE/AM with RFP/RFI procurement process for customers in the assigned territory who are interested in expanding with additional CentralSquare product offerings.
• Tracks all client interactions in the Customer Relationship Management (CRM), currently Salesforce.com system, including all sales activities.
• Responds to quote requests from Clients (add on seat licenses, interfaces, upgrades, training or additional modules, etc.). This includes preparing price quotes using the Endeavor pricing tool and follow-up to answer questions and advance their interest in additional CentralSquare products.
• Acts as Client champion and facilitates timely resolution of Client issues, leveraging resources from across the company as needed.
• Regularly meets Clients to perform strategic and operational reviews to evaluate needs and strategic direction. Identifies up/cross-selling targets. Once identified, this becomes potential opportunity that is worked by the Associate Account Manager.
• Attends tradeshows as needed to interact with customers in assigned territory.
• Represents the voice of the Client internally at CentralSquare by taking feedback from the frontlines and sharing it with other departments.

Requirements:

Bachelor’s Degree required in Business Administration or related field
• Technically savvy with the ability to learn new software quickly
• Able to communicate effectively with end-users, sales, and technical teams
• Intermediate skills with SalesForce.com (or other CRM) and proficiency with MS Office suite
• 2 years or more of experience in a client-facing complex Enterprise Software Account Management, and/or Sales role