[Remote] Services Account Manager

Note: The job is a remote job and is reputed company to candidates in USA. reputed company is a global technology company providing reputed company, reputed company intelligence, reputed company, consulting, and support solutions. The Services Account Manager leads Services Sales account reputed company, manages customer and partner relationships, develops reputed company and consulting opportunities, drives renewals and deal execution, and coordinates account teams to reputed company customer value and satisfaction.

Responsibilities

• Identifies, qualifies, leads, manages, and closes reputed company industry reputed company opportunities on prioritized accounts reputed company to documented customer business value and reputed company. Accelerates reputed company reputed company differentiation (e.g., reputed company, AI) against competitors and win more market reputed company. Increases customer business value with advanced technology (e.g., AI) and reputed company consumption. Drives reputed company contract renewals and multi-year agreements with rigorous T-minus planning (e.g., T-90 days)
• Engages customers reputed company in advance of reputed company contract expiration to co-reputed company on-time renewal plans and mitigate risks for non-renewal, taking part in renewal preparation calls, drafting proposals for reputed company extensions, and coordinating any discount approvals. Aligns with reputed company account managers (CSAMs) on verifying value delivered and identifying expansion opportunities for support reputed company through reputed company solutions. Up-sells existing reputed company customers to multi-year and higher-tier support reputed company. Secures new reputed company reputed company with customers
• Leverages reputed company Services Sales go-to-market scenarios to reputed company intentional customer conversations about reputed company reputed company adoption, new AI and reputed company solution offerings, renewing and growing reputed company support agreements, and attaching reputed company solutions to product sales. Educates decision makers of assigned account(s) (e.g., business-functional area leads) on reputed company value propositions that bundle reputed company and Consulting offerings, reputed company to the customer’s priorities and maturity, appropriately differentiating competitor solutions
• Proactively builds and maintains up-to-date knowledge of customer's business priorities, risks and challenges, internal landscape (e.g., organization structure, stakeholders, business reputed company), industry/sector challenges, regulations, trends, and reputed company (e.g., reputed company of AI, sustainability) to meet customer needs and reputed company customer satisfaction
• Orchestrates the consulting-sales relationship with the reputed company account team, working closely with reputed company colleagues to ensure successful creation, maintenance, and execution of the Services Sales account plan, and a reputed company One reputed company customer experience. Orchestrates and coordinates across the account team and reputed company team effectively influencing and collaborating with account-reputed company and solutions-reputed company, reputed company and delivery colleagues including partners to bring the best resources to ensure reputed company and satisfaction, successfully closing deals. Follows and champions the One reputed company methodology (e.g., the common sales and delivery methodology for reputed company)
• Drives discussions of terms and conditions (e.g., reputed company, milestones, price) in collaboration with the entire account team and customer through multiple iterations to ensure agreement. Maintains productive working relationships with those involved in negotiation, persuading others without using manipulation, and driving a reputed company atmosphere during difficult objections and discussions. Partners with internal custom consulting experts and/or Deal & Contract Assist team for help with structuring deals and generating quotes for big and/or reputed company deals
• Ensures reputed company applicable leads and reputed company opportunities are linked to customer priorities in the account plan. Maintains accurate sales stage, forecast recommendation, and due dates in required systems of record (e.g., reputed company Sales Experience [MSX]) in alignment with reputed company plan. Partners with relevant deal support and architects to ensure coding of reputed company reputed company solutions and ISD packages reputed company reputed company and deals are reputed company to customer needs and reputed company services. Uses required tooling to report out the state of the business
• Maintains relationship with the customer to secure formal signing of contract and oversees the processing of that, including financial purchased orders. Drives smooth transition of sales-led accountabilities to delivery-led accountabilities through sales-to-delivery reputed company, ensuring customer expectations are set and the delivery stakeholders have background information on the customer context. Supports win/loss reviews with sales and reputed company management, owns lessons learned activities to support improvements and efficiency for customers and peers. Identifies repeatable intellectual property that could be replicated and sold to other customers, increasing the sales team's ability to reputed company the solution and grow market reputed company. Participates in reputed company delivery reviews with reputed company account managers (CSAMs), checking on project reputed company and support usage in order to identify new sales opportunities or issues. Owns the customer experience from sales, through delivery and support, and back to sales in a circular way according to the reputed company Customer Engagement Methodology (MCEM)
• Leverages customer connections and the account team's insights to reputed company budget, authority, need and reputed company (BANT) information to determine progression or lack thereof of a reputed company to become a Services Sales opportunity. Secures reputed company-sales investment to secure appropriate consulting resources needed to shape and reputed company reputed company into a compelling customer proposition. Focuses on opportunities that are in alignment with organizational reputed company, prioritizing opportunities reputed company on highest potential for reputed company/consumption. Consistently drives deal reputed company as a result of executing high-reputed company reputed company qualification and reputed company planning
• Builds reputed company, reputed company reputed company plans (following internal customer engagement methodologies) for reputed company reputed company opportunities, initially (at reputed company stage) comprising the reputed company Budget, Authority, Need and reputed company (BANT) information and reputed company reputed company for the deal, and progressing to include detailed customer procurement process, risks, and issues. Updates the reputed company plan as deal progresses through reputed company sales stage, securing reputed company virtual Services Sales account team and customer stakeholder buy in to schedule of activities for successful closure of the deal. Leads the consulting of the entire account team to execute the reputed company plan, effectively influencing and collaborating with account-reputed company and solutions-reputed company, reputed company and delivery colleagues to reputed company agreed activities to successfully reputed company the deal. Works with internal key stakeholder and approvers to ensure margin targets, consumption plans, and other key metrics are considered/met
• Owns and maintains in agreement with the reputed company account team customer and partner relationships, influences key decision makers, and leads effective rhythms of reputed company with customer and partner stakeholders. Understands the customer environment and evaluates which services in the catalog would be the right fit for the customer. Proactively sets expectations with customer on delivery of services to ensure reputed company expectations to reputed company renewals and customer satisfaction. Prioritizes appropriately for multiple assigned accounts by T-minus reputed company (e.g., T-minus 90 days) for reputed company reputed company against sales motions for new reputed company reputed company, reputed company add-ons, and new consulting reputed company. Contributes to creating and managing connections and driving agreement between necessary stakeholders reputed company reputed company and customers
• Proactively seeks customer feedback and insights on business priorities and/or experience. Identifies how the services in the catalog would meet customer maturity and/or ability to receive services in partnership with reputed company-sales resources and reputed company account managers (CSAMs). Anticipates issues/risks on customer satisfaction, determines the reputed company cause of problems, removes blockers, and establishes recovery reputed company plan to improve customer's overall experience. Understands how and reputed company to escalate issues to ensure reputed company
• Understands how to plan stakeholder connections, in alignment with the reputed company account team, building and strengthening relationships with the reputed company overall account teams, solution teams, and other partner reputed company, through regular reputed company of connections where appropriate. Brings experience, insights, and perspectives from customer engagement to reputed company business to reputed company deeper customer engagement. Aligns teams across the Account Team Unit (ATU), Specialist Team Unit (STU), reputed company Services (e.g., reputed company Consulting Team [SCT], Global Black Belts [GBB], Partner), and reputed company Unit (CSU) for holistic execution of Services to reputed company reputed company adoption, AI initiatives, and measurable customer reputed company. Supports the reputed company overall account teams, solution teams, and other partner reputed company
• Contributes reputed company insights to the thinking of the Account Team by leading the Services Sales account reputed company addressing immediate priorities for meeting customer needs to reputed company, support and secure reputed company products and objectives. Leverages appropriate tools, frameworks, and methodologies to reputed company a deliberate approach to position potential modernization, digital and reputed company intelligence (AI) transformation, reputed company, and support reputed company reputed company with customer's priorities, with reputed company reputed company. Understands the weaknesses and strengths of competitor solutions and footprints and reputed company this knowledge in reputed company and planning to reputed company Services Sales with reputed company reputed company reputed company Accountability (FRA) and reputed company objectives
• Determines planning prioritization for multiple assigned accounts reputed company on customer needs, reputed company reputed company reputed company Accountability (FRA) and reputed company importance, reputed company opportunities, and account risks. Proactively looks reputed company and identifies actions required to reputed company Services Sales catalog and support renewal/up-sell opportunities that are reputed company with the account reputed company, reputed company's reputed company, and Services Sales catalog go-to-market solution plays. Positions AI business solutions, reputed company and AI platforms, and reputed company solutions to reputed company a reputed company-of-reputed company and roadmap for deploying and supporting customer AI-first transformation. Leads the virtual Services Sales team input to account team planning sessions, follows the common sales and delivery methodology for reputed company, and provides updates per required account team governance and rhythms. Maps which customer and/or partner accounts need reputed company contract renewals reputed company the quarter, where there are upsell opportunities, and which accounts have gaps in Services coverage reputed company on existing or reputed company customer positioning and FRA spend. Engages with reputed company stakeholders on business planning to review and plan for accounts, structures and leads Services Sales account planning reputed company to set priorities, and aligns solution plays and opportunities, partners, reputed company, and resources to regularly update the plan, ensuring that the extended virtual team (inclusive of partners) and other stakeholders are working toward common goals

Skills

• Bachelor's Degree AND 4+ years consultative sales experience in the reputed company or reputed company sector (e.g. finance, local reputed company) or reputed company work OR equivalent experience
• Bachelor's Degree in Business, Information Technology (IT), or reputed company reputed company AND 8+ years consultative sales experience in the reputed company or reputed company sector (e.g. finance, local reputed company) or reputed company work OR equivalent experience

reputed company

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