Job Details
SoftwareOne Australia is seeking a Digital Account ManagerÌýto support in the acceleration of pipeline and sales growth and enhance the overall customer experience with a range of accounts. This is an exciting opportunity in a corporate sales environment where you will be exposed to the competitive technology sector and customers across many different industries.
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As a Digital Sales Manager, you will play a pivotal role in focusing on new and existing business with both new and current customers � leading the opportunity closure from end-to-end, while nurturing the customer relationship.
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Responsibilities:
As a Digital Account Manager at SoftwareOne, your primary role will involve proactively engaging with our customers, understanding their business and technical objectives, effectively qualifying-to-closing SoftwareOne solutions to meet those objectives while improving the customer experience.
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Client Needs Analysis
- Conduct thorough analysis of client requirements and pain points (customer needs) to find opportunities for SoftwareOne's solutions.
- Collaborate with customers to understand their business objectives and challenges, and tailor solutions to address their specific needs.
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Value-Based Selling
- Utilise in-depth knowledge of SoftwareOne's product offerings to effectively position and articulate the value proposition to potential clients.
- Highlight key features and benefits that align with customer requirements and demonstrate how SoftwareOne's solutions can solve their challenges and drive business growth.
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Prospecting and Lead Generation
- Implement a proactive approach to prospecting and lead generation, using various channels such as cold calling, networking events, social media, and industry partnerships
- Continuously identify and qualify new leads to build a robust pipeline of opportunities.
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Relationship Building
- Cultivate strong relationships with key decision-makers and influencers within target organisations.
- Establish trust and credibility by demonstrating expertise, reliability, and a commitment to delivering value.
- Act as a trusted advisor to clients, providing guidance to support their strategic objectives.
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Pipeline Management
- Develop and maintain a structured approach to pipeline management, tracking the progress of leads and opportunities through the sales cycle.
- Utilise CRM tools and sales analytics to monitor pipeline health, identify areas for improvement, and prioritise efforts to maximise conversion rates.
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Customised Solutions Development
- Collaborate with internal technical and solution teams to develop customised solutions that meet the unique needs and requirements of each client.
- Collaborate closely with clients to co-create solutions, ensuring alignment with their objectives and desired outcomes.
Sales Process Ownership
- Take ownership of the entire sales process, from initial prospecting to deal closure.
- Lead negotiations, overcome objections, and facilitate contract discussions to secure new business opportunities.
- Drive momentum and urgency throughout the sales cycle for successful outcomes.
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Performance Metrics
- Set high-reaching but achievable sales targets and performance metrics to measure progress and track success.
- Regularly review and analyse sales performance against targets, identifying areas of strength and opportunities for improvement.
- Implement strategies to address performance gaps and drive continuous improvement.
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Collaboration and Knowledge Sharing
- Cultivate a collaborative culture and knowledge sharing within the sales team and organisation.
- Share best practices, market insights, and client feedback to enhance collective understanding and improve sales effectiveness.
- Actively contribute to sales meetings, training sessions, and knowledge-sharing forums.
Skills and Competencies:
Prospecting and Relationship Development
- Demonstrated experience in strategic prospecting techniques to identify and cultivate new business opportunities.
- Validated ability to build and maintain strong relationships with prospects and clients, fostering trust and credibility.
- Track record of effectively managing prospecting activities to drive sales growth and expand market reach.
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Strong Verbal Communication and Negotiation
- Exceptional verbal communication skills with the ability to articulate complex concepts clearly and persuasively.
- Proficient in negotiation tactics and strategies, capable of navigating discussions to achieve mutually beneficial outcomes.
- Comfortable presenting proposals, addressing objections, and closing deals through effective communication.
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Industry/Market Awareness
- In-depth understanding of the software industry landscape, including market trends, competitive analysis, and emerging technologies.
- Ability to use industry insights to identify market opportunities, anticipate customer needs, and tailor solutions accordingly.
- Stay updated on industry developments and market dynamics to adapt sales strategies and maintain a competitive edge.
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Business Problem Solving via Technology
- Proven aptitude for understanding complex business challenges and using technology solutions to address them effectively.
- Experience in analysing client requirements, identifying pain points, and proposing innovative software-based solutions.
- Ability to translate technical capabilities into tangible business benefits, aligning technology offerings with client objectives.
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Understanding of Sales and Delivery Process
- Comprehensive understanding of the end-to-end sales process, from prospecting and lead qualification to deal closure and account handover.
- Familiarity with sales methodologies and best practices, including CRM tools utilisation for pipeline management and sales forecasting.
- Ability to collaborate effectively with internal teams, including delivery and account management, to ensure seamless execution and customer satisfaction.
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Continuous Learning Orientation
- Proactive in staying updated on industry developments, emerging technologies, and best practices in account management and customer success.
- Commitment to ongoing professional development and growth.
