Account Manager

General Accountability

• To represent the Company in a professional and positive manner. 


• Achieve or exceed agreed upon sales volumes and revenue contributions as outlined in the annual commission plan. 


• Maintain relationships with established customers and develop business with new customers. 


• Coordinate all information flow between customer and the Company to ensure problem free programs and products. 


• Develop quotations for customers with information provided by formal estimate process.  Maintain good working relationship with all personnel in order to achieve sales volumes.

Key Job Responsibilities

• Develops and coordinates business relationships with assigned territory.  Manages sales cycle for new prospects, including identifying opportunities, qualifying prospects, coordinating activities, such as site surveys, presentations, demonstrations, and review of prospect requirements. 


• Respond to RFP’s, negotiate and marshal resources to justify the investment in products and services.  Makes decisions regarding same (sometimes in conjunction with VP, Sales, when appropriate).


• Manages and makes decisions regarding the sales cycle of existing customers for upgrades and additional products and services.  Addresses related business issues, and resolves or escalates as necessary. 


• Provides feedback to management on customer plans and requirements, market trends, products, services, competitive situations and comparisons. 


• Provides ongoing updates to management as to sales forecast, pipeline and related information as required.


• Manages existing customer accounts to ensure excellent customer satisfaction and relationships.  Addresses product support issues and escalates to support personnel as necessary.  Monitors and makes decisions to ensure customer expectations have been met.


• Remains current with industry trends and technological developments including programming languages, new operating systems, hardware, databases, etc., used by and with our products.  Understands all products. 


• Participates in product training and industry education.  Coordinates and/or assists with various marketing promotional activities.

Educational/Technical Requirements/Experience

• Electrical Engineering or Computer Science Degree preferred - other technical degrees considered


• Five or more years of successful direct sales experience, over quota performance


• Understanding of - O/S, IDE, Target Debugging Devices, Optimizing Compilers, Safety Critical Products, Communication Software


• Understanding of IP licensing, software solutions sales


• Understanding of embedded environment


• Ability to manage long, complex sales cycles


• Markets include - Aerospace & Defense, Automotive, Consumer, Industrial, Medical, Networking, Telecom, Software Defined Radio 

Competencies

• Excellent verbal and communication skills are essential with a solid reputation for proven success and ability to develop and maintain exceptional client relationships


• Team work


• Must understand customers and meet or exceed the needs of those customers


• Superior presentation and demonstration skills


• Self confident, influential and persistent


• Ability to interface with all levels of customer’s organization (President to end user)


• Ability to close the sale


• Ability to travel and work under pressure


• Professional & dedicated