The Account Manager (AM) role carries an individual sales quota and is responsible for hunting, growing, managing and executing software solution sales in the manufacturing industry with a consistent focus on growing revenue and pipeline through new and upsell opportunities. With a focus on leading value engagements with our clients, the AM has overall responsibility to consistently and effectively achieve year on year revenue growth and further Tata Technologies strategic business selling engineering and manufacturing software solutions and related services.
Roles and Responsibilities:
- Individual Sales Quota: The AM is accountable for meeting an individual sales quota from the sales of the Autodesk manufacturing strategic software solutions, services, and support.
- Solutions include Inventor, AutoCAD, Fusion, Revit, Vault Professional and more.
- Forecasting/Reporting: Consistently and accurately provide a performance outlook and financial commitment to executive management on a monthly, quarterly and annual basis.
- Growing and Managing Sales: The primary responsibility is to grow and manage software solution sales by identifying new opportunities and nurturing existing client relationships.
- Pipeline Growth: Focus on consistently expanding the sales pipeline by identifying new leads, opportunities for upselling to existing clients, and converting prospects into customers.
- Executing Sales Activities: Implementing sales campaigns, hunting for new business opportunities, and engaging in farming activities (nurturing existing clients) to drive sales growth.
- Building Relationships: Developing and maintaining strong and lasting relationships with clients. This involves understanding their needs, providing solutions, and ensuring client satisfaction.
- Revenue Growth: The overarching goal is to achieve consistent year-on-year revenue growth. This requires effective sales strategies, client engagement, and meeting or exceeding revenue targets.
Skills Preferred:
- Experience and/or understanding selling of engineering, manufacturing, simulation and PLM products (CAD/CAM/CAE/CAx/MBSE)
- 5+ years prior experience selling software in a quota carrying role. Experience in Saas/Cloud/Platform a plus.
- Demonstrated solution and industry business acumen; ability to grasp new business concepts and issues.
- Automotive, heavy industrial equipment or aerospace industries experience preferred.
- Analytical, proactive problem-solving skills: techniques to identify and resolve issues in a timely manner, gathers and analyzes information skillfully. And ability to interpret sales performance and market trend information.
- Strong communication skills: both written and verbal with demonstrated creativity regarding work.
- Outstanding customer service; an enthusiastic professional able to build relationships with co-workers and clients.
- Must like to work in a fast-paced, professional team environment. Must possess a strong sense of urgency.
- Ability to travel (US & possibly internationally), may include overnight and weekend travel.
- Proficient with technology; Microsoft Outlook, Word, Excel and Power Point, SFDC, SaaS/Cloud, LinkedIn Sales Navigator
Desired Behavioral Competencies
- Personify a high level of ethics, integrity, and professionalism.
- Impact and influence — Work effectively with and through others including those whom there is no formal authority over.
- Achievement Motivation — Set high standards and objectives with a growth mindset.
- Listening, understanding, responding — Effective and articulate communicator. Communicate with others in a clear and concise manner and check to ensure that messages have been understood. Gain influence by the effective use of information, targeting their communication to meet the information needs of their audiences.
- Decision-making — Ability to evaluate relevant information, gather data, and involve others as needed to make good decisions and influence others. Willing to commit to a definite course of action and can support or defend their decisions with confidence.
- Entrepreneurial, positive, enthusiastic, energetic
- Personal impact – Ability to leave a positive impression on others. Establish a rapport quickly and project an aura of authority, credibility, and empathy. In situations where pressure or conflict arises, they retain their composure, using personal influence to achieve compromise.
