VIC Digital Account Manager
- Melbourne, VIC
- Permanent
- Full-time
The roleSoftwareOne Australia is seeking a Digital Account Manager to 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.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.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.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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- Full-Time Work Rights in Australia
- Ability to work 3 times-a-week at our Melbourne office
- Minimum 2-3 years' Sales or Inside Sales experience in Software & Cloud Services solutions, particularly around Microsoft ELA and/or Azure CSP services and/or Microsoft technology stack.
- Consistent record of achieving sales targets with partner or vendor businesses.
- Generates opportunities for meetings with key decision makers to drive sales process.
- Experience selling into different market segments, such as Enterprise, Government, Education, Corporate.
- Experience in Solution Selling with emphasis on strong account/territory management.
- Validated experience in selling enterprise software products/services/solutions.
- Proven track record of consistently exceeding corporate objectives and quotas.
- Able to build relationships and quickly develop trust.
- Highly motivated and results oriented.
- Strong presentation, communication, organisation, multitasking, time management skills.
- Solid problem solving and consultative skills required.
- Able to effectively work in a fast-paced team sales environment with minimum supervision.
- Submits accurate and timely forecasts that are aligned with assigned sales quotas. Forecast sales revenue on a monthly, quarterly and annual basis.
- Provides leadership and knowledge to customers, maintains appropriate presence in the software industry community.