Consultant/Account Manager

Company is the leading provider of an outsourced sales solution focused exclusively on maintenance and support services. By providing a dedicated team of trained sales staff and by leveraging world-class systems, company helps technology companies generate incremental revenue from their service business. Today, company manages over $1 billion in service renewals for more than 30 of the worlds leading technology companies in North American and Europe, including BEA, BMC, SAP, SUN, Lucent, Alcatel and Quantum.



Company is headquartered in San Francisco and has additional service centers in Denver, Colorado and Dublin, Ireland. The company was founded in 1999 by a team of veterans from Cisco and, over the last five years, has consistently attained 100%+ year-over-year growth in both revenues and operating income. The company is profitable and is fully funded by a group of high-quality individual and institutional investors led by Benchmark Capital.



This individual will be responsible for all activities to promote success within multiple clients. Responsibilities will include but not limited to: Client relationship management, forecasting, project management, major account selling, rep development, reporting and data manipulation.

This individual reports directly to the senior director of Inside Sales and Operations; however, will work with Sales personnel to understand requirements for additional deliverables and key objectives for successful account management and growth within the account



RESPONSIBILITIES

Sales Management

Ensure that teams hit and exceed assigned targets each quarter

Measure performance against quotas

Monitor reps quarterly target

Build and monitor monthly benchmarks for meeting and exceeding targets



Client Management

Effectively scrub client data and reports to determine with clarity the true opportunity

Has clear view on account and how to maximize revenue

Effectively communicates quarterly objectives to client

Creates and delivers quarterly business review presentations

Assists sales in expanding business

Works closely with client contact on reporting and forecasting

Suggests areas for client growth opportunities



Data Management:

Import and export of data in our internal systems

Effectively scrubs client data to determine with clarity the true opportunity

Has clear view of client data to effectively drive opportunity

Closely monitors data in our internal systems

Manages carryover business

Closely monitors unresolved business and implants strategy to resolve

Creates and implements territory opportunities for team



Team Management:

Build sales teams and staff according to specific business requirements

Responsible for creation of rep reviews and executes delivery

Assigns quotas, incentives and spiffs

Drives call coaching strategy and feedback for reps

Develops reinforcement training practices for reps in conjunction with Director of training

Works with team lead to effectively train reps

Works in conjunction with team lead to analyze performance forecasts



Other Responsibilities:

Review reporting procedures and processes

Responsibility for maintaining constant funnel for sales

Overall resource management responsibility

Maintain overall health of sales organization ensuring high morale and employee satisfaction levels

Work with Marketing to develop materials with a focus on strategic programs and client acquisition

Communicate and influence corporate business plan and execute against agreed upon objectives

Proactively provides strategic insight to VP of Inside Sales on client opportunities



QUALIFICATIONS

College degree, BA, BS preferred

6+ yrs Sales Management Experience is a must

Candidate must have experience in Microsoft Office Suite with an emphasis on Excel, MS Access, and PowerPoint.

Experience in Service, Renewal or Support Sales is a key advantage.



COMPENSATION

Company will offer an attractive benefits and compensation package. The compensation package will consist of a competitive base salary, bonus opportunity and equity participation.

See above