Competitive Account Manager

Company Name:
Verint Systems, Inc.
Overview of Job Function:
Responsible for business development for a few defined competitive replacement accounts. Normally these clients will be large, highly visible organizations with significant opportunity for Verint. Ultimate success in this role is defined by securing identified prospects and displacing competitor's relationship with them. The Competitive Account Manager will interact with other internal departments such as Pre-Sales, Sales Operations, and Customer Services.
Principal Duties and Essential Responsibilities:
Execute the Company's sales strategies and achieve established sales quota in the assigned prospect/competitive replacement accounts (5-7) by identifying business opportunities through focused strategic management, target account prospecting and profiling.
Thoroughly assess the customer's needs and present an appropriate sales solution, utilizing where appropriate, Verint's sales support resources within multiple pre-sales, services, and support functional organizations.
Must be able to establish executive credibility and relationships, while establishing widespread support throughout a customer organization.
Must have the ability to continuously pursue competitive client prospects through an extended sales cycle. Provide effective sales presentations/product demonstrations to prospective customer management.
Provide the sales management team with accurate and timely reporting of activities including weekly and monthly sales forecasts, the status of the sales pipeline and results of prospecting activities.
Maintain a thorough on-going knowledge of Verint products and technology, as well as industry trends.
Identify, create and continue to build executive level relationships within client organization.
Build a collaborative business planning process for each client. This is accomplished through building teamwork with our internal teams to stimulate references, and position and close additional License, Services and Maintenance business.
Oversee the implementation, key relationships, business planning and ultimately drive total client satisfaction. Create a Business Plan and process for each client; coordinate the integration of the client's strategic goals, as well as the management and resolution of any problems or issues that threaten the success of implementation projects.
Ensure the overall satisfaction and referenceability of Strategic Accounts.
Apply Software industry experience and advanced account management skills to drive the process of creating a Strategic Business Plan for each client engagement. Provide clients and internal/external parties with timely and effective communication via correspondence (i.e.: Executive Sponsor Summary letters, e-mail, meeting agendas, memos, issue lists, Business Plans, Account revenue forecast, Quarterly business review presentations to Verint Executives, etc.).
Minimum Requirements:
4-year Bachelor's Degree or equivalent business experience.
Minimum ten (10) years of direct sales experience within the enterprise software industry, selling complex software solutions such as Workforce Planning, Call Center Recording and/or Monitoring solutions, ERP, CRM or related system sales.
Demonstrated success in implementing the latest and most advanced technology products.
Excellent planning, time management, communication, decision-making, presentation and organizational skills.
Demonstrated high skill levels of written and verbal communication. Excellence in business writing, presentation and interpersonal skills.
Commitment to timely formal and informal communication. E.g. Conference calls, Executive Sponsor Letters, Meeting Agendas, Key meeting summaries, Issues Lists, etc.
Must have strong ability to influence and proven negotiation skills.
Must have proven ability to succeed through an extended sales cycle.
Must have demonstrated track record of sales success with high dollar value technology products/solutions. Proven ability to establish multiple 7 figure transactions, and bring them through an entire sales process from business development, value-proposition, to close.
Problem Solving/Decision Making: Demonstrates logic, creativity, and originality when solving problems. Gathers and evaluates relevant information and data to formulate decisions and/or recommend solutions. Views issues from multiple viewpoints. Effectively considers historical facts and trends in solving current problems. Makes decisions that align with Verint's Vision, Promise, and Values. Takes the right action at the right time, involves the right people, and ensures the "right thing" gets done. Takes appropriate risks. Exercises sound judgment with respect to relative importance, priorities, time allocations, and resource requirements.
Travel approximately 50%.
Successful completion of background screening process designated for the position.
Preferred Requirements:
12 years direct account management, project management or implementation management experience, 6 years of which are in the software industry, including proven success in the implementation of software at large organizations (e.g. >$5B Revenue).
Software or other High Technology Sales experience.
Multiple years of consistent quota attainment and/or overachievement in past 5 years.
Post Graduate Degree(s). Computer Science, Business
Demonstrated ability to develop techniques, policies, processes and metrics to advance the effectiveness of the profession of Account Management.
Multi-Lingual; English plus one or more languages. Experience in managing complex and/or global Clients.
Working knowledge of value added ROI business process sales engagements Knowledge of Workforce Management, Performance Management, and /or CRM/ERP software background desired.
Job Title: Competitive Account Manager
Location: US-Remote (United States)
Job ID: 7088

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