Competitive Account Manager

Company Name:
Verint Systems, Inc.
Overview of Job Function:
The Competitive Account Manager is the "quarterback" and relationship manager for our top two dozen CAM customers. This role is responsible for developing the account strategy and vision for a half dozen large complex competitive accounts and defined competitive replacement accounts. These clients will be large, highly visible organizations with significant opportunity for Verint. This role must have a deep understanding of Vertical Markets. Success in this role is defined by securing identified prospects and displacing competitor's relationships in those accounts. The Competitive Account Manager will interact with other internal departments such as Pre-Sales, Sales Operations, and Customer Services.
Principal Duties and Essential Responsibilities:
Align Executive management in CAM account to Verint Executive sponsors, while building widespread support in multiple parts of the organization to drive the Company's sales strategies and exceed annual sales objectives and in the assigned prospect/competitive replacement accounts by identifying business opportunities through focused strategic management, target account prospecting and profiling.
Develops deep vertical market expertise to align with CAM account strategic account plans
Exceeds customer experience expectations through a thorough assessment of 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.
Intimately understand both customer's environment and strategic priorities to align our strategic messaging and campaigns, while building value propositions which drive continued repeat business to Verint.
Must continually prospect both high and wide throughout organizations to cultivate long term strategic sales opportunities to generate long term pipeline.
Must be able to establish executive credibility and relationships, while establishing widespread support throughout a customer organization.
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 current prospecting activities via .
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.
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:
Minimum 8 -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.
Bachelor's Degree or equivalent business experience required.
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. Makes decisions that align with Verint's Vision and Values.
Takes appropriate risks. Exercises sound judgment with respect to relative importance, priorities, time allocations, and resource requirements.
Travel approximately 50%.
Successful completion of Verint background screening process including, but not limited to, employment verifications, criminal search, OFAC, and SS verification;
Preferred Requirements:
Direct account management, project management or implementation management experience to include 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: 7944

Don't Be Fooled

The fraudster will send a check to the victim who has accepted a job. The check can be for multiple reasons such as signing bonus, supplies, etc. The victim will be instructed to deposit the check and use the money for any of these reasons and then instructed to send the remaining funds to the fraudster. The check will bounce and the victim is left responsible.