CentralSquare is a unique enterprise software company whose mission is to build safer, smarter, more connected communities. More than 8,000 public sector agencies trust CentralSquare solutions each and every day. We serve governments of all sizes, from small towns to major cities, to make delivering public services less costly and more efficient.
Account Manager (Eastern Time Zone)
What We’re About:
At CentralSquare, you’ll get the opportunity to work in a collaborative environment within a company that builds complex web-based enterprise applications for our Public Servants across North America. As over 250 Million citizens in the US are impacted by CentralSquare Software, we are on a trajectory to revolutionize the way agencies address citizens’ needs by improving quality of life and building safer, smarter communities...and we need great candidates to do it!
Looking to grow your career? That’s great! Hard work should be rewarded, and we are committed to cultivating careers while providing competitive compensation and a great benefits package, including tuition reimbursement, parental leave, paid volunteer hours, and unlimited PTO. Our flexible work environment also enables you to take advantage of an excellent work-life balance whether you are in office or working remotely.
Job Summary:
This role establishes and maintains long-term relationships within an assigned territory of CentralSquare clients and uses those relationships to preserve, promote and expand CentralSquare business with key client stakeholders. Positional goals include client satisfaction, client references, add-on sales, and continued renewal of the client’s annual system maintenance. The Account Manager will work under moderate supervision with latitude for independent thinking and judgment.
Job Duties Include:
* Maintain sales coverage for assigned territory, including selling additional add-ons and cross-sell products to CentralSquare customers.
* Account Manager will be assigned a 12-month quota, with progress monitored through weekly/monthly/quarterly/annual reviews with manager.
* Promote whitespace selling of additional cross-sell products and more complex CentralSquare offerings, typically over the $15k threshold.
* Utilize CSVS (CentralSquare Value Selling) when working with opportunities and customers, implementing these tools throughout the sales cycle after training.
* Proficient in using Salesforce and CPQ as the primary repository of all communication and quotes.
* Document phone calls and record emails in Salesforce.
* Maintain a sales pipeline within Salesforce with current and accurate updates, including close dates, stage, and deal forecast data.
* Secure sales ethically, meeting and exceeding customers’ expectations.
* Engage customers through phone calls, emails, and other methods to promote additional product offerings using exceptional communication skills.
* Proficient in Outlook, scheduling of meetings, and coordinating demo events, acting as the liaison and main point of contact in group events for your territory.
* Learn and explain CentralSquare product offerings at a high level to become a trusted advisor to the customer base, including the public safety industry.
* Communicate with internal teams to represent customers’ needs and set correct expectations during demos and engaged conversations.
* Follow CentralSquare's code of ethics and sell products based on product and marketing communications.
* Negotiate and implement contracts, sales orders, and change orders, ensuring correct documentation to book an order, working with legal and contracts team, along with finance.
* Maintain CentralSquare policies on discounts, engaging appropriate management for discount approval.
* If a Request for Proposal (RFP) is received in assigned territory, engage with the proposals team to provide required documentation in a timely manner.
* Provide friendly customer service, engaging customer success or support when additional help is needed or issues become escalated.
* Learn about your assigned territory, including competitors and CST products used by customers, and monitor trends.
* Travel up to 25% as needed for on-site presentations, sales meetings, and/or training.
* Position requires a home office with the ability to conduct meetings, phone calls, and maintain a professional environment. Internet connectivity is also required.
* Perform all other duties as assigned.
CentralSquare Technologies is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Minimum Qualifications:
* Bachelor’s Degree Required, preferably in Business Administration or similar focus.
* Ability to learn and adapt quickly in a fast-paced work environment.
* Proficient in Salesforce and other MS Office products.
* Minimum of 3-5 years of client-facing sales experience (preferably software sales).
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