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Account Manager

SUBNET Solutions Inc./LLC.


Date:
02/28/2017
Job Type:
Employee
Job Status:
Full Time
Categories:
  • Engineering
  • Business Opportunities
  • Information Technology
  • Sales / Business Development
SUBNET Solutions Inc./LLC.
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Job Details

 

JOB SUMMARY

 

LOCATION: Can be based anywhere throughout Canada or the United States

REPORTS TO: Director of Global Sales

The SUBNET Account Manager is a strategic member of the sales team who manages the relationships with our key customers and develop new business. This management includes creating the plans necessary to increase SUBNET product adoption with those customers and new businesses as well as ensuring that customer satisfaction is high. The SUBNET Account Manager keeps current with a customer by scheduling regular customer calls, attending the same events that customers are attending, and scheduling periodic visits on-site. Also, they continuously keep current with the industry leads and increase the customer base in their assigned regions.

 

The SUBNET Account Manager coordinates customer activities and information with both the SUBNET services and SUBNET software departments to ensure the communication between SUBNET and the customer is consistent, clear, and in alignment with sales goals.

 

It is expected that a SUBNET Account Manager has a technical understanding of the products SUBNET develops and the solutions they are intended to provide. Much of the customer touch-points are with engineers, and a technical understanding of the product is necessary for effective communication.

 

SUBNET takes a pro-active approach to customer relationship management. We want to make an impact with our customers, not just be visible.

 

ACCOUNTABILITIES & RESPONSIBILITIES

 

This position is accountable for the following items:

 

  • Building and executing a SUBNET account plan that is approved and incorporated into SUBNET’s larger business sales objectives.

  • Understanding technical problems addressed by the products including key regulations, business drivers, evolving business needs, etc.

  • Techncial leadership has been provided for business development including product demonstrations, RFI responses, and sales support for RFP/RFQ responses

  • Translating business and user requirements into accurate system requirements/specification documents, through systems and data analysis, while managing traceability of satisfaction criteria throughout the project delivery.

  • Achieving the goals set forth within the SUBNET account strategy.

  • Own all primary Customer communication and resolve account related escalations regarding SUBNET products.

  • Owernership of aspects of project plans including the creation, performance and customer acceptance

  • Delivering of engineering implementation, installation, commissioning and instruction services

 

This position is responsible for the following:

 

  • Use existing sales templates to design Account PPT and Create quotes for products, CCE Program, services, training, ASE Test Sets per the SUBNET standard quote process

  • Managing maintenance of customer data in SUBNET tracking system (CRM) and ensuring that each qualified Opportunity notes are tracked within CRM using established CRM Templates.

  • Assist Account Managers in activities to help execute key customer strategies. 

  • Provide internal sales support to the Director of Sales with regard to customer and operational requests.

  • Set up part numbers for re-occurring orders (customer standardization).

  • Coordination and promotion of Training Tours, as well as helping to maintain the Trainers schedule

  • Follow-up on customer product trials and training attendance.

  • Prepare various reports for sales including sales forecasts, CCE License Lists, and other miscellaneous reports as required and attending internal SUBNET Training

  • Cold Calling/lead generation as well as gathering customer needs and conducting lead qualification.

  • Managing the Request for Proposal and/or Request for Information process for assigned accounts

  • Liaise with Customer Services to resolve customer issues

  • Maintaining a high level of expertise in utility communication systems and SUBNET products and solutions

  • Responsible for Overall Sales Performance of accounts in your territory

  • Liaise with other Account Managers to generate new opportunities for SUBNET products and services

  • Participate in the creation of presentations or case studies for presentations at conferences and tradeshows

  • Ownership of aspects of project test plans including the creation, performance and customer acceptance

  • Develop, support and provide effective demonstrations/presentations of SUBNET Products which address clients’ needs and competitive situations.

  • Jointly develop project plans with our customers and SUBNET in order to successfully manage the solutions that exceed our customer’s expectations

  • Contribute to product specifications with emphasis on customer requirements

  • Obtain customer technical information including existing technical architecture, technical requirements, future needs, and existing pain points and creating work back plans for the delivery of product or solution.

  • Work with customers to identify and define project requirements and opportunities.

  • Facilitate case studies and success stories with customers


Requirements

Skills and Knowledge

  • Experience with SCADA communications, automation, and system integration.

  • Experience with Microsoft desktop, embedded, and network environments.

  • Excellent organization, time management, and interpersonal skills.

  • Understanding of business environments and terminologies.

  • Ability to adapt in a dynamic work environment and make independent decisions.

  • Detail-oriented with a strong customer service focus.

  • Advanced problem solving skills and the ability to work with innovative solutions.

  • Excellent written and oral communication skills.

  • Excellent presentation skills.

Qualifications and Experience

  • High school diploma required.

  • Technical competence is an asset (understand software, hardware, networks, etc..).

  • BCOM or related business diploma or degree preferred (or appropriate related experience).

  • Minimum 5 years of strategic sales experience in a business-to business sales environment.

  • Experience doing business in the T&D utilities space an asset.

  • Proven sales track record for exceeding sales targets and quotas.

  • Minimum 3 years’ experience with strategic account planning.

Travel and physical requirements

  • Perform site visits when necessary

  • Attend Sales events and Sales related activities when necessary.

  • Travel required up to 40% of the time