DELTEK ACCOUNT MANAGER:
While gainfully employed by the Company they will perform the following duties for an Account Manager (AM) position:
Qualifications:
• Experience in the Professional Services and A&E space with the ability to draw from that experience to help guide a customer through a consultative sales process.
• Understanding of small business dynamics to ensure customer satisfaction.
• Excellent communicator: written, verbal and especially listening and asking multi-layered in-depth questions to formulate value.
• Flexible communication skills to match the various knowledge levels of our clients.
• Impeccable attention to detail throughout sales cycle.
• Proactive to ensure follow-up and commitments are fulfilled as promised.
• Relationship builder who is also a creative and effective problem solver.
• Proactive relationship builder and collaborator across customer organizations, functional areas and Deltek.
• Able to make field visits once per quarter when appropriate.
• High energy, sense of urgency and self-starter.
• Attention to detail to ensure professional representation of the company brand.
GENERAL RESPONSIBILITIES:
Development of Knowledge and Skills:
• Proficiency with the company's sales methodology and how it applies to the successful selling of total solutions.
• Knowledge of Vendor solutions to ensure value is formulated so that our clients can get the most out of their investment.
• In-depth knowledge of and strong relationships with the customers that the AM is responsible for working with, including not only key stakeholders and being LinkedIn with them, but also understanding the customer's business itself.
• Formulating Value: 1) identifying and meeting current needs, 2) making recommendations for future business goals, 3) develop strong "partner" relationships.
• Understanding of our company, its history, organization, policies, and procedures.
Execution of the Sales Cycle:
• Development and maintenance of customer contact lists from which to make proactive daily calls.
• Methodical telephone communication, using questions designed to obtain key qualifying information and determine the appropriate follow-up action.
• Systematic follow-up activities that shepherd the account toward the recommended solution with a professionally presented proposal and configuration.
• Well timed closing efforts that achieve BCS ProSoft and Deltek revenue objectives and success while preserving the client-consultant relationship.
• Elimination of factors that would keep an order from being booked or prevent a system from being shipped, installed, or paid for in the appropriate time frame.
Achievement of Assigned Activity and Sales Objectives:
• Sales Revenue -handle all license expansions. Work hand in hand with New License Consultant to identify and close add-on modules, Ground to Cloud opportunities. Proactively look for opportunities to book training and project consulting revenue.
• Field Visits - As needed for an individual account, light travel to trade shows and conferences as needed.
• Customer Satisfaction - ensure proactive collaboration across all customer, vendor and BCS functional areas to ensure success.
• Project Completion - ensure all open customer projects are expeditiously driven to closure.
• Telephone Contacts - Make minimum 5 outbound calls per day and ensure contact with each customer at least once every 2 months.
• Product/Company Information - as new products and services become available, proactively reach out to clients who could benefit from those, formulate value for their business and as such, in collaboration with our new license consultant, sell them additional products and services.
Maintenance of Records, Reports, Relationships and Communications:
• Enter appropriate information related to customer activity in BCS NetSuite CRM database used to document activities and results.
• Reporting includes the completion of accurate sales forecasts and other information requested by management.