SW Sales Account Manager III

Overview

Job Title: Sales Account Manager

Function: Software Outside Sales

Location: Bangalore (Remote)

Company Profile

We are on a quest to make your information technology work harder for you. That’s why we build community-driven software solutions that help you spend less time on IT administration and more time on business innovation. We help you modernize your data center, get you to the cloud quicker and provide the expertise, security and accessibility you need to grow your data-driven business. Combined with Quest’s invitation to the global community to be a part of its innovation, as well as our firm commitment to ensuring customer satisfaction, we will continue to deliver solutions that have a real impact on our customers today and leave a legacy we’re proud of. We are challenging the status quo by transforming into a new software company. And as your partner, we’ll work tirelessly to make sure your information technology is designed for you and by you. This is our mission, and we’re in this together. Welcome to a new Quest. You are invited to Join the Innovation.

Responsibilities

Field sales role responsible for selling the breadth of the software product and services portfolio to a geographic or vertical set of defined, Enterprise, BSFI, Large and Conglomerate accounts in South India region.

Principal Accountabilities

• Represents a balanced sales effort for a range of software products and services, knowledge, and selling skills.
• Grows the territory/region/account base/named accounts to attain financial objectives.
• Understands customers’ business and solutions requirements.
• Territory/regional account management, including account planning and sales forecasting.
• Customarily and regularly engaged with decision makers at client facilities in performing primary duties.
• Leads the sales process and utilizes all available resources to manage accounts.
  
  

Knowledge And Skills

• Identifies appropriate software products and services to meet the full range of customer needs.
• Identifies cost-effective and practical alternatives for the customer by bundling products/services “solutions” to maximize Quest Software’s opportunity while meeting the customer’s needs.
• Point of contact for escalated issues.
• Skilfully negotiates with others to achieve desired results and meet customer needs.
• Work is guided by sales business plans.
• Actively participates in setting sales objectives to meet plans.
• Escalates matters of business risk
• Influences others through their sales expertise.
• Manages critical customer sales and accounts.
• Collaborate with extended teams to get work done
• Models effective team behaviour.
  
  

Account Complexity

Number of Products/Services Sold: Focused on growing from selling single to multiple solutions.

• Type of Product/Service Sold: Sells Quest Software products and services.
• Number of Accounts: Sells to medium to large-sized accounts.
• To Whom is the Product/Service Being Sold: Sells software products/services to corporate IT groups in large Organizations.
• Network with Cx, such as CIO/CTO/ decision makers, a plus.
• Number of Decision Makers Involved in the Sale: Will typically deal with more than one decision maker.
  
  

Account Breadth

Industry: Sells to multiple industries.

• Function: Project management skills. Able to provide direction to less senior sales team members. Financial and business acumen are essential.
• Products and Services: Primarily selling enterprise software products and services.
• Customers: Multiple types of customers, generally larger accounts.
  
  

Job Duty Differentiators

Solutions Focus: In-depth knowledge of the breadth of offerings.

• Account Complexity: Highly complex named accounts.
• Customer Interface: Gains access to and manages relationships with department heads.
• Sales Process Focus: Leads through the entire process and delegates tasks. Identifies opportunities or acts on previously identified opportunities.
  
  

Job Scope Differentiators

Large Sales Quota

Qualifications

Experience: Functional/Leadership

• 10+ years of relevant work experience.
  
  

Skills: Technical /Functional/ Leadership

• Should have strong account engagement skills. Ability to drive outcome-based selling and solution selling.
• Should have experience in handling Banks and large enterprises.
• Manage complex deals
• Specialized breadth or depth of knowledge as well as a proven record of sales success.
• Understands customer’s decision-making process, goals, objectives, and strategies. Strong business and financial acumen.
• Assesses potential sales opportunities and develops value propositions.
• Develops product solutions for customers.
• Effective presentation and negotiation skills.
• Ability to develop long-term strategic and executive-level relationships.
  
  

Qualification: Graduate or Postgraduate with relevant experience.

Company Description

At Quest, we create and manage the software that makes the benefits of new technology real. Companies turn to us to manage, modernize and secure their business, from on-prem to in-cloud, from the heart of the network to the vulnerable endpoints. From complex challenges like Active Directory management and Office 365 migration, to database and systems management, to redefining security, and hundreds of needs in between, we help you conquer your next challenge now.

We’re not the company that makes big promises. We’re the company that fulfills them.

We’re Quest: Where Next Meets Now.

Why work with us!

• Life at Quest means collaborating with dedicated professionals with a passion for technology.
• When we see something that could be improved, we get to work inventing the solution.
• Our people demonstrate our winning culture through positive and meaningful relationship.
• We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.
• Our team members’ health and wellness is our priority as well as rewarding them for their hard work.
  
  

Quest is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Come join us. For more information, visit us on the web at http://www.quest.com/careers .