Corporate Account Manager-East - SoftwareOne

Job Summary

A Corporate Account Manager at SoftwareOne brings to bear strong client relationships nationwide within our premier Corporate accounts, demonstrating the value of our software solutions. They take ownership of revenue, profit/loss, and growth objectives for existing client accounts, focusing on renewals, cross-selling, and upselling. Collaboration with Operations, CSMs, and Presales is crucial for seamless solution delivery, encouraging client happiness and business growth.

SoftwareOne defines Corporate Accounts as customers with annual revenues between $1b-$8b.

Role and Responsibilities

Cultivate Deep Client Relationships

• Cultivate and champion deep client relationships with Corporate clients, including establishing executive-level (Sr. Director+) connections.
• Own end-to-end opportunity creation for services and marketplace, and deal closure for assigned Enterprise accounts.
• Serve as the main point of contact for client inquiries, blocking issues, and feedback.

Drive Revenue Growth

• Take ownership of revenue, profit/loss, and growth objectives for assigned client accounts. See opportunities for upselling, cross-selling, and contract renewals, improving the value of SoftwareOne's offerings to clients.
• Drive new bookings (services and marketplace), and strategic renewals for existing Corporate accounts.

Collaborate Across Teams

• Work closely with Operations, CSMs, and Presales to ensure timely and successful delivery of solutions to clients.
• Coordinate with internal teams to address client needs and resolve issues efficiently.

Solutions Delivery Oversight

• Supervise the progress of solution delivery, ensuring that client expectations are met or exceeded.
• Proactively identify and address any roadblocks or challenges that may arise during implementation.

Prioritisation

• Apply SoftwareOne's resources effectively to address client queries, solve problems, and deliver valuable services.
• Engage with technical experts, consultants, and other relevant teams as needed to support client requirements.

Opportunity Identification

• Continuously assess client accounts for opportunities to expand and improve SoftwareOne's presence.
• Proactively identify areas for improvement and propose innovative solutions to meet evolving client needs.

Performance Tracking and Reporting

• Track key performance metrics related to revenue, client happiness, and account growth.
• Provide regular reports and updates for internal collaborators, highlighting accomplishments, obstacles, and strategies for moving forward.

Success Criteria

• Achieve revenue, profit/loss, and growth objectives (opportunity identification and ownership) for existing accounts through effective upselling, cross-selling, and contract renewal strategies.
• Attain assigned win rate and achieve defined margin-as-sold.
• Ensure high levels of client happiness and retention by delivering customized solutions that address client needs and provide measurable value.

Interpersonal Alignment

• The Corporate Account Manager reports to the Corporate Vice President and is typically assigned a maximum of 5-6 national accounts.
• Coordinate with internal teams to address client needs and resolve issues efficiently, ensuring seamless solution delivery.
• Continuously assess client accounts for opportunities to expand and strengthen SoftwareOne's presence, proactively identifying areas for improvement and proposing innovative solutions.

• Minimum requirements:

  • 4+ years of client-facing experience with a consistent track record of driving revenue growth and exceeding sales targets in Services & Solutions while handling multiple key accounts.
  • Knowledge of SaaS solutions and solid understanding of ITAM, Cloud & Application Services, FinOps, and/or Digital Workplace required.
  • Proficiency in CRM software and well-adapted approach to tracking and running pipeline activities, accurate forecasting, and consistent reporting to leadership.
  • Key Sales Competencies & Behaviors of Generating Opportunities, Understanding Client Needs, Developing Relationships, Delivering Value Propositions, Overcoming Objections, Instructing & Advising, Navigating the Deal, Managing Procurement, Negotiating to Close, and Growing the Client through the Company’s Competency Assessment.

  Preferred Qualifications:

   

  Relationship Furthering Skills

  • Proven ability to nurture and maintain strong, long-lasting client relationships.
  • Proven track record of building rapport, trust, and credibility with clients over time across different departments and with C-level figures within the customer.

  Verbal Communication and Negotiation

  • Excellent verbal communication skills with the ability to articulate ideas, negotiate terms, and influence stakeholders effectively.
  • Comfortable engaging with clients at all levels of the organization.

  Industry/Market Awareness

  • In-depth understanding of the industry and market landscape relevant to the organization's products or services.
  • Familiarity with industry trends, competitive dynamics, and emerging technologies impacting clients' businesses.

  Business Problem-Solving via Technology

  • Strong analytical and problem-solving skills, with the ability to understand client's business challenges and leverage technology solutions to address them effectively.
  • Experience in identifying opportunities for technology-driven business improvements and delivering value-added solutions to clients.

  Understanding of Sales and Delivery Process

  • Comprehensive knowledge of the sales cycle and delivery process within the organization.
  • Familiarity with sales methodologies, account management best practices, and project delivery frameworks.

Why SoftwareOne?

For over 30 years SoftwareOne has been the foundation for organizations around the world for their technology solutions. With changes in the market from on-premises to cloud we have always been one step ahead. Underpinning our transitions and evolutions are our seven core values which we expect from all our current employees and look for in our future colleagues. The global nature of our organization allows us to adapt and commit to these values unique to the culture and business needs of each location. 

Accommodations:

At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Additionally, we encourage experienced individuals that have taken an intentional career break and are now prepared to return to work to explore our SOAR program.

SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at reasonable.accommodations@softwareone.com.

Please include the role for which you are applying and your country location. Someone from our organization that is not part of the decision-making process will be in touch to discuss your specific needs and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR.