Greenfield Corporate Account Manager (Central Region) - SoftwareOne

Job Summary

A Greenfield Corporate Account Manager for our Central Region at SoftwareOne is responsible for identifying and developing new business opportunities, bringing the best of SoftwareOne's solutions to address client needs, and crafting a robust pipeline of qualified leads. Accountable for the entire sales process, from opportunity identification to conversion, and will play a pivotal role in driving revenue growth for the organization.

SoftwareOne considers Corporate accounts as customers between $1b- $8b in annual revenue.

Role and Responsibilities

• Identify and develop opportunities with new logos with Corporate clients.
• Conduct a thorough analysis of client requirements and struggles to find opportunities for SoftwareOne's solutions. 
• Collaborate with clients to understand their business objectives and challenges, and tailor solutions to address their specific needs.
• Lead client relationships until conversion and handoff to the enterprise farmer
• Build a pipeline of opportunity and target signing new deals.
• Use in-depth knowledge of SoftwareOne's product offerings to effectively position and articulate the value proposition to potential clients. 
• Highlight key features and benefits that align with client requirements and demonstrate how SoftwareOne's solutions can take on their challenges and drive business growth.
• Implement a proactive approach to prospecting and lead generation, demonstrating various channels such as cold calling, networking events, social media, and industry partnerships. 
• Continuously identify and qualify new leads to build a robust pipeline of opportunities.
• Nurture positive relationships with key decision-makers and influencers within target organizations. 
• Establish trust and credibility by demonstrating expertise, reliability, and a commitment to delivering value. 
• Act as a trusted advisor to clients, providing insights and mentorship to support their strategic objectives.
• Develop and maintain a structured approach to pipeline management, supervising the progress of leads and opportunities through the sales cycle. 
• Apply CRM (Customer Relationship Management) tools and sales analytics to supervise pipeline health, identify areas for improvement, and prioritize efforts to improve conversion rates.
• Collaborate with internal technical and solution teams to develop customized solutions that meet the unique needs and requirements of each client. 
• Collaborate closely with clients to co-create solutions, ensuring alignment with their objectives and desired outcomes.
• Take ownership of the entire sales process, from initial prospecting to deal closure. 
• Lead negotiations, overcome objections, and facilitate contract discussions to secure new business opportunities. 
• Location is remote within central united states.

Success Criteria

• Maintain a healthy and robust pipeline of qualified leads and opportunities through proactive prospecting and lead generation efforts.
• Ensure high levels of client satisfaction and retention by delivering customized solutions that address client needs and provide measurable value.

Organization Alignment

• The Greenfield Corporate AM reports to the VP, Greenfield Corporate Sales, and is responsible for hunting net new logos.
• Feed collaboration with internal technical and solution teams to develop customized solutions that meet client requirements and drive business success.
• Demonstrate a commitment to continuous improvement by actively participating in knowledge-sharing initiatives, implementing performance metrics, and adapting strategies to optimize sales performance.

What we offer

• Generous pay with bonus structure
• Independent environment without a lot of red tape where you are empowered to make decisions
• Substantial benefits package that includes:
  • Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions 
  • Additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
  • 401k program with employer matching 50% up to the first 10% of employee’s contributions
  • Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
  • Access to EAP and concierge services
  • Pre-paid legal at no cost
  • Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
  • Employee stock purchase plan
  • Learning and development opportunities galore
  • Tuition reimbursement
  • And much more!
  • Specific to Milwaukee-based office employees: company-paid parking 
• Winning culture, inclusive environment, and friendly people all over the world
• A remote-friendly organization, with colleagues working remotely either part or full-time

As a culture first organization, being together is how we learn and grow. We come together in-person at least 3 days for collaboration, support, and to have some fun. Where there is no physical location, we give all our employees an equal cultural experience through a remote setting.

What you offer

Required Skills

• Located in the Central Region.
• Bachelor's degree in business, marketing, or a related field preferred
• Proven track record of success in software and services sales using a value-driven sales approach
• Experience in strategic sales planning and execution
• Ability to lead at both strategic and operational levels
• Experience in scouting and running new books of business
• Excellent communication, negotiation, interpersonal skills, with the ability to build relationships with senior-level clients

The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.

Target compensation for this role will be $190-$240K USD (mix of base salary and bonus). Actual offers may be higher or lower than this range and will be settled based on a variety of factors, including (but not limited to) candidates’ qualifications, experience, education, and work location.

We are not able to consider candidates residing in the state of Hawaii currently.

Why SoftwareOne?

SoftwareOne is a leading global software and cloud solutions provider that is redefining how organizations build, buy, and manage everything in the cloud. By helping clients to migrate and modernize their workloads and applications – and in parallel, to navigate and optimize the resulting software and cloud changes – SoftwareOne unlocks the value of technology. The company’s 9,200 employees are driven to deliver a portfolio of 7,500 software brands with sales and delivery capabilities in sixty countries

What you should know about us:

Strip away everything. Strip away our brand, strip away our buildings, strip away our offices. What are we left with? Our people. This is what makes SoftwareOne successful.

Passionate people who live and breathe our values every day, who delight our customers, every day, and who go above and beyond, every day. Our culture is unique, and I believe that having the right people, and empowering them to succeed, is the absolute key to our success. -Patrick Winter, Founder.

What we expect from our employees:

Success at SoftwareOne is not defined by what you do for yourself, but by what you deliver for our customers, the business and for the employees around you. SoftwareOne employees are energized, agile and are laser focused on delivering extraordinary Customer Satisfaction and results. Our leaders motivate and inspire their teams and provide a working environment that delivers incredible levels of Employee Satisfaction. We are Humble, have a very high degree of Integrity and are simply not interested in politics. Our leaders operate with a high level of Subject area but are able to work at Speed lead change in a global economy. 

Accommodations:

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.

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.