Account Manager

Oakville, Toronto, Canada

The Account Manager couples consultative selling with client relationship skills to drive adoption and growth of Calligo’s solutions. The Account Manager works to understand our client challenges; acting as the primary business point-of-contact for all client engagements. Account Managers demonstrate a passion for their client’s success, bringing Calligo’s best ideas, standards, innovations, and capabilities to clients to drive maximum business value.

A successful Account Manager must be outgoing, organized, and results-oriented. The ideal candidate should have the business acumen to speak confidently to C-Level executives, as well as the technical expertise to engage with IT professionals. They must be a good listener and ask appropriate questions to understand the client’s business better and then guide the client through operationalizing Calligo’s solutions to ensure success.

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Calligo Managed IT and Account Managers

Type: Permanent

Hours: Full Time

Reports to: Senior Vice President Sales and SVP & Managing Director

Department: Commercial

Access Level: Operator

Revision Date: April 2019

Key Duties:

  • Own the relationship with assigned clients, which includes increasing product adoptions, ensuring engagement and retention, and maintaining high levels of client satisfaction
  • Be a “Trusted Advisor” with executive sponsors and align Calligo’s solutions and roadmap to address clients’ challenges and business initiatives
  • Build strategic relationships focused on business goals, prioritizing high-value tasks, standards and eliminating business risk
  • Manage and maintain client business relationship with the highest level Executive point of contact
  • Maintain thorough knowledge of client vertical markets
  • Maintain IT industry knowledge including emerging technology
  • Maintain technology vendor relationships with Calligo’s technology manufacturers and partners
  • Maintain and apply in-depth knowledge and understanding of Calligo’s services and methodology, client agreements, and internal business processes
  • Facilitate communications between clients and Calligo employees to address technical questions and concerns
  • Assist in the creation of proposals and related Statement of Works (SOWs) and deliver solution presentation proposals to client decision-makers
  • Responsible for maintaining and growing a run-rate of invoiced monthly revenues, while ensuring churn does not exceed an assigned percentage of revenue
  • Meet 100% of sales revenue targets and maintain forecast projections within +/-20% of objectives
  • Provide market trends, industry and competitive information for analysis, sales strategy development, and sales initiatives to help maintain market competitiveness
  • Maintain a thorough understanding of the company’s products and services, with an ability to explain the functions, features, benefits, and cost
  • Meet expectations of the Account Manager playbook
  • Adhere to all applicable compliance policies and procedures

Typical Activities Include:

  • Execute the sales strategy to meet the agreed milestones and timescales
  • Meet and exceed daily, weekly, and monthly sales activity targets (KPIs)
  • Maintain assigned sales funnel targets by stage
  • High frequency check-in with clients to promote a positive business relationship
  • Educate clients on how existing and new product features and functionality work, and how they can contribute to their business growth
  • Prospect for new business opportunities within each of the assigned clients
  • Keep comprehensive records and report on activities and results by daily inputs to the company CRM
  • Complete and maintain a Void Matrix for each assigned client
  • Manage client escalations, requests for information, and requests for proposals
  • Work with the Design Desk to create proposals and supporting collateral
  • Interaction with the Project Services team to ensure service delivery into the client base
  • Monitor the timeline of established project completion dates, requested tasks, and manage client expectations
  • Prepare and submit weekly forecasts of quotes, proposals, and projects
  • Participate in weekly meetings, prepared to discuss the status of funnel, forecast, pending projects, proposals, and challenges
  • Develop and prepare emails, proposals, and general correspondence with a high level of thoroughness and professionalism including conducting prospect meetings and making effective presentations
  • Provide feedback internally on how to improve services and solutions to clients

Skills and Experience:

  • Experience working with C-Level executives in a business setting
  • Significant and attested sales success in a new business environment over a 3-5 year period with experience of meeting or exceeding assigned goals and targets
  • Strong presentation skills with proven ability to speak comfortably in front of groups and to executive audiences, to effectively articulate solutions and appropriately positioning value propositions
  • Ability to thoroughly understand related industry technology, articulate that knowledge and formulate effective solutions with attention to profitability
  • Seasoned in identifying new sales opportunities, preparing prospect presentations, and solutions development
  • Energetic approach, with a strong solution selling background
  • Proven ‘Hunter’ and ‘Farmer’ focused track record of success

Competencies:

  • Good oral, written, and interpersonal communication skills
  • Ability to think and plan strategically
  • Excellent problem solving and analytical skills
  • Patience and strong customer service skills
  • Highly self-motivated, organized, and disciplined
  • Ability to make the right decisions based on strong analytical reasoning skills
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