Reiger Technical Search - IT Recruiters

Customer Success Manager, Software sales

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Location
Columbus, OH
Salary
$50,000 - $110,000
Job Type
Direct Hire
Degree
Bachelor
Date
Jan 16, 2019
Job ID
2651567
 
CUSTOMER SUCCESS MANAGER
 
Our leading software technology client is seeking a Customer Success Manager to join their Sales team.  The company has a proven track record of success, implementing SaaS and software solutions to many different industry sectors across North America.  As a Customer Success Manager (CSM), they are looking for a highly motivated professional, driven-to-succeed and interested in furthering your career with a rapidly growing cloud software company.  You will act as a liaison between the company and their clients, ensuring customer growth and satisfaction.  You should showcase excellent communication, negotiation skills and will act proactively to address customers’ needs and facilitate the sale process from beginning to the end.

Primarily responsible for all sales activities offered by company to drive additional value to capture a larger share of the clients spend.  Manage all opportunities within your assigned account-based territory.  This will be accomplished by utilizing excellent, in-depth knowledge of company products and programs within a team selling environment for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values to ensure all sales agreements or proposed agreements conform to company rates, rules, and regulations by performing the following duties. 

Responsibilities:

 

Directly manage the customer sales engagement, driving the sales process, and managing the opportunity from beginning to end:     

  • Meet or exceed your assigned quota.
  • Retain and grow customer subscription revenue by building a business relationship with all assigned customers.
  • Build a customer engagement strategy by ranking each client A, B or C based on a defined set of criteria and document in SalesForce.This will determine frequency of engagement.
  • Understand how customers are using the software platform and find ways to drive additional value to capture a larger share of client spend.
  • Identify customer service issue, document and pass-on to the proper customer service representative.
  • Proactively generate add-on business from outbound activity including calling, email, etc.
  • Follow a defined "account review" process to engage customers, review current results, identify new opportunities, develop plan to achieve objective set with the customer
  • Maintain and report regularly the status of your pipeline and forecast accurately.
  • Maintain accurate and up-to-date information including all daily activity in company’s CRM system.
  • Follow a defined sales process to discuss business requirements with a prospect and identify key goals with a focus on how company addresses those objectives.
  • Demonstrate key features of the solution and relate to the customer’s goals and objectives.
  • Maintain a high level of knowledge relating to current products and features.
  • Effectively demonstrate those features related to the prospect’s pains to help them achieve their goals and objectives.
  • Participates in marketing events such as seminars, trade shows, and telemarketing events
 Skills, Experience and Qualifications:
  • Organizational skills to manage multiple sales cycles ranging from 30 to 90 days
  • Ability to interact with a prospect’s decision makers to discuss and match key requirements with software capabilities.
  • Demonstrate the ability to execute a consultative sales experience
  • Proficient at conducting “C Level” presentations and key client meetings - Experience selling to senior level executives
  • Ability to work collaboratively with prospects and team members to develop strong business case and ROI “Cost Justification” presentations along with responses to RFI’s or RFP’s
  • Utilizing technology to interface with prospects and co-workers including:Word, Excel, PowerPoint, GoToMeeting, LinkedIn, SalesForce, SalesDirector.ai, etc.
  • Preference for those candidates with SaaS or Enterprise IT Systems selling experience into the following industry segments: Transportation, Logistics, or Distribution
  • With minimal supervision, demonstrate the ability to solve practical problems, interpret, resolving problems and issues using a variety of instructions or guides furnished in written, oral, diagram, or schedule form.
  • Strong interpersonal skills and the ability to collaborate with other members of the sales and marketing team.
  • Self-motivated with a firm understanding of consultative selling processes.
  • Strong verbal and written communication skills.
 
Professional Training, Education and Experience:

Successful applicants must be able to show that they possess the skills and ability to successfully carry out the responsibilities of the position. The following examples are illustrative of the level of education, experience and training which might lead to the development of these skills. Applicants may demonstrate possession of the necessary abilities in other ways, and therefore these examples are not absolute criteria.
  • BA/BS or equivalent work experience
  • 2+ years of sales experience, preferably in cloud software sales
  • Experience with ERP and/or shipping systems a plus.
    • Experience with NetSuite ERP a significant plus.