Account Manager, Enterprise Sales

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world. Who We Are: At SOTI, we are committed to delivering best-in-class mobile and IoT device management solutions. We are looking for unconventional thinkers who appreciate the art of creating great software. To us, being visionary is more important than doing things the way they’ve always been done. What’s in it for you? The People - From our humble origins in our founder’s basement, to our industry leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasizes personal growth, continuous innovation and fun. The Growth - Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big! The Technology - You’ll get the chance to work with leading edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams. You will work alongside SOTI’s partners which include leading tech giants that will keep you on the cusp of emerging technologies. What We’re Looking For We are currently looking for an Account Manager to join our Sales team with a proven track record of successfully making a positive impact in his/her previous career. You are insanely curious and have a thirst for figuring out new technologies. The Account Manager will be responsible to build long term relationship with customers and partners to drive profitable growth for SOTI. You will interact with key internal and external stakeholders in order to ensure timely execution for our customers. Account managers may be in charge of finding new business, be assigned prospects, given accounts, or a combination thereof. Tasks may involve project management, strategic planning, sales support, product design, service application, logistics, and marketing. Acquire new business and manage existing SOTI direct customers, as well top platinum tier partners in North America. Responsibilities including but not limited to; sales, operations, marketing, and training with a precise focus on aggressive growth in revenue through building a strong & quality sales pipeline. Maximize SOTI revenue by increasing the size of the deal through Value Selling Sales Methodology. Serve as the senior, account executive responsible for leading and obtaining large, complex North American accounts with the involvement and collaboration of our top tier partners. Lead as the account manager, the extended SOTI team(s) the full business cycle for complex business and value-based campaigns (including strategies in business development, successful marketing themes, SOTI differentiators, creating marketing material and presenting to executives, negotiation of commercial agreements, leading pricing models and strategies to SOTI leadership. Leverage the partner ecosystem to influence and ensure success with our strategic customers including creating credible plans to support SOTI's vision in the customers landscape, focused on delivering value as part of the route map to help self fund the transformation (ROI). Model and architect what a strategic relationship with SOTI would look like across the partnership lifecycle, including identifying trends and cross industry solutions that will differentiate SOTI as a mobility platform leader & visionary. What You’ll Do Create and deliver value assessments (ROI) to customers and prospects Prospect for new opportunities via Cold Calling, email, social media…etc. Conduct product demonstrations to partner sales teams, new potential customers, and different business units within the existing customer base Conduct Partner and customer Quarterly Business Reviews Manage pipeline and update opportunities daily/weekly Record all activity (phone, email, meetings) via CRM Provide a high level of forecast accuracy and maintain a hygienic 90-day forecast Manage (as project lead) pre-sales engineers in customer POCs Sales Training on selling methodology, and value propositions on SOTI solutions for partners via web and onsite. Manage customer and partner escalations with our Support Teams Assist in corporate communications to partners and customers with SOTI legal/customer/partner legal documents or issues Work with Licensing Team to process orders and deliver license keys in an efficient manner Create and present Quarterly Territory Plans to Leadership & outcomes of previous/ongoing programs Work closely with Field Marketing and partners marketing staff to collaborate on a strategy for growth, execution, and measurement of success Assist with Marketing Campaigns Help coordinate on-site training with partner customer base (existing and new logo) to drive SOTI product awareness and build a quality sales pipeline. Attend industry events and tradeshows as SOTI Representative Experience You’ll Bring 5+ years in SaaS Experienced in Web Demonstrations Strong presentation, written, and oral communications skills Experienced in negotiating complex sales cycles Familiar with Android and Apple operating systems Understanding of Cloud (Azure and AWS) Proficient with Salesforce.com North American Travel needed up to 35% per month About SOTI SOTI is the world's most trusted provider of mobile and IoT management solutions, with more than 17,000 enterprise customers and millions of devices managed worldwide. SOTI's innovative portfolio of solutions and services provides the tools organizations need to mobilize their operations and optimize their mobility investments. SOTI extends secure mobility management to provide a flexible solution for comprehensive management and security of all mobile devices and connected peripherals deployed in an organization. At SOTI, we celebrate the uniqueness of our global teams and are proud to be an equal opportunity workplace. We are curious problem solvers who are committed to bringing the best mobile and IoT management solutions to the market. We offer careers with #EndlessPossibilities.