Sr. Account Manager - Commercial Markets

Responsibilities

• In partnership with the Field Application Engineer, present and sell RTI software and engineering services to current and potential customers within the assigned territory
• Seek new business proactively in key industries through prospecting, cold calling, networking with partners and exhibiting at relevant trade events. Also collaboration with RTI’s Sales Development Representatives to scale outreach
• Plan, schedule meetings, and consult with customers onsite to understand their technical and business problems and challenges
• Work with RTI Product Management and Engineering staff to develop software solutions
• Communicate with decision makers and influencers
• Work with the Customer Success Manager and Professional Services team to onboard and integrate new customers and develop existing customer relationships
• Build trust-based professional relationships with key decision makers and be the primary point of contact
• Conduct all business discussions with the customer, including pricing, licensing and negotiations
• Drive customer retention, upsells, and customer satisfaction
• Work with Marketing to plan and conduct key events (seminars, lunch & learns) in the assigned territory
• Forecast and track key territory metrics
• Meet sales goals by closing business in the assigned territory

Requirements

• 10+ years of professional experience with at least 5 years selling high-end technology software solutions to R&D and engineering teams
• Enjoys prospecting and knows how to open new doors
• Strong hunting and prospecting skills
• Demonstrated ability to build solid relationships and attain trusted advisor level credibility
• Strong listening and communication skills to build rapport with prospects and current customers
• Excels working in a collaborative, team-based selling environment
• Experience developing new leads, lead follow-up, qualification and targeted account selling in person and by phone
• Uses tools like Salesforce.com to maximize productivity and efficiency
• Track record of meeting sales quota consistently success achieving or exceeding assigned quota
• Experience selling to OEMs, system integrators, and contract design firms
• Demonstrated success using a consultative, solutions oriented sales approach
• Travel within the territory is required