ERP (Oracle/SAP) Account Manager ~ North East

Our client is a world leader in cloud-based software testing automation solutions for SAP and Oracle ERP customers, and one of the fastest growing startups in the high tech industry offering businesses groundbreaking Saas solutions.

ERP (Oracle/SAP) Account Manager

The ERP Account Manager is responsible for maximizing the full business potential of an existing customer and to guaranteeing continuous recurring revenue. The AM is responsible and accountable to manage the entire customer relationship while engaging other departments upon need including TAM, PMM, PM and senior executives. The AM will assume responsibility for an account from the stage where the initial PO is received. The AM is responsible to collect all of the relevant information concerning the account from the sales and pre-sales person that closed the initial PO and will assure a smooth handover by phone with the account focal point.
The AM is measured on the income from the allocated existing customer portfolio and is expected to meet and exceed targets

Customer Interface and Responsibilities:
Act as primary and overall manager of all of the activities with the customer.
Discover and map all of the relevant customer ERP systems and decision makers.
Profile the customer IT strategies for maintenance, functional releases and testing.
Promote and sell our client's entire appropriate portfolio to the different customer stake-holders.
Keep the customer up to date with all of our client's products and functionality.
Upsell and Cross-sell to the customer as soon as the customer has been transferred to the AM without delay - promote additional products that have not been purchased.
Make sure that the customer is receiving the appropriate support and that the customer is adopting our client's solutions maximizing usage of all of the modules.
Drive the customer to adopt our customer as a standard part of the IT process to ensure continued usage and renewal and making sure that budget is planned for future renewal.
Create and maintain multiple relationships with the customer with key users, opinion makers and decision makers to ensure a solid coalition.
Drive the customer to agree to be a reference and to create a case study.
This position is expected to be done primarily from our client's office in NJ and remotely to the customer and may include occasional travel when needed.
Must be U.S citizen/resident

At least five years of experience in direct sales to large enterprise customers, with proven, successful track record of generating revenue and closing business.
3+ years sales experience in any software ERP related engagements, SAP/Oracle is highly preferred
At least five years in sales within the NAM market.
Hunter at heart
Ability to organize and prioritize assigned tasks. Advantage: Prior experience of multiple-opportunity management
Skilled in opportunity identification, competitive analysis, market positioning, contract negotiation, process reengineering and distribution channeling.
Able to demonstrate a pro-active, dynamic and focused approach to working with potential clients with the ability to close high value deals.
Exposure to multi-cultural environments essential.
Excellent communication and presentation skills.
Reports to: North East Territory Manager

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