Account Manager

• Manage sales strategy and product remit for GlideScope product line within assigned territory
• Generate a high volume of sales activity including in-person prospecting, product evaluations, phone calls, proposal generation, customer presentations, and negotiation
• Strategically manage a sales pipeline to maximize revenue opportunities and achieve revenue targets
• Analyze pipeline coverage percentage and target, in-forecast hit rate, and pipeline deal profile to ensure pipeline supports monthly, quarterly and annual goals
• Adhere to and adjust established pipeline management processes as required
• Execute sales strategies and techniques to realize identified sales opportunities
• Understand the buying process for each account and build/maintain relationships with key customer stakeholders
• Understand customer needs, build rapport, and influence decision-making and strategy with customers
• Deliver proposals and presentations including creative solutions, effective benefit selling statements, economic solutions, and product demonstrations
• Utilize CRM (Salesforce.com) daily to record/update customer information, prepare quotes, update sales stages, maintain accurate forecast, and close deals
• Research market opportunities actively and engage in strategic business planning and execution to consistently achieve or exceed sales quota
• Provide comprehensive sales reporting to leadership, including monthly forecasting
• Continuously learn industry and market information, skills and techniques to adapt to shifting market demands

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