Quest - Account Manager - Software Sales

SW Sales Account Manager III

Location: Chennai as base location (Remote)

Company Profile :

- We are on a quest to make your information technology work harder for you. That's why we build community-driven software solutions that help you spend less time on IT administration and more time on business innovation. We help you modernize your data center, get you to the cloud quicker and provide the expertise, security and accessibility you need to grow your data-driven business. Combined with Quest's invitation to the global community to be a part of its innovation, as well as our firm commitment to ensuring customer satisfaction, we will continue to deliver solutions that have a real impact on our customers today and leave a legacy we're proud of. We are challenging the status quo by transforming into a new software company. And as your partner, we'll work tirelessly to make sure your information technology is designed for you and by you. This is our mission, and we're in this together. Welcome to a new Quest. You are invited to Join the Innovation.

- Quest is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Quest is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Quest are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Quest will not tolerate discrimination or harassment based on any of these characteristics. Quest encourages applicants of all ages.

Function: Software Outside Sales

Job Family: Sales Account Manager

Job Family Summary: Field sales role responsible for selling the breadth of the software product and services portfolio to a geographic or vertical set of defined, Enterprise, BSFI, Large and Conglomerate accounts in North India region.

Responsibilities:

Principal Accountabilities :

- Represents a balanced sales effort for range of software products and services knowledge and selling skills.

- Grows the territory/region/account base/named accounts to attain financial objectives.

- Understands customers' business and solutions requirements.

- Territory/regional account management, including account planning and sales forecasting.

- Customarily and regularly engaged with decision makers at client facilities in performing primary duties.

- Leads sales process and utilizes all available resources to manage account.

Knowledge and Skills:

- Identifies appropriate software products and services to meet the full range of customer needs.

- Identifies cost effective and practical alternatives for the customer by bundling products/service "solutions" to maximize Quest Software's opportunity while meeting customer's needs.

- Point of contact for escalated issues.

- Skillfully negotiates with others to achieve desired results and meet customer needs.

- Work is guided by sales business plans.

- Actively participates in setting sales objectives to meet plans.

- Escalates matters of business risk

- Influences others through their sales expertise.

- Manages critical customer sales and accounts

- Allocates work and mentors others

- Models effective team behavior.

Account Complexity:

- Number of Products/Services Sold: Focused on growing from selling single to multiple solutions.

- Type of Product/Service Sold: Sells Quest Software products and services.

- Number of Accounts: Sells to a small number of medium to large size accounts.

- To Whom is the Product/Service Being Sold: Sells software products/services to purchasing groups in large Organizations.

- May have some exposure to CIO and CTO level decision makers.

- Number of Decision Makers Involved in the Sale: Will typically deal with more than one decision maker.

Account Breadth

Industry: Sells to multiple industries.

- Function: Project management skills. Able to provide direction to less senior sales team members. Financial and business acumen are essential.

- Products and Services: Primarily selling enterprise software products and services.

- Customers: Multiple types of customers, generally larger accounts.

Job Duty Differentiators :

- Solutions Focus: In-depth knowledge of the breadth of offerings.

- Account Complexity: Highly complex named accounts.

- Customer Interface: Gains access to and manages relationships with department heads.

- Sales Process Focus: Leads through the entire process and delegate tasks. Identifies opportunities or acts on previously identified opportunities.

Job Scope Differentiators :

- Large Sales Quota

- Experience: Functional/Leadership

- Around 8 years of relevant experience or equivalent combination of education and work experience.

- Skills : Technical /Functional/ Leadership

- Should have strong account engagement skills

- Should have experience in handling Public sector accounts, Banks, Large enterprise. Should have understanding of creating RFP with Customers.

- Manage complex deals

- Specialized breadth or depth of knowledge as well as a proven record of sales success. Overall product line knowledge.

- Understands customer's decision-making process, goals, objectives and strategies. Strong business and financial acumen.

- Assesses potential sales opportunities and develop value propositions.

- Develops product solutions for customers.

- Effective presentation and negotiation skills.

- Ability to develop long-term strategic and executive level relationships.

Qualification: Graduate or Postgraduate with relevant experience.

Company Description:

At Quest, we create and manage the software that makes the benefits of new technology real. Companies turn to us to manage, modernize and secure their business, from on-prem to in-cloud, from the heart of the network to the vulnerable endpoints. From complex challenges like Active Directory management and Office 365 migration, to database and systems management, to redefining security, and hundreds of needs in between, we help you conquer your next challenge now.

We're not the company that makes big promises. We're the company that fulfills them.

We're Quest: Where Next Meets Now.

Why work with us!

- Life at Quest means collaborating with dedicated professionals with a passion for technology.

- When we see something that could be improved, we get to work inventing the solution.

- Our people demonstrate our winning culture through positive and meaningful relationship.

- We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.

- Our team members' health and wellness is our priority as well as rewarding them for their hard work.

Quest is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Come join us. For more information, visit us on the web at http://www.quest.com/careers.