Account Manager

Job Title:                       Account Manager 
Department:                 Sales
Reports To:     Sales Director
Direct Reports:             N/A
FLSA Classification:      Exempt
 
SUMMARY:
The Account Manager is responsible for achieving volume and profit objectives and maintaining and improving sales strategies. This role works directly with the Sales Director who manages the portfolio of Dexian business at the client. The main objective for his role is to develop relationships, obtain and increase sales consideration, and grow Dexian market share. 
This position offers a competitive base salary, to be determined based on the candidate and his/her background and experience. Our benefits package includes medical, dental, vision, 401(k), employer-paid short-term disability, voluntary life insurance, unlimited paid time off and more.
 PRIMARY RESPONSIBILITIES:

• Partner with the Sales Director, understand the client operating and buying patterns, establish client relationships and build trust
• Follow-up with customers in a timely manner (re-contacting schedule) utilizing the most effective method
• Partner with the local delivery team, Client Partners, Dexian IT Solutions, and Platform stakeholders, to bring compelling solutions and staffing proposals to the client
• Set up and conduct client visits with hiring managers and build strong relationships and be seen by the client as a trusted and accountable partner
• Understand the true needs of the client and collaborate with internal stakeholders on solutioning and proposals
• Partner with recruiting and IT Solutions team to identify qualified candidates for all open position requisitions
• Set-up candidate interviews and screening calls with internal/external stakeholders as required
• Follow-up with managers to debrief and get feedback on the interview and identify opportunities to close
• Finalize the deal with the hiring manager to ensure proper expectations are set
• Follow-up with managers to check up on service and consultant performance
• Build and Maintain Relationships with Clients, peers, and consultants
  1. Set up and conduct client visits
  2. Entertain clients and consultants after hours
  3. Demonstrate a true partnership approach with clients
  4. Understand true needs of the client with the overall goal of gaining opportunities to grow and scale the Dexian footprint
  5. Follow up with managers regarding candidates, interviews, and consultant performance
      
• Develop and Maintain Relationships with Team Members
  1. Actively participates in meetings and events
  2. Partner with recruiting team to identify qualified candidates
  3. Provide support and encouragement to others
  4. Seeks out opportunities to get to know team members
  5. Relate with a diversity of experience, styles, & backgrounds

• Utilize Sales Effectiveness to Close Deals
  1. Be an advocate for the customer
  2. Uses probing & closed ended questions deliberately to uncover needs
  3. Acknowledges objections/issues with a verbal response, staying positive & confident
  4. Positions & aligns services within the context of the customer’s wants & needs
  5. Committed to helping customers make informed buying decisions

• Align to Company Culture
  1. Alignment of personal behavior, attitudes, and values
  2. Lives consciously and authentically
  3. Always maintain consistency between what is said and what is done

• Continuous Development
  1. Seek out opportunities to participate in interactive training, formal training, self-directed training, and one-on-one development
  2. Provide development opportunities in areas of strengths to others (mentor others)
  3. Seek out assignments and responsibility in areas that are new (stretch assignments)

QUALIFICATIONS:
The ideal candidate should have:
An intermediate level understanding of Information Technology organizations and how they operate and align work to priorities
Proven track record of being able to meet Sales targets, consistently
Strong communicator of oral and written work; also, good presentation skills
Strong influencer through being proactive, creative, and persuasive of others in solving client problems or recommending new ideas/strategies
Understands the importance of documentation and the utilization of tracking tools
Knowledge of assigned vertical/industries with an ability to learn quickly
Superior interpersonal skills-work collaboratively within a matrix organization
Adaptable to change, understands what ambiguity is and how to navigate within that type of environment
Education to include BS or equivalent combination of education and experience