Account Manager

Allocate Software
Edinburgh Technopole
12 Oct 2019
16 Oct 2019
Retail and Sales
Contract Type
Full Time
The position of Account Manager is responsible for prospecting, selling-in, relationship management, proposal writing, pitching and managing the sales process of Allocate Software products (both new and core) within The North of England and Scotland. This role reports to the Regional Sales Manager.

  • Prospect for new business directly and through marketing campaigns
  • Maximising renewal opportunities of existing accounts
  • Building long term relationships establishing contact and credibility with defined key individuals in target organisations (in particular C-Suite level stakeholders)
  • Working with key stakeholders throughout the business (including Marketing, Product, Customer Success and R&D) to design both tactical and strategic sale opportunities to increase product penetration and stickiness and ultimately revenue and EBITDA within new and existing accounts
  • Preparation of ad hoc reports as required for management
  • Assist other Account Managers where possible to help close sales opportunities
  • Update and maintain customer data within Allocate's internal systems
  • Work within the team to define new market opportunities
  • Achieve quarterly sales targets (including both annual reoccurring revenue (ARR) and revenue)
  • Work with internal stakeholders to negotiate and prepare commercial contracts
  • Develop strong and collaborative working relationships with Customer Success ensuring lifetime and sustainably profitable accounts
  • Compliance with internal sales processes (including customer purchase orders and contract signatures)

Key Performance Measures:
  • Annual Recurring Revenue - achievement of ARR targets and/or revised targets as prescribed by the organisation
  • Revenue - achievement of revenue (non-reoccurring) targets and/or revised targets as prescribed by the organisation
  • Customer Satisfaction - based on customer satisfaction surveys
  • Compliance - adherence to corporate processes (such as all orders must be accompanied by a Purchase Order)

Skills/Qualifications/Experience Required:
  • Strong and proven track record in selling within a Software as a Service environment
  • Considerable experience 'closing the deal' and able to follow through sales opportunities to an order
  • Demonstrable experience building a book of business comprised of both warm and cold prospects/customers
  • Experience working with C-Suite level customers
  • A strong interest or previous experience working in the healthcare, allied health or biotech industries
  • Possesses a fondness for business travel and working remotely
  • Self-starter with a strong desire to achieve and meet targets
  • Excellent Microsoft Office skills PowerPoint, Excel and Word
  • Demonstrable experience developing compelling presentations and sound business cases / opportunity assessments
  • Excellent presentation skills - able to 'read the room', convey a compelling story
  • Bachelor's degree or equivalent experience
  • Working with the NHS and/or large government bodies is highly desirable