Sales Account Manager
Shape, Brazil
Job Description
We are seeking a dynamic and results-driven Sales Account Manager to join our Growth Team. The ideal candidate will be responsible for managing and expanding relationships with existing clients, building rapport and trusted relationship with new customers in different levels (C-Level, Tactical and Operational), identifying and securing new business opportunities. As a Sales Account Manager, you will play a crucial role in understanding market trends, building market share analysis and business plan, designing commercial strategies, pursuing and achieving sales targets, fostering client satisfaction, and contributing to the overall growth of the company.
This role is highly collaborative and dynamic, working with Creative, Senior Sales, Product Team and Technology Partners, orchestrating and influencing both your internal team and your external customer to facilitate them reaching their business goals.
Requirements
- Experience in complex B2B sales in the Software and Digital Technologies market for large companies in the Oil and Gas and Energy segments(Mining and Pulp and Paper areas are desirable).
- Bachelor degree in Business Administration, Engineering or related field.
- Experience in business models such as SaaS, PaaS, IaaS, Analytics, Machine Learning, Artificial Intelligence and similar based on Cloud Computing.
- Develop commercial intelligence, active prospecting strategies and identify new key accounts to increase participation and drive new sales, new customers with aggressive marketshare growth.
- Take a leadership to identify customer business needs, match with Shape solutions, build customer value proposition, build opportunity business case, generate commercial proposal, negotiate pricing agreements, manage contracts review and signature.
- Demonstrated ability to sell at the senior management amp; executive levels, focusing on the business outcomes and demonstrating the tangible economic value of our solution offers.
- Present company solutions and conduct technical visits with pre-sales resources, to understand customer needs and challenges in sizing new proposals and projects.
- Manage current customers, implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify upselling/cross-selling of qualified and/or non-qualified opportunities.
- Developing and sustaining solid relationships with key clients.
- Plan and handle multiple simultaneous priorities balancing short and long-term commercial needs.
- Maintain records of business activities, call reports, customer contacts, opportunities in the CRM tool.
- Build and keep updated Account management / plan.
- Commercial and strategical alignment with segment/commercial leader.
- CRM tool management including pipeline management.
- Lead responses to RFI, RFP, public tenders, private competitions and technical questionnaires with support from the technical pre-sales team.
- Commit to individual and team sales goals, seeking predictable quarterly and annual results, profitable growth and standard gross margin.
- Business level fluency to read, write and speak Portuguese and English (desired Spanish).
- Availability for travels (National and International).
- Strong Sales skills with high customer orientation including:
Benefits
- PPR: varies according to the professional's performance and the company's profits;
- Premium Medical plan and dental: extensible to dependents, without any costs to the employee;
- Dental Plan: expandable to dependents without co-participation or payroll deduction for themselves or their dependents;
- Life Insurance: no co-payment or payroll deduction;
- Gympass;
- VA/VR: Transferred to the Flash benefits card;
- Corporate education incentive: we are finalizing the points regarding this benefit;
- Daycare allowance: for dependents up to 5 years old;
- Referral program: program to refer professionals in which the new Shaper is contemplated after his/her referral completes 3 months of service;
- Mentoring: with Shape leadership, aiming career development.
- Accelerated career growth and others