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Position Posting




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Position Title

Senior Account Manager

Location

40950 Woodward Avenue, Bloomfield Hills, Michigan 48304

Overview

Lakeside Software is a leader in delivering Business Intelligence solutions to IT professionals. Proprietary Datamineâ„¢ technology enables Lakeside to aggregate user and application utilization data of unequalled breadth and depth. Exploiting Datamine technology, Lakeside's SysTrack suite of solutions provide clear data visibility and interpretation, enabling IT to develop keen insight into usage patterns, trends, and potential problems. This insight gives IT professionals the actionable intelligence to make smarter decisions that will drive reduced infrastructure costs and improved end-user productivity.

We currently have an opportunity for an Sr. Account Manager to join our North American sales team, selling SysTrack. The Sr. Account Manager will generate and maintain new business, promote our products/programs, and develop and maintain new and existing account (and VAR) relationships with the goal of meeting/exceeding sales targets.

Job Responsibilities

  • Responsible for selling the complete Lakeside solution, products, and services
  • Drive account portfolio sales strategy and establish sales cadence with the corporate account team
  • Become as intimate as possible with assigned accounts and bridge the gap to executives while increasing Lakeside mindshare
  • Learn and understand the assigned accounts extended business model and create offerings and solutions to meet corporate goals
  • Solidify existing customer accounts and elevate Lakeside to a more strategic position within all accounts
  • Adopt account portfolio sales strategy leveraging channel partners
  • Focus on top tier accounts and collaborate with Systems Engineering, Inside Sales and Channel Partners to ensure complete coverage of entire account portfolio
  • Move the transaction through the entire sales cycle
  • Match the Lakeside solution to the customer’s business needs, challenges, and technical requirements
  • Develop and manage a partner strategy by selecting a set of “preferred” partners
  • Develop a collaborative account plan and enable channel partners to be an extension of Lakeside sales force
  • Extensive experience negotiating large 7-figure deals with extremely complex terms, conditions, price pressures and considerations
  • Ability to communicate the business value and/or ROI of proposed products and solutions
  • Accurately forecast license bookings, specific products revenue, on a weekly, monthly and quarterly basis
  • Utilize Lakeside values (Execution, Passion, Integrity, Customers, Community) to conduct day to day business

Experience Required

  • 5+ years of experience in related software industry with at least 1 years in a selling role to large select accounts
  • Experience selling in both a direct and an indirect or channel driven model
  • Experience orchestrating complex multimillion dollar solution sales from business champion to the CEO level
  • Experience leading a team of professionals in sales campaigns that include sales executives, field SEs, Inside Sales, Field Marketing, Services, Professional Services, and Channel teams
  • Experience selling complex solutions, requiring integration (solutions being sold and with existing customer investments) and Professional Services to execute
  • Strong financial acumen
  • IT sales experience preferred with a background in Citrix, Microsoft and/or VMware

Core Competencies

  • Self-starter with a high energy level
  • Ability to work with all levels of individuals
  • Proven track record of quota over-achievement
  • Excellent communicator, both written and verbal
  • Dynamic presenter with the ability to translate technical thoughts to everyday language

Education

  • BA/BS degree or higher, or equivalent job related experience

Travel

  • Estimated travel is 30%

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