An extraordinarily talented group of individuals work together every day to drive TNS' success, from both professional and personal perspectives. Come join the excellence
Overview
The Digital Account Manager is a critical role in Italy, reporting directly to the Country Sales Director. We are seeking a proven Digital Sales Officer Representative who is passionate about maintaining and growing our TNS Regard business by targeting new sales through qualified leads and existing account relationships, while using sales and account management best practices to achieve revenue targets. This is a hands-on role that requires building new relationships with our qualified leads and building on existing customer relationships, including managing renewals.
Responsibilities
Essential responsibilities include:
* Engage with existing TNS customers and new qualified leads to understand their business challenges, aspirations and articulate the value that TNS can deliver.
* Carry quota and be responsible for driving sales of TNS solution with existing customers and new leads.
* Be the point person for assigned accounts and leads, leading all aspects of the sales process including deal qualification, sales motions, and ongoing account management activities.
* Research, question and listen to our existing customers and new leads to fully understand needs and present solutions to fulfill their requirements.
* For larger accounts support the account team (i.e. account managers & sales engineers) with deal management to maximize our customer's investment with TNS, including renewals.
* Define and execute account, sales and call plans with assigned customers and leads.
* Meet and exceed sales goals through developing, qualifying, managing and closing deals.
* Develop and manage sales pipeline with three times coverage against quota, and move multiple transactions simultaneously through the sales pipeline.
* Accurately forecast sales results and deal closure timings.
* Ability to follow and implement the TNS Sales Playbook.
* Coordinate resources throughout the sales cycle, including product and sales engineering support.
* Provide or facilitate product demonstrations over Microsoft Teams (or similar) and general support to prospective customers.
* Build and maintain brand presence within assigned accounts.
* Ensure accurate invoicing for all assigned accounts.
* Keep abreast of competition, competitive issues, and products.
* Practice effective, excellent communication with management, customer and support staff
* Understand when to escalate key issues and opportunities to the right buyer personas on the client side as well as to management internally
* Work with the Legal team to build contracts and solutions for clients.
* Work and partner with Finance to provide appropriate forecasting reviews
* Participate in team building and company-growth activities including strategy setting, sales training, marketing efforts and customer care.
* Other duties as assigned.
Qualifications
Experienced Performer
* 5+ years of Software, Applications, Cloud or solutions sales experience
* Orchestrator: Experience managing an array of opportunities simultaneously, from small initial transactions to complex multi-hundred thousand-dollar "land" or "expand" deals
* Executer: Consistent overachievement of sales goals against existing customers and new leads
Sales Cycle Expert
* You are a problem-solver, an exceptional listener, and delve deeply into "top five, next five" accounts to seek out prospective buyers
* You create demand with prospects and customers as opposed to reacting to them
* You work effectively with internal staff, customers and partners to expand your ability to generate and cover more opportunities
High-EQ Communicator
* You judge well, both what to say and how to say it
* Talent Magnet
* Your presence at TNS makes other A-Players want to join one of the best companies in the world
Education / Certifications:
* At least Bachelor degree, or higher.
If you are passionate about technology, love personal growth and opportunity, come see what TNS is all about
TNS is an equal opportunity employer. TNS evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.