Account Manager

Summary

Join Gurobi Optimization as an Account Manager—Japan and play a pivotal role in managing software license renewals, expanding our client base, and managing inbound leads. This multifaceted position requires close collaboration with sales management, nurturing existing client relationships, and driving revenue growth. You will be responsible for the end-to-end license renewal process, identifying upselling/cross-selling opportunities, and guiding leads through the sales pipeline. Success in this role demands strong communication, negotiation, and CRM skills, along with a proven track record in B2B software sales. The ideal candidate will be highly motivated, self-directed, and comfortable working remotely.

Requirements

• A BA/BS degree or equivalent is a mandatory requirement
• Possess 3-5 years of experience in Sales or Account Management roles, with exposure to various field facets
• Demonstrate at least 3 years of experience in B2B software sales within the technology sector, with a preference for optimization and analytics solutions expertise
• Proven track record of success in account management, demonstrating high drive and achievement
• Strong understanding of software licensing and renewal processes
• Proficient in consultative selling, approaching sales with confidence and enthusiasm
• Effective communication skills, both orally and in writing, facilitating solid interpersonal connections and rapid rapport building
• Strong critical thinking abilities, capable of simplifying complex situations for effective problem-solving

Responsibilities

• Manage the end-to-end license renewal process, including preparing renewal quotes, negotiating terms, and closing renewal deals
• Communicate with customers to understand their needs and ensure a smooth renewal experience
• Assist in resolving any issues related to license renewals, including billing and contract discrepancies
• Drive revenue growth by identifying opportunities to sell Gurobi's software solutions
• Present, promote, and sell Gurobi software to new potential customers (inbound leads) and existing clients
• Establish, develop, and maintain positive business relationships with customers, ensuring their satisfaction with Gurobi's products and services
• Secure and expand relationships with key customers through face-to-face meetings, addressing their needs and challenges
• Develop an extensive network of contacts within each customer organization, identifying all key stakeholders involved in the buying process
• Participate in trade shows and company training events to expand outreach and connect with potential customers
• Work towards achieving agreed-upon sales targets and outcomes within the designated timeframe
• Collaborate with other team members within the sales organization and cross-functional teams to coordinate sales efforts effectively
• Maintain a comprehensive Customer Relationship Management (CRM) system, ensuring it contains up-to-date customer information, interactions, and sales opportunities
• Provide management with detailed reports on customer needs, problems, interests, competitive activities, and potential for new products and services
• Stay informed about industry best practices, competitive threats, and developments in the optimization space to remain competitive
• Continuously improve your skills and knowledge through company-provided and independent development and training opportunities

Preferred Qualifications

• International experience is advantageous
• Proficient in B2B SaaS sales
• Fluent in macOS, Microsoft 365, and Power BI
• Comfortable with learning and using Salesforce
• Trained in negotiation techniques, providing a strong foundation for negotiation skills
• Utilizes CRM and analytics tools methodically and precisely for efficient business operations
• Skilled at initiating contact with inbound leads and expanding connections to key stakeholders to close deals
• Driven by a competitive mindset and a desire for achievement
• Highly self-motivated and capable of working efficiently in a remote work environment
• Verbal & written communication skills that bring clarity and build trust
• Motivated with a team-oriented mindset that aims to both inspire and be inspired by others
• The courage to bring ideas forward and see yourself as an integral part of our global team
• Organized and agile, focusing on meeting professional objectives while promoting a healthy work/life balance
• Promise to uphold honesty as your compass and conduct all business practices with an ethical mindset and fiscal responsibility