Account Manager

Summary

Join Gurobi Optimization as an Account Manager and engage, retain, and expand our existing client base. You will manage the industry pipeline and lead expansion efforts using your B2B software sales expertise. Building partnerships and fostering cross-functional engagement are crucial. Implement proven sales strategies and utilize interpersonal skills to contribute to the Gurobi Sales, Marketing, and R&D Teams. This role focuses on accounts with a Total Contract Value (TCV) of less than $100k, prioritizing revenue retention and service expansion. You will collaborate across departments, update the CRM system, and provide sales forecasts and reports.

Requirements

• 2-4 years of experience in B2B Software Sales or Account Management, showing a strong track record in meeting sales targets and boosting revenue growth, with a preference for managing a renewal pipeline
• A Bachelor's degree in a business or communication-related field or equivalent work experience
• Capable of identifying and developing analytics to raise awareness of Gurobi's offerings in the assigned region
• Skilled in delivering presentations and communicating the value proposition of Gurobi effectively
• Proficient in negotiation techniques to secure favorable outcomes for both Gurobi and its clients
• Possesses strong conflict resolution skills to safeguard the customer experience and bolster Gurobi's reputation
• Demonstrates proficiency in strategic and analytical thinking to assess decisions' internal and external impacts
• Has the ability to utilize data for effective strategic planning and execution
• Comfortable and productive in operating from a home office within a remote work setup
• Able to participate in meetings across various time zones within reasonable expectations
• Driven by the ambition to achieve assigned Objective Key Results (OKRs)
• Committed to upholding company policies and adhering to procedures
• Demonstrated expertise and success in selling B2B software solutions within a technical environment
• Skilled in using these tools to manage and analyze data, collaborate, and deliver presentations effectively
• Capable of quickly mastering and utilizing Salesforce, our customer relationship management (CRM) platform, to manage sales activities and customer interactions effectively
• Able to work in an international setting

Responsibilities

• Effectively manage, retain, and grow sales activities within an established customer base in a specific region, focusing on accounts with a Total Contract Value (TCV) of less than $100k
• Prioritize retaining revenue from existing accounts while also seeking opportunities to expand our services within those accounts
• Identify and engage with new decision-makers within our current customer base to promote our solver
• Foster and maintain strong business relationships with key stakeholders to cultivate long-term partnerships
• Collaborate across departments within our global organization to streamline operations and capitalize on sales opportunities
• Ensure our Customer Relationship Management (CRM) system is regularly updated with accurate client and prospect information
• Work closely with Account Managers/Directors to secure renewal opportunities for accounts
• Provide management with informed sales forecasts and reports on progress and future opportunities
• Stay updated on industry best practices, competitive challenges, and advancements in optimization technology to maintain a competitive advantage
• Document and monitor progress in the CRM system to ensure transparency and accountability

Preferred Qualifications

• Technical and engineering education is beneficial
• Proficient in both written and spoken English, with additional language skills being advantageous