SMB Account Manager, Mid-Market

OneSource, a recognized leader in business information solutions, delivers unparalleled company, executive, and industry intelligence that make business professionals more effective and productive in completing their critical daily tasks.

Our products and services support a company's vital business processes, including serving their customers, finding and leveraging new opportunities, and working with suppliers and partners.  We have an exciting opportunity for an Account Manager!


Description: 
The Account Manager’s primary function will be to grow and retain existing Mid-market customers by developing and cultivating strong customer relationships. The following will be the areas of focus:
• Execute planned sales activities on a target list of high potential existing customers.
• Execute renewal and upgrade activities as guided by the OneSource Customer Management process.
• Develop and implement account plans that document specific sales strategies and tactics.
• Build and sustain customer relationships at multiple levels.
• Identify specific opportunities for customer upgrade within a target list of existing customers.
• Qualify and validate customer-specific needs and develop solution criteria.
• Develop, in concert with customers, options for addressing those specific needs.
• Effectively and powerfully communicate the OneSource value proposition to existing customers.
• Act as a customer advocate throughout the entire sales process and solution delivery process.
• Forecast and track sales revenues and activities in a timely manner using the CRM system and other tools.
• Stay current with market developments, OneSource solutions and competitive offerings.
• Share lessons learned with other Account Managers as well as the Sales Director.

Qualifications & Experience:
• Bachelor’s degree and a minimum of 4-6 years of high-value, business-to-business, solution sales experience.
• Sense of urgency.
• Proven track record of overachievement within sales environment.
• Experience within any of the following vertical markets: High-Tech, Manufacturing, Financial Services, or Professional Services.
• High level of comfort with a technology-driven, fast-paced environment that requires ability to quickly synthesize multiple sources of data.
• Sound and up-to-date technical knowledge; familiarity with using CRM systems a plus.
• Professional training in selling and account planning processes.
• Strong verbal communication skills, especially over the phone; strong written communications skills.
• Stable progressive work history.
• Outstanding negotiating and closing skills.
• Ability to build and sustain trust among customers and colleagues.