Account Manager

The IIM Account Manager role is a commissioned sales position. This position is responsible for ensuring the consistent development of a pipeline of opportunities from upselling new software and services that will result in the quarterly sales goals set for the position. This role is dedicated to existing customers and is accountable for account management and expansion. Reporting of all activities associated with this position will come from the CRM system - which requires that all prospecting / sales activities are consistently and timely entered in the CRM system.

Essential job functions include, but are not limited to the following:

• Opportunity Generation and Pipeline Management - Responsible for developing and qualifying opportunities within assigned account base. Responsible for ensuring a sales pipeline that, through consistent efforts, will meet your sales goals. May also be assigned responsibility for account planning with Global Client Executives (GCE's) and/or Major Account Executives (MAE's).
• Opportunity Management & Forecasting - Responsible for managing and documenting the opportunity/sales process through the use of the CRM system. Consistent updates to the CRM system will be required to ensure accurate forecasts.
• Proposal / RFP Preparation - Responsible for managing the RFI/RFP process and the final response within assigned account base. Duties include pre-bid meetings, phone conferences, etc.
• Demonstrations & Konica Minolta IIMExperience - Responsible for identifying and qualifying the customer needs and documenting the solution to effectively work with a Sales Engineer to execute the Konica Minolta IIMExperience. This includes collaborating on alternatives for the proposed solutions and discuss or demonstrate other options per the client's requirements.
• Scope / Project Profile Preparation - Responsible for defining the requirements of the projects, along with developing and communicating the ROI and Goals of the project. Responsible for working with the Sales Engineer and Professional Services in developing a Project Profile that will result in the development of a price proposal.
• Pre-Implementation Activities - Responsible to participate in final review of the Functional Requirements Document (FRD), comparing expectations to the proposed delivered results.
• Post Implementation Activities - Responsible to participate in final review of the implementation, comparing expectations to the delivered results. Includes review of ROI and to assist in the development of the Case Study.
• Account Management - Responsible for consistently following up and developing assigned customer base. Activities include regular follow-ups with the Account, and discussions to ensure that the Account is capitalizing on their system to the highest possible level. Responsible for identifying upsell/cross sell opportunities within assigned account base and engaging the proper team to close new opportunities.
• Event Participation - Responsible for participating in the planning and execution of various marketing activities. Roles may include actively driving attendance, presentations, and general networking activities.
• Performs other duties, as assigned.
• *IIM - Intelligent Information Management

* Excellent interpersonal and communications skills

* Ability to collaborate with internal partners, coworkers and external vendors

* Ability to work within a team structure

* Strong listening skills - ability to understand customer needs and equate them to our solutions

* Strong knowledge of CRM tools

* Strong knowledge of Microsoft Word and Excel

* Strong knowledge of IIM products and services - Kofax, Hyland OnBase, Nintex and SharePoint preferred

Education Requirements

* Four- year college degree or satisfactory completion of a business curriculum from an accredited school and/ or equivalent work experienceExperience Requirements

* One to three years of experience in complex sales

* One to three years of experience in the ECM (Enterprise Content Management) or a related industry

* Experience providing solutions relating to business process improvement

* Experience servicing internal and external customers

* Experience working with external vendors/ partners

* Experience with Solution or Strategic Selling