| Description |
Company Message:
Compuware Corporation, the technology performance company, provides software, experts and best practices to ensure the world's most important technologies work well and deliver value. Compuware customers include 46 of the top 50 Fortune 500 companies and 12 of the top 20 most visited U.S. web sites. The company's ongoing success depends on our employees--a diverse team of people with a set of key, common attributes. We seek positive, assertive team players who have a strong desire to succeed in a team- and customer-oriented environment. Learn more: http://www.compuware.com.
Position Description & Responsibilities:
Compuware is seeking to hire an Account Manager (Outside Sales) for our Professional Services Division. This key member of Compuware will be responsible for building solution-based business with new customers while expanding business opportunities within Compuware's existing customers.
Primary Roles and Responsibilities :
- Management of resources performing on accounts
- Prospect, qualify, close and manage Compuware solutions (IT services) sales to deliver value in the application development lifecycle space
- Develop and maintain a current account plan for each major client detailing their business and IT objectives and their key relationships, our current business with the client, and our plans to grow the business within the account
- Identify project based business within our six core Practice Areas, to include IT projects, managing projects, outsourcing development and application maintenance, strategic staffing opportunities within existing and new accounts, including placing professional staff to supplement projects
- Build and manage a business pipeline to exceed branch goals for revenue and contribution margin.
- Maintain accurate pipeline using the SFDC application for Active, Won and Lost opportunities
- Coordinate and manage opportunity pursuit teams. This includes identification of team members, use of Opportunity Review processes, solution, proposal, and sales strategy development
- Partner with Recruiting to communicate external hiring needs as they become known; identify and qualify both internal and external resources when necessary
- Align professional staff career management to maximize business revenue and margin. Negotiate profitable contracts for Compuware by proposing rates within our target profit range
- Build relationships with existing clients from supplier to business partner. Maintain service level with clients that exceed their expectations
Qualifications:
Required Skills/Competencies:
- Extensive experience (8 to 15 years) in the sale and delivery of information technology solutions and Services (not tied to specific software or hardware sales)
- MUST be a hunter and go after new business
- Experience in direct sales, solution selling, team selling, and competitive selling
- Proven track record of top sales achievements and consistently exceeding quota
- Proven Delivery expertise with ability to sell IT Services within the SDLC
- Extensive knowledge of the local business landscape
- Desire to build a world-class sales and support organization
- Ability to analyze complex business and technology issues while mapping a prospective client's solution requirements
- Experienced in successfully executing complex, consultative sales cycles with CxOs
- Ability to forecast and qualify opportunities, assess prospect value, and generate new sales
- Ability to effectively manage a team of technical professionals
- Effective oral and written communication skills
- Strong presentation and proposal development skills
- Excellent interpersonal and personnel management skills
- Ability to bring a range of C level contacts
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