Sales Account Manager (SAM) JD

Summary Description

The primary role and responsibility of the LiveRoute Sales Account Manager (SAM) is to meet or exceed the sales target each period in selling CRM & ERP solutions on Saas model. The capability to successfully sell LiveRoute software solutions will be a direct reflection of your ability to generate qualified sales leads, be perceived as credible and trustworthy by your sales prospects, apply the appropriate sales strategy and development to every opportunity, perform a stellar software demonstration for every qualified opportunity and maintain a relentless pursuit of execution and closure. The Sales strategy, behavior, and approach is expected to reflect the values, ethics, Integrity, motivation and culture of LiveRoute.

Primary SAM roles

  1. Solution Selling. LiveRoute's SAMs are solution sellers; not tele-sales operators and not order takers. Key requirements for successful solution selling include all of the following:
    • The ability to thoroughly understand the customer's business, ask probing questions, make specific recommendations (e.g. be a consultant) and demo the LiveRoute system for the customer's most heavily weighted specific business requirements.
    • The ability to build and articulate a clear and concrete value proposition for each customer, relative to the primary competitor, and in alignment with the customer's business demand.
    • Must be able to advance customers through a sales funnel by knowing how to win each of the sales cycle steps and always being proactive.
  2. Demand Generation. Must be able to tirelessly perform demand generation and successfully acquire new sales lead opportunities on a recurring basis. No matter how busy you may be, time must be incurred to keep adding leads to the funnel. You must be able to qualify and drive key methods to generate leads and understand how to be productive in a sales cycle.
  3. Product Expertise
    • Ability to talk through and apply product functionality to solve our prospects business problems with our product. Ability to be creative in recognizing re-configuration options and finding work-arounds.
    • Ability to complete RFP's quickly and accurately.
    • Ability to perform stellar demonstrations of the LiveRoute platform.
  4. Competitor Literate. SAMs should be aware and knowledgeable about the top 3 primary competitors to LiveRoute. Should know where we are weak relative to the top 3 (so we quickly qualify ourselves out of those deals) and definitively know our competitive strengths and how to position LiveRoute to win every deal where there is a good fit.

Key Responsibilities

  • Achieve or exceed sales quota every period. This is the number one and most heavily weighted responsibility and performance measurement item.
  • Take personal responsibility for successful lead generation and acquire sufficient qualified sales prospect lead opportunities. Develop, maintain and measure tactical demand generation account plans to successfully acquire sales prospects (e.g. identify and pursue various target groups, industries, geographical bases, etc.) Reference the Intranet Demand Generation content for additional support.
  • Effectively communicate the breath and depth of LiveRoute's solutions within the context of each sales prospect's business environment and buying criteria. Convincingly articulate an effective elevator description, value proposition and competitive advantages without hesitation.
  • Become an absolute expert in LiveRoute's solution and show the ability to perform a stellar software demonstration for every sales prospect.
  • Adopt, refine or create your own sales methodology and sales cycle process. Find what processes work for you and consistently apply them.
  • Apply highly disciplined time and task management.
  • Frequency of communications vary by account type, however, as a general rule, all qualified sales prospects should be followed up with at least weekly and all existing customers should be followed up with at least monthly
  • Share your views around industry and market trends to the leadership team.
  • Share and Publish your losses and celebrate your wins
  • Ability to travel freely across GCC and Pakistan if required

Prerequisite Industry Skills, Experience and Knowledge

  • Sales Professionalism, ethics and integrity at all times, no exceptions.
  • Successful direct sales history and experience in a multinational in the area of CRM and ERP software such as Microsoft, SAP, Sage, salesforce.com and/or Oracle.
  • Experience in the mid to large enterprise market is preferred
  • Ability to successfully speak to and influence C-level executives.
  • A do'er – not afraid to roll up sleeves and complete the undesirable tasks.
  • Must be able to work in an autonomous environment without supervision.
  • Good public speaking, presentation and business writing capabilities.
  • Thorough CRM/ERP software and SaaS technology understanding.
  • Strong ICT skills and a general software technology understanding.
  • Relationships and Understanding of the UAE and preferably GCC market dynamics.
  • Relationships with systems integrators and consultants in the CRM industry
  • Relationships with Data Center Operators, Service Providers and value chain partners.

SAM Life Cycle

The SAM evolution will consist of the following phases:
  1. Complete the initial learning curve. Although learning is never completely done, SAMs will be ready to sell once they understand the prerequisites and have completed the successful selling preparation items.
  2. Commit to full-time prospecting. New SAMs will apply an extreme emphasis on demand generation and acquiring sales prospects until their pipeline is developed. Prospecting will largely consist of telesales, networking and referrals. This initial, largely dedicated, prospecting period can likely be completed in about 90 days if taken head on and executed effectively.
  3. Once a pipeline is developed, less time will be spent on prospecting and more time will be incurred in advancing qualified sales opportunities and closing business. The SAM will consume increased amounts of time and effort giving presentations, performing software demonstrations, interacting with qualified prospects, communicating with influencers and performing various other account related activities.

Territory Coverage

It is expected that the initial coverage for LiveRoute will be in the United Arab Emirates, KSA and Gulf Countries. Market segmentation and account assignment will be communicated by the leadership team, and is likely to evolve over time.

Customer Management

LiveRoute's SAMs are hunters more than farmers. However, SAMs must to sustain the relationship building with their customers after the sale. Existing customer base is expected to generate additional sales due to growth, in addition to referrals and account references. Customer management is a shared function among the sales, customer support and leadership roles.

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