Inside Sales Account Manager

Aptean - Alpharetta, GA

Full-time - Mid Level

Alpharetta, GA

1,001-5,000 employees

Professional, Scientific, and Technical Services

About the position

The Inside Sales Account Manager at Aptean plays a crucial role in driving revenue and customer retention through effective relationship management and sales strategies. Located in Alpharetta, GA, this position is part of a dynamic team focused on winbacks, cross-sells, and SaaS conversions by penetrating installed accounts. The Account Manager will primarily engage with senior-level executives and decision-makers via phone, utilizing their skills to build rapport and close business deals. Aptean is known for its targeted ERP solutions that cater to a diverse range of industries, including food production and manufacturing, making this an exciting opportunity for sales professionals looking to advance their careers in a rapidly evolving environment. In this role, the Account Manager will manage relationships with assigned customers, ensuring effective communication and high retention rates. They will be responsible for achieving individual and team quotas, using various IT tools to interface with customers remotely. The position requires the ability to build a steady pipeline of new opportunities, perform comprehensive needs analyses, and deliver clear propositions regarding Aptean's products and services. The Account Manager will also manage a revenue and bookings quota, participate in frequent forecast reviews, and operate according to Aptean's Account Management processes, which include creating and maintaining account plans and managing customer portfolios. To succeed in this role, candidates should possess ambition, initiative, and tenacity, along with 1-2 years of experience in B2B software solutions and a bachelor's degree in a related field. The position demands a self-motivated, high-energy individual with excellent communication skills, the ability to negotiate agreements, and a strong understanding of CRM solutions, preferably Salesforce. Aptean values diversity and inclusion, promoting a culture where all employees can thrive regardless of their backgrounds.

Responsibilities

• Manage relationships with assigned customers, ensuring good communication and high customer retention.
• Drive revenue through consistent achievement of individual and team quotas.
• Use telephone and other IT tools to remotely interface with customers.
• Build a steady pipeline of new opportunities and close additional business.
• Gain access to decision makers and perform a comprehensive needs analysis.
• Deliver a consistent and clear proposition message on Aptean's products and services to increase customer interest.
• Manage a revenue and bookings quota and participate in frequent forecast reviews of assigned territory.
• Operate according to Aptean Account Management processes, including creation and use of Account Plans.
• Create and maintain portfolio segmentation for each product line.
• Designate 'At Risk' customers and lead efforts to retain those customers.
• Attain quarterly Maintenance Renewal targets.
• Maintain a rolling twelve-month forecast in Aptean's sales forecasting tool.
• Handle client inquiries concerning Aptean's products, feature sets, functionality, and pricing.
• Provide online product demonstrations.
• Build and maintain product and industry knowledge.
• Attend scheduled training sessions on new products, services, pricing, procedures, etc.

Requirements

• 1-2 years of experience working with B2B software solutions.
• Bachelor's degree in a related field.
• Self-motivated, high energy, and dynamic inside sales presence.
• Ability to drive sales, negotiate agreements, manage customers, and handle objections.
• Experience in outbound lead generation/business development.
• Motivated and goal-oriented with the ability to collaborate across geographically diverse teams.
• Excellent speaking voice and proven telephone skills.
• Mature and confident team player with the ability to work under pressure.
• Experience with CRM solutions, preferably Salesforce.
• Excellent organizational and follow-up skills, problem-solving, and analytical skills.
• High degree of honesty, integrity, and ability to maintain confidentiality.
• Good decision-making ability and negotiation skills.
• Working knowledge of Microsoft Office including Word, Excel, PowerPoint, and Outlook.