This position will manage a portfolio of accounts to achieve long-term success, develop positive long-term relationships and handling customers' needs, and generate new sales using existing and potential customer and sell both our capabilities as a cybersecurity services provider and our industry leading SAINT security suite. This role is pivotal in ensuring client satisfaction, retaining existing customers, and contributing to the overall growth of the company by identifying and capitalizing on upselling opportunities. Essential functions Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions. - Manage and strengthen relationships with existing clients to ensure high levels of retention and satisfaction.
- Identify new clients and continue to grow the prospect pipeline in conjunctions with marketing and via other channels.
- Identify and pursue opportunities to upsell additional services and products to existing clients.
- Develop strategies to grow the client base through cross-selling and upselling.
- Conduct thorough research on client needs to provide tailored solutions and recommendations.
- Collaborate with the sales and marketing teams to align efforts and maximize revenue potential.
- Prepare and deliver compelling sales presentations and proposals to existing clients.
- Negotiate contract renewals and upselling agreements to maximize revenue and ensure mutual satisfaction.
- Track and report on client activities, renewal status, and upselling opportunities using CRM tools such as Salesforce.
- Stay current with industry trends, competitive landscape, and cybersecurity developments to provide informed recommendations to clients.
Supervisory responsibilities Work environment - This role will work from a home office location with occasional travel to team meetings.
Physical demands - Sitting Prolonged periods of sitting, often for 6-8 hours a day. Employees should be comfortable sitting for extended durations.
- Repetitive Tasks: Using a computer and keyboard frequently can lead to repetitive motions, such as typing and using a mouse.
- Vision: Reading documents on a screen or in print. Good vision is important, and employees may need to adjust lighting or use corrective eyewear as necessary.
- Lifting: While not common, employees may occasionally need to lift or move objects, such as office equipment or boxes of supplies. These tasks are typically infrequent and light in nature.
- Mobility: Although limited, this role requires the ability to drive and travel for occasional offsite meetings and conferences.
- Sensory Demands: Employees may need to concentrate, focus, or problem-solve for extended periods. Mental stamina and the ability to manage stress can be important.
- Ergonomics: Maintaining proper ergonomics, such as chair height, desk setup, and screen placement, is crucial to prevent discomfort and musculoskeletal issues.
- Driving: This role requires occasional driving to attend meetings, conferences, or other work-related activities.
- Adaptability: The ability to adapt to changes in technology, software, and job responsibilities may be required, as this role often involves evolving tools and processes.
Travel required - No regular travel is required for this position. Occasional local travel will be required for specific company events.
Required education and experience - Bachelor's degree in Business, Marketing, Sales, or a related field, or equivalent work experience.
- Minimum of 3 years of experience in account management or a related role, preferably in the cybersecurity or technology industry.
- Proven track record of meeting or exceeding sales targets and driving business growth through renewals and upselling.
- Minimum of 3 years of experience using Salesforce, with a proven record of increasing sales.
- Strong understanding of sales processes and methodologies.
- Excellent communication, negotiation, and presentation skills.
- Ability to build and maintain strong client relationships.
- Proficiency in using CRM tools such as Salesforce to manage sales activities and track performance.
- Strong analytical and problem-solving skills.
- Self-motivated with the ability to work independently and as part of a team in a fast- paced environment.
Preferred education and experience - Experience with both services and product sales.
Additional eligibility requirements Work authorization/security clearance requirements - Eligible to work in the United States of America
Affirmative Action/EEO statement Carson Associates is an equal opportunity employer. We are committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, or veteran status. As part of our affirmative action program, we actively seek to enhance the diversity of our workforce. We encourage individuals from underrepresented groups to apply for employment opportunities within our organization. Carson Associates is dedicated to creating a workplace that is inclusive, respectful, and free from discrimination and harassment. We value diversity in our workforce and believe that it strengthens our organization and enriches the experiences of our employees. All employment decisions at Carson Associates are based on merit, qualifications, and business needs. We do not discriminate in employment opportunities or practices on the basis of any protected characteristic under applicable law. We are committed to complying with all federal, state, and local laws pertaining to equal employment opportunity and affirmative action. If you need assistance or accommodation due to a disability, please contact our Human Resources department to discuss your needs. By fostering a diverse and inclusive workplace, Carson Associates is dedicated to providing equal opportunities for all employees and applicants, creating an environment where everyone can thrive and contribute their best. This position will manage a portfolio of accounts to achieve long-term success, develop positive long-term relationships and handling customers' needs, and generate new sales using existing and potential customer and sell both our capabilities as a cybersecurity services provider and our industry leading SAINT security suite. This role is pivotal in ensuring client satisfaction, retaining existing customers, and contributing to the overall growth of the company by identifying and capitalizing on upselling opportunities. Essential functions Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions. - Manage and strengthen relationships with existing clients to ensure high levels of retention and satisfaction.
- Identify new clients and continue to grow the prospect pipeline in conjunctions with marketing and via other channels.
- Identify and pursue opportunities to upsell additional services and products to existing clients.
- Develop strategies to grow the client base through cross-selling and upselling.
- Conduct thorough research on client needs to provide tailored solutions and recommendations.
- Collaborate with the sales and marketing teams to align efforts and maximize revenue potential.
- Prepare and deliver compelling sales presentations and proposals to existing clients.
- Negotiate contract renewals and upselling agreements to maximize revenue and ensure mutual satisfaction.
- Track and report on client activities, renewal status, and upselling opportunities using CRM tools such as Salesforce.
- Stay current with industry trends, competitive landscape, and cybersecurity developments to provide informed recommendations to clients.
Supervisory responsibilities Work environment - This role will work from a home office location with occasional travel to team meetings.
Physical demands - Sitting Prolonged periods of sitting, often for 6-8 hours a day. Employees should be comfortable sitting for extended durations.
- Repetitive Tasks: Using a computer and keyboard frequently can lead to repetitive motions, such as typing and using a mouse.
- Vision: Reading documents on a screen or in print. Good vision is important, and employees may need to adjust lighting or use corrective eyewear as necessary.
- Lifting: While not common, employees may occasionally need to lift or move objects, such as office equipment or boxes of supplies. These tasks are typically infrequent and light in nature.
- Mobility: Although limited, this role requires the ability to drive and travel for occasional offsite meetings and conferences.
- Sensory Demands: Employees may need to concentrate, focus, or problem-solve for extended periods. Mental stamina and the ability to manage stress can be important.
- Ergonomics: Maintaining proper ergonomics, such as chair height, desk setup, and screen placement, is crucial to prevent discomfort and musculoskeletal issues.
- Driving: This role requires occasional driving to attend meetings, conferences, or other work-related activities.
- Adaptability: The ability to adapt to changes in technology, software, and job responsibilities may be required, as this role often involves evolving tools and processes.
Travel required - No regular travel is required for this position. Occasional local travel will be required for specific company events.
Required education and experience - Bachelor's degree in Business, Marketing, Sales, or a related field, or equivalent work experience.
- Minimum of 3 years of experience in account management or a related role, preferably in the cybersecurity or technology industry.
- Proven track record of meeting or exceeding sales targets and driving business growth through renewals and upselling.
- Minimum of 3 years of experience using Salesforce, with a proven record of increasing sales.
- Strong understanding of sales processes and methodologies.
- Excellent communication, negotiation, and presentation skills.
- Ability to build and maintain strong client relationships.
- Proficiency in using CRM tools such as Salesforce to manage sales activities and track performance.
- Strong analytical and problem-solving skills.
- Self-motivated with the ability to work independently and as part of a team in a fast- paced environment.
Preferred education and experience - Experience with both services and product sales.
Additional eligibility requirements Work authorization/security clearance requirements - Eligible to work in the United States of America
Affirmative Action/EEO statement Carson Associates is an equal opportunity employer. We are committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, or veteran status. As part of our affirmative action program, we actively seek to enhance the diversity of our workforce. We encourage individuals from underrepresented groups to apply for employment opportunities within our organization. Carson Associates is dedicated to creating a workplace that is inclusive, respectful, and free from discrimination and harassment. We value diversity in our workforce and believe that it strengthens our organization and enriches the experiences of our employees. All employment decisions at Carson Associates are based on merit, qualifications, and business needs. We do not discriminate in employment opportunities or practices on the basis of any protected characteristic under applicable law. We are committed to complying with all federal, state, and local laws pertaining to equal employment opportunity and affirmative action. If you need assistance or accommodation due to a disability, please contact our Human Resources department to discuss your needs. By fostering a diverse and inclusive workplace, Carson Associates is dedicated to providing equal opportunities for all employees and applicants, creating an environment where everyone can thrive and contribute their best. Other duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
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