Strategic Account Manager

at  CLEVER DEVICES LTD

As THE leader in transit technology, Clever Devices’ vision is to make meaningful contributions to worldwide mobility. Our goal is to be the leading provider of exciting technology that improves the quality of mobility in communities around the world. We are continuing to grow, and are looking for a Strategic Account Manager.
The Strategic Account Manager (SAM) is responsible for developing and maintaining strategic relationships at all levels of target organizations that drive not only new business but also upsell business with existing clients for Clever Devices systems, solutions, and services. The SAM’s target market consists of both commercial and public accounts within Tier 3 & 4 (from 50 to 500 fleet size) and mentored for up to 1000 vehicle accounts. The Strategic Account Manager works under regional director guidance & direction to develop solutions that solve complex transit ITS problems using a combination of standard Clever Devices products and custom integration services.

Primary Responsibilities:

• Maintains a thorough knowledge of the company product features and benefits.
• Establishes ability to describe each product and its key benefits including unique selling propositions (USPs)
• Engages existing client base to ensure satisfied with Clever’s solutions and identifies new upsell opportunities.
• Actively prospects for new customer opportunities at trade shows, through mass marketing response, through referrals, and within existing accounts
• Build & Leverage business connections and relationships to help stimulate Clever Devices market presence to uncover future opportunities.
• Qualifies and provide recommendation on opportunities via Risk/Reward Tool that applies consistent criteria for budget, authority, need, timing, strategic fit, win probability, effect on reputation, risk, capacity etc.
• Present at PreBid and Bid Board on major opportunities in advance of RFP to obtain organizational support.
• Create and update Sales Force records and selling plans for individual opportunities.
• Maintains up to date sales forecast, sales leads, and updated status notifications in Sales Force system.
• Create, deliver presentations, and/or conduct demonstrations to potential customers.
• Develops technical sales solutions to meet unique customer needs via guidance of Regional Director or Director of Technology Solutions
• Develops relationships at the C-suite level within client organizations.
• Develop strategic account plans for servicing and retaining key accounts with guidance from Regional Director
• Account and agency plan development for both short- and long-term sales goals via guidance from Regional Director
• Assemble and execute well developed pre-RFP strategies to strongly position Clever Devices in advance of an RFP.
• Influences RFP specifications
• Develop block and trap messages and relationship maps for messaging to client personnel.
• Tracks RFP development and release plans in advance
• Obtains RFPs, conducts internal Business Development Assessment & Bid Process reviews to determine bid/no-bid.
• Establish Contract with Client & Review with Regional Director or VP & coordinate internal department and legal counsel reviews and finalizing.
• Conduct awarded project handoff to Project Management Organization.
• Represent Business Development on rotation basis for the PMDB Committee
• Carefully manages and justifies travel and customer entertainment expenses.
• Meets or exceeds individual annual KPI quotas, contributes to Regional Quota and team and company goals.

SKILLS AND COMPETENCIES:

• Excellent written and oral communications skills
• 5+ years strategic B2B sales experience
• High degree of tenacity and sales prowess
• Technical acumen, understand technical landscape to match customer needs with Clever Technology
• Excellent presentation skills
• Strong listening, reading audience, political landscape abilities.
• High degree of follow through and high level of attention to detail.
• Strong organizational skills
• Strong Negotiation and influencing skills.
• Strong interpersonal and relationship building skills.
• Strong time management skills, ability to multi-task and ability to meet deadlines in a complete manner.
• Strong computer skills including MS Office, PowerPoint, Excel, Word, SalesForce and Outlook, as well as the ability to learn new software programs.
• Bachelor’s Degree at a minimum. Transportation experience preferred.

Primary Responsibilities:

• Maintains a thorough knowledge of the company product features and benefits.
• Establishes ability to describe each product and its key benefits including unique selling propositions (USPs)
• Engages existing client base to ensure satisfied with Clever’s solutions and identifies new upsell opportunities.
• Actively prospects for new customer opportunities at trade shows, through mass marketing response, through referrals, and within existing accounts
• Build & Leverage business connections and relationships to help stimulate Clever Devices market presence to uncover future opportunities.
• Qualifies and provide recommendation on opportunities via Risk/Reward Tool that applies consistent criteria for budget, authority, need, timing, strategic fit, win probability, effect on reputation, risk, capacity etc.
• Present at PreBid and Bid Board on major opportunities in advance of RFP to obtain organizational support.
• Create and update Sales Force records and selling plans for individual opportunities.
• Maintains up to date sales forecast, sales leads, and updated status notifications in Sales Force system.
• Create, deliver presentations, and/or conduct demonstrations to potential customers.
• Develops technical sales solutions to meet unique customer needs via guidance of Regional Director or Director of Technology Solutions
• Develops relationships at the C-suite level within client organizations.
• Develop strategic account plans for servicing and retaining key accounts with guidance from Regional Director
• Account and agency plan development for both short- and long-term sales goals via guidance from Regional Director
• Assemble and execute well developed pre-RFP strategies to strongly position Clever Devices in advance of an RFP.
• Influences RFP specifications
• Develop block and trap messages and relationship maps for messaging to client personnel.
• Tracks RFP development and release plans in advance
• Obtains RFPs, conducts internal Business Development Assessment & Bid Process reviews to determine bid/no-bid.
• Establish Contract with Client & Review with Regional Director or VP & coordinate internal department and legal counsel reviews and finalizing.
• Conduct awarded project handoff to Project Management Organization.
• Represent Business Development on rotation basis for the PMDB Committee
• Carefully manages and justifies travel and customer entertainment expenses.
• Meets or exceeds individual annual KPI quotas, contributes to Regional Quota and team and company goals