Oracle Principal Account Manager - Team Lead (Bronto Software) in Durham, North Carolina

Principal Account Manager - Team Lead (Bronto Software)

Preferred Qualifications

The Principal Account Manager - Team Lead will play a key role in our continued growth. We provide a best of breed E-commerce marketing application, an integrated sales and marketing engine and the training and investment to promote continued success.

The Principal Account Manager - Team Lead will spend 50% of their time as the primary point of contact and drive all business aspects of a number of our client relationships as well as driving key initiatives within the account. This individual will be a trusted advisor within their client accounts, helping customers effectively use the application, increase their marketing sophistication and drive revenue through the Bronto Marketing Platform. We are seeking professionals who are outgoing, articulate and enjoy relationship building at all levels within an organization.

The Principal Account Manager - Team Lead will spend 50% of their time in a leadership, mentorship, and coaching capacity. They will mentor other Account Managers, utilizing 1:1s, role plays, call coaching, and in-person customer visits. They will be a voice of the Account Management team to leadership, will represent Account Management and AM Leadership in cross functional meetings, and ensure daily issues are escalated as necessary.

Responsibilities:

  • Maintain clear understanding of client marketing plans and objectives, technology environment and organizational structure

  • Proven ability to meet AM Sales targets - preference for those that have had a salary commission

  • Establish and strengthen relationships at multiple levels within client organizations

  • Negotiate and close all client renewals, upsell and cross-sell contracts for their accounts

  • Assist clients in increasing revenue through Bronto solutions and services, and by recommending relevant partner solutions

  • Establish and maintain high retention rates and high level of customer satisfaction by exceeding customer expectations and by being the primary escalation point and internal advocate for client issues

  • Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.

  • Acknowledged authority within the Corporation. Viewed by peers as a leader and top contributor and by line management as a key business partner. Provides leadership and expertise in the development of new products/ services/ processes, frequently operating at the leading edge of technology. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player. Strong interpersonal skills/ communication skills. Excellent communication /negotiating / closing skills with prospects/ customers. Travels to customer as needed. 10 years relevant sales experience. BA/BS degree or equivalent preferred.

  • Coordinate and drive internal engagements across Bronto’s technical, business, and executive departments on behalf of customer BA or BS degree preferred

  • Organize and lead training/coaching sessions for entire Account Management team

  • Maintain regular 1:1s with members of the Account Management team as appropriate

  • Travel up to 25% of the time, to client meetings, trade shows and other Bronto/Oracle offices

  • 8-10 years of sales and account management experience

  • Track record of success, evidence of leadership skills and mentoring capabilities

  • Relationship development skills at multiple levels within a client organization

  • Knowledge of web-based software as a service (SaaS), eCommerce/Online Retail preferred

  • Excellent oral and written communication skills as well as exceptional presentation and interpersonal skills

  • Professional demeanor

  • Proficiency with MS Office, CRM, GoToMeeting/WebEx, and LinkedIn desired

  • Team players with a sense of humor wanted!

Detailed Description and Job Requirements

Sells a subset of product or services directly or via partners to small-and-medium sized accounts. The role is a combination of a Field Sales Rep and Inside Sales Rep.

Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.

Acknowledged authority within the Corporation. Viewed by peers as a leader and top contributor and by line management as a key business partner. Provides leadership and expertise in the development of new products/ services/ processes, frequently operating at the leading edge of technology. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player. Strong interpersonal skills/ communication skills. Excellent communication /negotiating / closing skills with prospects/ customers. Travels to customer as needed. 10 years relevant sales experience. BA/BS degree or equivalent preferred.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.

Job: Sales

Location: US-NC,North Car-Durham

Job Type: Regular Employee Hire

Organization: Oracle