Commercial Account Representative

hace 2 semanas

Barcelona, Barcelona, España Kofax A tiempo completo

Job purpose


The Commercial Account Representative (CAR) is responsible for driving revenue growth and customer satisfaction in the EMEA region by selling Tungsten Automation's products and services, with a focus on APS overages and upselling, and possibly also Invoice Portal and Signdoc Cloud.

The CAR reports to the Director of EMEA Sales Support and works closely with the regional Account Executives, Sales Support Representatives, and RVPs.


Key responsibilities

  • Prospect, identify, develop, forecast, and close transactions for Tungsten Automation's products and services in the EMEA region, with a focus on APS overages and upselling additional volumes to avoid overages in future plus coordinate renewals of terms where lapsed.
  • Own and manage opportunities for deals within this project. For deals above 10K$ ACVe, the value amount over $10k USD is split 50/50 with the applicable IA AE account owner. For example, if an opportunity worth $20k SaaS ACV is closed, $15k is allocated as Quota Credit to this role and $5k to the AE.
  • Identify overages in SaaS Overage reports and work proactively in usage, checking the 80%, 90% usage for upselling opportunities.
  • Check enabled accounts report for accounts with no contract but usage and catch if any usage is done without any valid contract through Tungsten Automation or through partner.
  • Possibly take over customer facing role for selling Invoice Portal, handed over from Cloud team (TBC)
  • Maintain accurate and timely records of customer interactions and sales activities in CRM system.
  • Provide excellent customer service and followup with existing and potential customers.
  • Achieve or exceed assigned sales quotas and objectives.

Other responsibilities

  • Stay updated on Tungsten Automation's products, services, and value proposition, as well as market trends, customer needs, and competitive landscape.
  • Participate in sales training, coaching, and feedback sessions.
  • Collaborate with crossfunctional teams such as Sales Enablement, Marketing, Renewal, Sales Support, Order Fulfillment and Customer Success to provide feedback and insights from the field and ensure customer satisfaction and retention.
  • Adhere to Tungsten Automation's policies, procedures, and code of conduct.

Interfaces

  • Account Executives (AE): Work closely with the regional AEs to coordinate sales efforts, share leads, maximize addon deal values and split opportunities for deals above 10K$ ACVe.
  • Sales Support Representatives (SSR): Support the SSRs in providing presales and postsales assistance, such as product demos, proposals, contracts, and technical support.
  • Regional VPs (RVP): Connect with Sales VPs of the respective regions and align with their sales strategies, goals, and expectations.
Required Experience

Qualifications

  • Bachelor's degree in Business, Marketing, or related field, or equivalent work experience.
  • 2+ years of experience in B2B sales, inside sales or sales support, preferably in software or technology industry.
  • Fluent in English and preferably at least one other European language.
  • Ability to work independently and as part of a team in a fastpaced and dynamic environment.
  • Strong communication, presentation, negotiation, and closing skills.
  • Proficient in Microsoft Office, CRM systems, and web conferencing tools.
  • Willingness to travel within the EMEA region as needed though primarily work via phone / Teams.

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