Account Manager

About Us: 
Docsumo is Document AI software that helps enterprises automate document processing. We help enterprises convert documents such as invoices, ID cards & bank statements into actionable data. We are backed by Sequoia, Barclays, Techstars & Better Capital.

As an Account Executive, you will be working independently as part of the Inside Sales team to close USA & India deals. You will be directly reporting to the founders and get a hands on role at enterprise sales for a growing global SaaS product.

Responsibilities:

• Prepare and deliver presentations/demos and proposals in a professional way to USA tech buyers.
• Manage the entire sales cycle from finding a client to securing a deal.
• Negotiate agreements and close deals
• Unearth new sales opportunities through networking and turn them into long term partnerships.
• Provide professional after-sales support to improve customer relationships.
• Engage in forecasting sales & sales planning
• Diligently develop and maintain a network of business contacts within and around the company’s area or niche
• Present periodic report and accountability on the inside sales activities
• Establish and maintain strong relationships with clients and new prospects

Requirements:

• Minimum 3 years of experience as an Account Executive, or in other B2B sales role.
• Proven track record of meeting sales quota consistently.
• Must be an exceptional communicator, whether orally – on the phone, or written – through the e-mail.
• MBA preferred, otherwise minimum of a Bachelor’s Degree. (Computer Science/IT/Electronics preferred).
• Should be able to work USA East Coast timings - 3 PM to 1 AM (IST)
• Should have prior experience working with "C" & "D" level executives
• Excited to sell brand-new technology products
• Proficient in English & sensitive of US culture
• Team player who can take responsibility for anything from fixing the office internet to making a sales pitch to CEO of a company. We believe in the ideology that “Buck stops with me"
• Must be self-motivated, flexible, collaborative, with an eagerness to learn.

What you need to have:

• Should have strong PR with Builder/Architecture/Interior Designers organizations that undertake luxury projects.
• End to end sales & lead generation for luxury ceiling fans sales
• Outstanding communication & interpersonal abilities
• Commercial awareness
• Prior experience in related field will be an advantage

1. Key Responsibilities:
    Build a growing sales team in a fast paced and dynamic ecosystem
    Create and execute a sales & business growth strategy that can scale the company from $1.5Mn to $25Mn
    Develop and implement a 12 month Sales Enablement Roadmap
    Prospect, demo and close; with a hands-on approach. From product demo, sales pitch, follow-up calls and meetings, to negotiating the contract and clinching the deal
    Handle end-to-end sales cycle for large enterprise accounts
    Hire, onboard, train, manage and develop a team of sales managers and executives
    Achieve new customer acquisition targets and take ownership to build SQL pipeline
    Partner with leadership team, customer success, product management and marketing to design, plan, implement and manage sales/channel/partner growth programs and initiatives
    Develop the metrics and the overall KPIs for the sales team to align with the larger business goals and vision of the company
    Creation and dissemination of all sales collateral including pitch decks, call scripts, FAQs, playbooks, data sheets etc
   Qualifications:
    Strong experience in selling B2B SaaS and/or Enterprise sales, with overall experience of 8-10 years
    Has the confidence and experience in driving growth at a fast-growing and agile organization
    A deep understanding of SaaS financial metrics and a data-driven mindset
    An outstanding people manager with a successful track record of hiring, inspiring, developing a high performing team, through leadership and coaching
    Equally comfortable collaborating closely with large accounts and partners as well as executing independently
    Handle a fast-paced start-up environment
    Highly organized, motivated, with a bias for execution and delivering results
    Great communicator: excellent interpersonal, presentation, and communication skills
    Multi-product experience in a global context is a plus

Whom we are looking:

We are looking for “No Matter What” Sales mavericks to join our amazing team in Mumbai. To be successful in this role you need to show loads of initiative and a drive to contribute to a team producing outstanding work. This is a fantastic career defining opportunity filled with variety, challenges and autonomy.

To be successful in this role, you will have

1. Degree in Computer Science/any stream, Masters in Marketing and Sales
2. High energy Selling aptitude with a natural flair to meet people
3. Ability to create and deliver high impact presentations
4. Excellent assertive and pleasant communication skills,
5. Logical analytical and inference skills, ability to show the “big benefits

picture” to prospects;

1. Negotiation skills for a win-win deal for both-Prospect and MOBtexting

Roles &Responsibilities:

1. Identify differentiators to present solution/concept to rope in small, medium& large enterprises.
2. Create a continuous funnel across the sales cycle
3. End to end Sale cycle responsibility from Lead Generation to successful closure through ColdCalling
4. Strategic Account Management of key clients for penetrative cross andupselling, for long term Client retention
5. Create Referral strategies to mine for new business references from satisfiedclients.
6. Client Demos to close the deal.
7. Evolve different calling scripts and follow up methodologies.
8. Understand client need and customize pitch a relevant product/solution
9. Ability to cope with competitive high-pressure business demands
10. Achieve Sales Targets
11. Communicate with Delivery Teams as a bridge for seamless Customerexperience toclients and MOBtexting.

ABOUT Entropik Technologies:

Entropik is World’s Leading Emotion AI Platform helping Brands measure & optimize their customer experience. Its SAAS Platform www.affectlab.io is embedded with proprietary Emotion recognition Technologies like Facial Coding, Eye Tracking & Brainwave mapping.

Rated as one of the Top Emotion Recognition players by Gartner, Entropik is on a scale Journey to bring consumers’ emotional intelligence as an offering to Brands.

Intro video: https://www.youtube.com/watch?v=_P8nS6-t16A

About the company: http://www.entropiktech.com

WHAT’s Affect Lab?

Affect Lab is Entropik's flagship product and a one-stop consumer behavior research platform that combines EEG, Facial Expression Analysis & Eye Tracking under one roof. It helps brands across FMCG, Media, Automotive, Education, Healthcare, Advertising, Consumer Durable, E-Commerce, Banking & Finance industries to look through the lens of their consumers, understand their subconscious response, decode Cognitive and Behavioural Metrics, and get actionable insights in real-time.

Product references: www.affectlab.io

Designation: Senior Account Manager

Department: Sales & Account Management

Location: Bangalore

Category of Sales : Market Research / Consumer Insights / Consulting / SaaS Product Sales

Roles & Responsibility

• Client Management - You will be the Go-To person for the client for key large scale projects. You need to follow a consultative approach to ensure our client business questions are addressed. You will be responsible to ensure an ongoing engaging conversation with our clients. Challenging status quo and thinking out of the box is the need of the hour on a regular basis.

• Retention & Upsell / Cross Sell - You will be responsible to Upsell & Cross sell goals for the assigned set of accounts. You need to be able to understand the Business & research objectives of customer & identify Entropik's solution fitment and scalability in key accounts. You will also be responsible to project revenue goals from the respective assigned key accounts.

• Strategising Key accounts - You will be responsible to forecast revenue goals from the assigned key accounts

Role Qualifications

• 7 to 9 years’ experience in Market Research-Consumer Insight/Media/Digital in Account Management/ Sales role.
• Hands-on customised market research, agency experience (E-Commerce experience is a plus)
• Should have experience in Consumer research sales.
• Strong project management skills
• Very Good Influencing & Persuading Skills
• Open to the challenge of having a ‘Consultative approach’ as the ways of working with the client.
• Client obsession is key.
• Empathy and Patience towards your team is important.