Parue le mercredi 23 septembre 2009
Commercial - Sales - Distribution - The MathWorks

Job Summary
Maximize sales of The MathWorks products and services to all potential customers and existing customers within a defined UK sales territory and develop long-term business potential from the territory.

Responsibilities
Make use of all relevant information sources and rigorously follow up and prioritize all qualified leads provided by marketing or sales support in order to energetically prospect for new business opportunities.
Work closely with potential customers in order to determine their critical business issues and develop the vision of the capabilities required to address these.
Gain access to the appropriate decision makers and manage evaluation processes in order to pursue business opportunities through to a successful conclusion.
Take ownership for the relationship between customers and all departments within The MathWorks.
Gain in depth understanding of the current and future needs of key accounts and develop and implement short and medium term account plans to realize this potential.
Maintain comprehensive contact, lead and opportunity details on the MathWorks CRM database.
Provide assistance, guidance and information to support other members of the team to achieve the company’s objectives.
Make the best use of all available resources and expertise in the achievement of the company’s objectives.

Qualifications
Bachelor Degree or equivalent in an engineering or a technical discipline
At least 3-8 years experience in technical software or IT solutions sales with responsibility for a defined territory and annual revenue targets in excess of £600k.
The Account Manager will have a track record in the development of new business as well as existing account management and key account development.
Experience of uncovering user based requirements and business needs. Able to build strong, effective internal relationships with Application Engineering resources to develop compelling proposals, which demonstrate a thorough understanding of the user’s needs and the impact of addressing those needs.
Experience of efficiently managing a current, active opportunity pipeline of 60 – 80 opportunities.
Effective use of a CRM database to manage and report on territory activity and revenue outlook.

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