Software Sales Account Manager

Welcome to PFU America, Inc. (PAI) an established leader in the Document Imaging industry, delivering innovative scanning solutions and services that enable our customers to solve critical business productivity and streamline operations.

We are also the proud creators of Happy Hacking Keyboard (HHKB), which strives to be the best performing, highest quality and most satisfying line of keyboards on the planet. Born from the vision of a perfect computer keyboard, HHKB has become the go-to digital companion for programmers, gamers, hackers and high-performance keyboard enthusiasts over the past 25 years.

While our headquarters is based in the heart of Silicon Valley in Santa Clara, CA, our teams do great work from just about anywhere. We offer excellent benefits and an inclusive culture that rewards hard work and teamwork, encourages intellectual growth and celebrates diversity.

Learn more about PAI here: PFU America, Inc.

Our sales team is looking for a Software Sales Account Manager. In this role, you will be responsible for prospecting and developing net new software solution opportunities to drive revenue through the channel. You will work to achieve assigned quotas across PFU America, Inc.'s (PAI) products and software portfolio by generating demand, building strong partner and end-user relationships, and executing effective sales strategies.

Job type: Direct hire

Location: Remote, US

Total Compensation: $140,000 to $160,000 (base, plus bonus)

Responsibilities include:

• This position is responsible for sales of PAI’s Software offerings within a two-tier distribution model. This role will engage directly with end-users and reseller partners to generate demand and support sales growth.
• Work with PAI’s existing scanner partners, resellers and end-users to identify and develop opportunities for PAI’s software portfolio.
• Engage reseller and end-user accounts within assigned geographic territories frequently to increase YOY revenue growth. Expand the new end-user client base, build and manage relationships with executive level stakeholders and key decision makers and conduct on site and/or face-to-face meetings as required.
• Identify new ways to communicate PAI’s value proposition and activate the partner sales and marketing teams to deliver that message to their customers and solutions sales.
• Work with ISV partner’s eco system to align with other technologies that can help create solutions to increase revenue and margin for partners.
• Serve as a Subject Matter Expert in software solutions, with the ability to demonstrate and provide training to Resellers, End User and Channel Teams.
• Increase partner revenue by gaining mindshare and helping partners expand their customer portfolio.
• Leverage internal resources and team members including Solutions Analyst, Service Sales, Business Development, Scanner Hardware Account Managers and channel partners to ensure that software solutions meet or exceed customer goals and requirements.
• Maintain accurate records in Salesforce to track activities, leads, opportunities and forecasts and provide timely reporting to management from discovery to closure.
• Track opportunities in Salesforce as part of the Opportunity Team, working closely with the Account Manager.
• Develop a strong understanding of the internal PAI ecosystem and effectively manage the delivery of software products to the end user.
• Maintain a high level of daily activity including prospecting, cold calling, product demonstrations, collaborative teamwork, software pipeline creation, opportunity follow up, and providing accurate, timely updates in Salesforce.
• Establish and execute account plans to promote sales growth.
• Establish and maintain strong relationships with partners at all organization levels, including senior executives.
• Execute programs with reseller partners in collaboration with the Account Manager, including MDF initiatives, promotional activities, and other joint programs.
• Analyze POS data to identify trends, future growth opportunities and proactively manage opportunities on a daily basis.

Qualifications

EXPERIENCE: 2+ years of experience in software sales, including live customer demonstrations and solution delivery with a proven and verifiable track record of increasing revenue to meet established company goals. Experience in a direct or channel sales model within the software or comparable industry preferred. Strategic and sales planning and forecasting experience within a large corporate environment required.

EDUCATION: Bachelor's degree in Business Administration, Sales and Marketing or related field of study.

MINIMUM QUALIFICATIONS:

• Document Capture software experience preferred.
• Knowledge: Excel, Word, PPT and Outlook required; excellent business acumen and critical thinking; problem analysis and problem resolution experience at both a strategic and functional level.
• Skills: Excellent communication skills; strong report writing, negotiation and presentation skills; familiarity with sales training is desirable.
• Abilities: Organize and manage multiple priorities; demonstrated capacity to deliver results; strong interpersonal skills with the ability to work effectively with a wide range of personalities; and the capability to utilize all available resources efficiently.