Account Consultant

US-TX
2 weeks ago(1/4/2018 3:25 PM)
ID
2018-14779
# of Openings
1
Area of Interest
Client Services

Position Description & Responsibilities

The Account Consultant is responsible for preserving and growing the direct maintenance revenue to the company in focused accounts, (>100K maintenance revenue) for Mainframe products in assigned territory by applying a client-driven, customer facing, consultative approach. The Account Consultant will be assigned accounts in a specific region where monthly contact and full VIP programs will be offered and executed.  Retaining customer maintenance is accomplished by proving ROI in their Compuware solutions, ensuring full economic value is delivered.

 

Primary Roles/Responsibilities:

  • Develop and manage customer relationships at all levels in assigned accounts in order to:
    • Prove and increase value in Compuware solutions
    • Identify reference opportunities
  • Build Compuware brand loyalty
  • Identify strategic, new business growth opportunities
  • Defend against the competition
  • Perform customer retention activities – VIP
  • Coordinate account activities with sales teams – 100% touch is the goal
  • Influence ROI Calculator / Usage Collector implementation, analyze usage data, and make recommendations that leverage our solutions to meet their business objectives/goals
  • Leverage relationships to aid in the building of reference accounts/contacts
  • Identify new sales/services opportunity leads
  • Develop and coordinate a 12 month Account Management Strategy Action Plan for all assigned accounts in collaboration with Sales
  • Develop and coordinate a customer turnover strategy with Sales for assigned accounts after a Services engagement, maintenance renewal or a Mainframe Extended Play transaction occurs

 

 

Account Consultant must understand and document:

  • Customer’s key business initiatives
  • Knowledge of Compuware mainframe products or similar mainframe development tools
  • Customer’s key decision makers – Applications, Tech Services, Procurement, etc.
  • History with Compuware
  • Product(s) usage and importance to business
    • Use of the products
    • Impact business units will suffer without our tools
    • Value that our products provide
    • Identify unique applications
  • Competitive advantages of our products at each assigned account
  • Perform VIP activities, develop and deliver an Executive Summary
  • Document Compuware’s history with account
  • Highlight customer’s business direction and initiatives
  • Survey and interview results
  • History of on-site and online training sessions
  • History of communications with Technical Support
  • ROI Calculator / Usage Collector results
  • Industry verticals – how they compare to other companies
  • Product integration – showcases Compuware product integration
  • Impact of change and important items to watch for when considering another vendor
  • Provide Executive Summary document to all decision makers
  • Total annual maintenance billings in assigned geographies
  • Work as a team with Sales and Maintenance organizations to develop account strategies and maximize territory coverage
  • Act as customer advocate and liaison to become a Trusted Advisor
  • Reference-ability of new accounts in assigned geography and sustainment of existing ones
  • SLB leads generated
  • Service revenue obtained as a result of direct lead generation
  • Execution of VIP activities, i.e. Usage Collection/ROI Presentations, User Group participation, etc.
  • Overall customer satisfaction as it relates to Account Consultant job function
  • Overall activity as reported in SFDC

Qualifications

  • Ability to develop a strong relationship with the user/customer community
  • Excellent decision-making skills and initiative in solving problems
  • Excellent organizational/time management, planning and prioritization skills
  • Excellent interpersonal skills with strong customer service orientation
  • Highly motivated, energetic and committed to getting results
  • Ability to handle multiple tasks/projects concurrently
  • Ability to meet deadlines
  • Excellent oral and written communication skills
  • Ability to work in a team environment effectively interacting with others, and coordinating efforts in a multi-site, international organization
  • Ability to present and negotiate with the goal of influencing customer decisions to gain and retain Compuware business
  • Strong Compuware product understanding and the ability to advise customers on the product and its usage
  • Ability to understand the competition’s strengths and weaknesses, and to leverage Compuware’s strengths against the competition
  • Experience with Microsoft Word, Excel and Salesforce.com
  • Perform additional duties as required
  • Ideal candidate will have experience with the Compuware Mainframe solutions 

Company Message

Compuware empowers the world’s largest companies to excel in the digital economy by fully leveraging their high-value mainframe intellectual property. We do this by delivering highly innovative mainframe application development and performance optimization solutions that uniquely enable IT to drive business value. Learn more at: http://www.compuware.com.

 

The company's ongoing success depends on our employees--a diverse team of people with a set of key, common attributes. We seek positive, high-energy, innovative and assertive team players who have a strong desire to succeed in a team- and customer-oriented environment.

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