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Territory Management
· Creates and maintain a comprehensive view of their territory. They will communicate customer life cycle status, common risks & issues, insights on usage and retention challenges.
· Leverages system-based usage data, surveys and all other forms of feedback to form comprehensive point of view on clients / territory health & propensity to renew
· Develops and implements account strategies and implementation plans for emerging and renewal customers
Build Account Relationships
· Develops trusting and deep relationship with customer stakeholders, by establishing regular cadence of interactions
· Works with marketing to ensure customer groups meetings take place frequently in the territory and are communicated to customers
Nurture References
· Drives customer references; pushes for reference stories across accounts
· Establishes success metrics agreed with the customer; tracks and addresses reference blockers for each account
Drive Value Realization
· Manages the renewal processes through qualification, needs analysis, commercial negotiation and close
Manage Retention
· The SCSM manages the renewal cycle for their customers in tight collaboration with the CRS.
· The SCSM is accountable for engagement with the customer, account team and other commercial stakeholders.
· Provide sales teams with information about potential opportunity for license sales within and outside of the DSC portfolio
What you bring
· 5+ years’ experience in Sales, Pre-Sales, Services or Solution/Product Management
· Project management experience, including business process transformation and re-engineering
· Experience managing complex customer engagements
· Customer relationship management, sales, and sales team expertise in license or services domain
· Commercial experience, incl. developing account management plans and contract negotiations
· Line of Business experience in Supply Chain, Asset Management, Manufacturing, Warehouse Management, or Transportation Management
· Multilingual capability is an advantage depending upon region (minimum is local language + English)
· Bachelor equivalent: Required
· MBA or related post-Bachelor qualification is preferred
Candidate(s) will be required to work 3 days a week in office/client site as per our Pledge to Flex return to office policy
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PhiladelphiaJob Segment:Supply Chain, Supply Chain Manager, Outside Sales, Cloud, Supply, Operations, Sales, Technology
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