Account Manager

RESPONSIBILITIES:

• The Account Manager shall be the customer's advocate within the Liferay organization, communicating the customer's needs with respect to professional services, training and documentation, or architectural assistance and coordinating a response from various divisions of the Liferay organization.
• The Account Manager shall resolve issues related to our support or services, identifying what the customer need is and bringing in the appropriate person (technical or not) to find a resolution;
• The Account Manager will also assist in communicating new feature requests or product improvements from customers to the Liferay Product Management team;
• It will be essential for the Account Manager to work closely with our customers to understand their business challenges and guide their new technology decisions. This includes strategic business and future planning for the investments your customers make.
• The Account Manager will identify opportunities to expand Liferay for new projects, professional services and trainings, to meet quota targets.
• The Account Manager will develop and execute sales strategies in order to build a sales pipeline with the goal of meeting and exceeding assigned sales quota in all sectors.
• “Hands-on” development of new sales opportunities through cold-calling, leads follow-up, and personal relationships.
• Analyze the market and any local source of potential leads in order to increase and qualify the pipeline of opportunities.
• Identify and contact decision makers within a potential account.
• Drive direct-sales opportunities to closing and establish strong, long-lasting relationships which will yield on-going success with target accounts.
• Candidate must know how to identify customer challenges, how to present business value v's. technical value and how to sell enterprise software solutions.
• Account Manager will track customers opportunities and renewals through Salesforce. Maintain updates in Salesforce - corporate business tools; and generate internal reports in order to follow-up the account’s status.
• Account Manager should use their intuitive skills to discern high-potential clients and to apply the right mix of complementary and paid-for services to keep Liferay's customers satisfaction.

COMPETENCIES

Sales Experience

• Methodical approach driving sales success’ and creating partner business plans.
• Solid understanding of building and executing partner programs
• Proven experience in managing existing partners and recruiting new partners
• Track record in (over) achieving indirect sales targets
• Successful experience in working with channel partners to sell enterprise software

Trust and Relationships

• An established ability to build strong lasting relationships and networks across clients, partners, suppliers, colleagues and other stakeholders.
• Building a relationship on trust – essential.

Negotiating Skills

• Strong commercial acumen.
• Successful and proven negotiating skills, ensuring long established relationship success between parties and repeated resigned business year on year.

Communication Skills

• Strong interpersonal skills, written and oral communication skills, highly qualified in building and promoting client trust;
• Convincing and reassuring personality at point of objections;
• Fluent in English language relevant to markets/territories supporting.
• Fluent in Arabic language is a must

Product Knowledge:

• Understanding of the industry, Open Source business;
• Knowledge of Liferay Product and other portal platforms,
• Experience in Portal / Web / Collaboration.

Technical

• Proven experience in the enterprise software industry and commercial ope