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Location

Pune | India

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Job description

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Avalara is expanding its Customer Account Management team in India. We are looking for a Sales Leader who is responsible for leading and managing a team of 5-10 Account Manager, and enable them to exceed the defined sales goals and KPIs across the North Americas territory. An Ideal candidate would be a thought leader with a proven track record of leading successful sales / account management teams of reasonable size and possess the ability to turn findings into executable plans. He/She must also be an inspiring leader able to build, develop & inspire a high performing team.

Candidates must be disciplined and goal-driven, possess outstanding planning and time management skills, and bring strong customer facing skills and technical acumen. Candidate must have strong sales management and process acumen. Management candidates must demonstrate strong leadership skills, providing their teams with clear goals and employing professional management practices, mentoring and motivational techniques to guide them to consistent success.

Responsibilities

• Recruit, train, develop and lead a diverse team of Customer Account Managers.
• Communicate a clear vision, plan and associated goals for success to your management and direct reports aligned to company mission and goals.
• Ensure employee satisfaction and reduce employee churn measured through Gallup process
• Manage a structured rhythm of business inclusive of planning, tracking, forecasting, opportunity management and professional sales practices and processes.
• Assume accountability for growth, satisfaction and retention of Avalara customers and manage to exceed annual, quarterly and monthly metrics set by executive leadership and the board of directors.
  • Growth Drive and achieve growth through team members within existing customer base aligned to compliance changes and customer needs. Recommending new add-on solutions and services. Executing on upgrade sales to existing Avalara customers; Manages sales cycles ranging from 30 days to 1 year, negotiates complex contracts.
  • Retention ensure team executes a proactive customer management strategy in order to build relationships to support retention for existing Avalara accounts. Identifies at risk renewals and collaborates with internal teams to secure them.
  • Satisfaction Acts as an escalation point for accounts and works across departments to solve; document problem description(s) with detail and record action steps taken in salesforce.com; proactively works to build highly satisfied and referenceable customers.

Qualifications

• Minimum of 10 years experience in a sales or account management with 3+ years of sales leadership experiemce.
• Managing North America region is highly desirable. Must currently be handling a team of inside sales / account managers.
• Strong leadership skills emphasizing hands-on coaching and mentoring techniques. Proven success setting clear goals for teams and guiding team members to success through demonstration, motivation, and positive reinforcement.
• Successful track record in reaching or exceeding goals in: customer retention and expansion sales
• Demonstrated success as a sales, professional services or account management leader selling in North America
• Experience maintaining outstanding external customer relationships, including experience guiding dissatisfied customers to mutually satisfactory solutions.
• Solid communication, listening and writing skills
• Able to resolve user questions through a combination of independent study, investigative programming, and collaborative efforts
• Able to work effectively with people of varied technical and finance backgrounds at entry through C level positions in both customer service and sales scenarios.
• Organized and reliable: able to work independently with little direction when necessary. Self-starter with natural curiosity and technical agility
• Excellent understanding of business accounting practices related to sales and use tax a plus. Good understanding of information systems implementation and support practices.
• Knowledge of / experience in cloud based software in one or more of the following roles: account management , software consulting, renewals management, TAM (technical account management)
• Experience using CRM systems (e.g. salesforce.com) to effectively track and manage account management activities including cases and opportunities

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Job tags

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Salary