The hardest part of my role was learning how to balance customer desires for better terms and software access with the quality of business conditions my executive management wanted. I learned to work with other business groups (Legal, Revenue Recognition, Credit and Product Business Units etc) to manage multiple concerns and achieve internal agreement on various contract components. A typical day included account manager strategy discussions, customer meetings, application support review, data analysis and conflict resolution. I had several managers with different styles, but all were very supportive to achieve our goals of maximizing bookings and revenue growth. I managed a matrix sales organization, that had 7-10 direct reports and several product specialist account managers that worked in a team selling approach based on customer needs.
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