Strategic Account Manager - Owner

BSD - Building Systems Design, Inc. in Atlanta, GA

  • Type: Full Time
position filled
Building Systems Design, Inc. (BSD) was created more than 35 years ago by innovative design professionals determined to improve the specification process. Architects, specifiers, engineers, and owners (A/E/C/O) rely on SpecLink because it delivers the best content in both the U.S. and Canada via the industry’s most innovative software. SpecLink simplifies workflow, speeds up editing, and improves productivity throughout every phase of a project. The flagship product, SpecLink Cloud, provides a very unique competitive position in the market and is changing how the industry collaborates. BSD developed its flagship product – SpecLink Cloud – to improve the workflow and collaboration between the Owner and its trusted Consulting Partners. BSD is growing rapidly and is expanding its focus on the Owner (O) channel. We are looking for a Strategic Accounts Managers to acquire and manage new client relationships. The ideal candidate will have experience in B2B sales, prospecting, networking and generating leads and appointments for the newly developed Owner Team, as well as managing a growing base of renewals and retention of new business sales within a designated territory. More specifically, the ideal candidate will have experience with workflow improvement principles, SaaS, consulting and Professional Services. The role is critical to the success of the team and requires a multi-faceted person who can handle diverse personalities and multi-task between account management and new business generation with a major focus on new business. Responsibilities: Work together with the Director of National Accounts to identify potential clients in the target market Lead generation through emails, cold calling, marketing campaign follow-up calls, CRM activity follow-up, and incoming leads follow-up Prospect call preparation including company background research, website, contacts, and other pertinent lead information Enter, update, and maintain CRM information on leads, prospects, and opportunities Develop relationships with prospective clients, while maintaining existing client relationships Develop a mastery of SpecLink Cloud and demonstrate its value to prospects and clients Develop proposals for SaaS, custom implementations and Professional Services Manage and grow existing clients which includes entering orders into SalesForce and working with Accounting and Sales Ops to ensure payment and client set-up Become a subject matter expert on our business products, processes and operations, and remain up-to-date on industry news Become a critical trusted advisor to new/prospective clients for a growing remote sales team by keeping the prospects and clients up-to-date on new product developments, company and industry news Stay on top of competitive alternatives and industry news that could impact sales Network at industry events & trade shows to generate new leads and support the new business developers Required Skills: Bachelor’s degree or equivalent work experience in related field Minimum of 7 years+ experience in New Business Development (Consultative Hunter) for Strategic Accounts Demonstrated achievement in B2B sales/new business development Construction Industry and/or experience with the Owner channel strongly preferred Proficiency in MS Office Suite, including Outlook, Word, Excel & Power Point Excellent written and verbal communication skills, including networking at public events and in person presentations for large groups Must have excellent organizational and time management skills with the ability to prioritize Candidate should be able to demonstrate a strong team orientation, while being able to diligently work independently Track all sales activities and transactions and report to management Some local/regional travel required, less than 50% annually Attend National Company sponsored Trade Shows if needed Ideal Candidate with Preferred Skills Experience in one or more vertical markets: Higher Ed, Healthcare, SLED (State & Local Government & K-12), Private Owners, Utilities & Federal Experience with long sales cycles and pipeline management Experience with complex Procurement processes Experience with IT and software sales approvals processes Knowledge of Capital Programs vs. Operations and how money flows through complex organizations (MBA preferred but not required) Experience or knowledge of construction specification and design standards Experience or knowledge of construction project processes and timelines Experience or knowledge of construction cost estimating Location: Flexible for the right candidate

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