What are the responsibilities and job description for the Inside Sales Account Manager position at Cohesity?
Cohesity is seeking an Inside Account Manager (IAM) as we continue to build out a world-class inside sales organization that will help us drive the adoption & expansion of our industry leading solutions.
As an Inside Account Manager, you will partner closely with one or more field based Account Executives and play a key role in generating new business opportunities, identifying cross-sell and upsell opportunities within our installed base and closing small deals. This is a dynamic role with general responsibilities over pipeline generation, channel development and account management in your territory. You will be on the frontline of growth in the Americas with tremendous upside to progress your career internally.
Responsibilities:
- Qualify inbound marketing qualified leads for your territory.
- Identify cross-sell and upsell opportunities within existing customers for your territory.
- Identify relevant decision makers within target organizations and build targeted outbound prospecting lists focused on subsidiaries and net new logos for your territory.
- Prospect into target accounts by cold calling, emailing and social selling while leveraging tools like Salesforce, LinkedIn Sales Navigator, Outreach and ZoomInfo.
- Hold qualification & discovery calls with prospects to qualify their needs while successfully positioning Cohesity and how our solutions can address their needs.
- Set meetings for Account Executives that convert into opportunities while meeting or exceeding your qualified sales opportunity targets & other objectives each quarter.
- Run the full sales cycle on small deals within Strategic accounts and their subsidiaries from initial qualification call through closing the deal with the goal of meeting or exceeding your quota.
- Support account teams on building quotes, managing channel & alliance partner relationships and partnering with Renewals.
- Collaborate closely with Marketing, Channel and Sales stakeholders to define and execute upon the overall go to market strategy for your territory.
Qualifications:
- Passion for sales with 1 years of experience in SDR, BDR or Inside Account Manager roles, preferably within SaaS, IaaS or PaaS companies; Previous experience in a closing role is a plus.
- Experience prospecting, including researching companies, conducting cold calls and email campaigns, navigating org charts and finding creative ways to reach prospects.
- Strong organization skills with the ability to juggle multiple tasks & deliverables.
- Track record of delivering against objectives and overachieving versus quota.
- Professional written and verbal communication skills and no fear of talking to prospective customers on the phone.
- Extremely coachable with a desire to learn – you are willing to receive and implement feedback.
- High degree of grit & resilience – you can bounce back quickly from setbacks.
- Unmatched work ethic – you strive to continuously improve, overachieve versus targets and beat the competition.
- Team player – willingness to share best practices and collaborate with your peers.
