Manage and expand customer accounts across LATAM by selling Gurobi optimization software to new and existing B2B clients. Responsibilities include lead management, consultative selling, relationship development, stakeholder mapping, trade show participation, sales target achievement, CRM maintenance, reporting, and collaboration with cross-functional teams. The role requires English and Portuguese fluency, B2B software sales experience, strong communication and negotiation skills, critical thinking, and the ability to work independently in a remote environment.
At Gurobi Optimization, we're on a mission!
A mission that focuses on mathematical optimization. We empower our customers to expand their use of mathematical optimization technology in order to make smarter decisions and solve some of the world's toughest and most impactful business problems. We're looking for passionate, dedicated, innovative game-changers to join our team and drive the future of Gurobi.
As an Account Manager at Gurobi Optimization, your role encompasses two primary responsibilities. Firstly, you will collaborate with our current client base to expand Gurobi's presence with these customers. Secondly, you will handle all incoming leads within your territory, guiding these opportunities through the sales pipeline to secure business from commercial clients across various industries generated through lead generation efforts. In this role, you will proactively promote Gurobi's excellence to both large and small customers spanning multiple industries and geographic locations.
What you will be doing?
- Drive revenue growth by identifying opportunities to sell Gurobi's software solutions.
- Present, promote, and sell Gurobi software to new potential customers (inbound leads or outbound prospecting) and existing clients.
- Establish, develop, and maintain positive business relationships with customers, ensuring their satisfaction with Gurobi's products and services.
- Secure and expand relationships with key customers through face-to-face meetings, addressing their needs and challenges.
- Develop an extensive network of contacts within each customer organization, identifying all key stakeholders involved in the buying process.
- Participate in trade shows and company training events to expand outreach and connect with potential customers.
- Work towards achieving agreed-upon sales targets and outcomes within the designated timeframe.
- Collaborate with other team members within the sales organization and cross-functional teams to coordinate sales efforts effectively.
- Maintain a comprehensive Customer Relationship Management (CRM) system, ensuring it contains up-to-date customer information, interactions, and sales opportunities.
- Provide management with detailed reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
- Stay informed about industry best practices, competitive threats, and developments in the optimization space to remain competitive.
- Continuously improve your skills and knowledge through company-provided and independent development and training opportunities.
What experience and qualifications should you have?
- A BA/BS degree or equivalent is a mandatory requirement.
- Possess a minimum of 3-5 years of experience in Sales or Account Management roles, with exposure to various field facets. International experience is advantageous.
- Demonstrate at least 3 years of experience in B2B software sales within the technology sector, with a preference for optimization and analytics solutions expertise.
- Fluency in both English and Portuguese, with the ability to communicate effectively in written and spoken forms.
What skills and abilities should you have?
- Proven track record of success in account management, demonstrating high drive and achievement.
- Proficient in consultative selling, approaching sales with confidence and enthusiasm.
- Effective communication skills, both orally and in writing, facilitating solid interpersonal connections and rapid rapport building.
- Strong critical thinking abilities, capable of simplifying complex situations for effective problem-solving.
What other requirements should you have?
- Proficient in B2B SaaS sales.
- Fluent in macOS, Microsoft 365, and Linkedin Sales Navigator.
- Comfortable with learning and using Salesforce.
- Trained in negotiation techniques, providing a strong foundation for negotiation skills.
- Utilizes CRM and analytics tools methodically and precisely for efficient business operations.
- Skilled at initiating contact with inbound leads and expanding connections to key stakeholders to close deals.
- Driven by a competitive mindset and a desire for achievement.
- Highly self-motivated and capable of working efficiently in a remote work environment.
Your Alignment with our Gurobi Core Values:
- Customer Focus: Verbal & written communication skills that bring clarity and build trust.
- Power of the Team: Motivated with a team-oriented mindset that aims to both inspire and be inspired by others.
- Innovation: The courage to bring ideas forward and see yourself as an integral part of our global team.
- Dedication: Organized and agile, focusing on meeting professional objectives while promoting a healthy work/life balance.
- Integrity: Promise to uphold honesty as your compass and conduct all business practices with an ethical mindset and fiscal responsibility.
Gurobi Optimization is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, protected veteran status, or any other characteristic protected by law.
Gurobi Optimization is an E-Verify employer. As part of our hiring process, we utilize the federal E-Verify program to verify the employment eligibility of all newly hired employees. For additional information regarding E-Verify, please visit www.e-verify.gov.
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