Account Manager, Enterprise Sales

About the Role

SOTI is looking for an Account Manager to join its Sales team. The Account Manager will build long‑term relationships with customers and partners to drive profitable growth for SOTI and represent the company at industry events.

Responsibilities

• Acquire new business and manage existing SOTI direct customers as well as top-tier platinum partners in North America.
• Build and nurture long‑term relationships with customers and partners to drive profitable growth.
• Interact with key internal and external stakeholders to ensure timely project execution.
• Perform project management, strategic planning, sales support, product design, service application, logistics, and marketing activities.
• Develop a strong and high‑quality sales pipeline focused on aggressive revenue growth.
• Maximize SOTI revenue by increasing deal size through Value Selling Sales Methodology.
• Act as senior account executive for large, complex North American accounts in collaboration with top‑tier partners.
• Lead the full business cycle for complex and value‑based campaigns, including strategy, marketing themes, and presentations to executives.
• Leverage the partner ecosystem to influence and ensure success with strategic customers, supporting SOTI’s vision in their landscape.
• Create and architect strategic partnership relationships across the lifecycle, identifying cross‑industry solutions that differentiate SOTI as a mobility leader.
• Create and deliver ROI value assessments to customers and prospects.
• Prospect for new opportunities via cold calling, email, social media, and other channels.
• Conduct product demonstrations to partner sales teams, potential customers, and other business units.
• Conduct partner and customer quarterly business reviews.
• Manage pipeline and update opportunities daily/weekly.
• Record all activity (phone, email, meetings) via CRM.
• Provide accurate forecasting and maintain a hygienic 90‑day forecast.
• Lead pre‑sales engineering efforts for customer POCs.
• Train partners on SOTI solutions using web and onsite sessions.
• Manage customer and partner escalations with support teams.
• Assist in corporate communications to partners and customers, including legal documentation.
• Work with the Licensing Team to process orders and deliver license keys efficiently.
• Create and present quarterly territory plans to leadership.
• Collaborate with field and partner marketing staff on growth strategies, execution, and success measurement.
• Assist with marketing campaigns.
• Co‑ordinate on‑site training with partner customers to build awareness and a quality sales pipeline.
• Attend industry events and tradeshows as SOTI’s representative.

Qualifications

• 5+ years of experience in SaaS sales.
• Proficient in web demonstrations and effective communication (written & oral).
• Strong presentation skills.
• Experience negotiating complex sales cycles.
• Familiarity with Android and Apple operating systems.
• Understanding of cloud platforms (Azure and AWS).
• Proficient with Salesforce.com.
• North American travel required up to 35% of the month.

Equal Opportunity

SOTI is an equal‑opportunity employer that celebrates the uniqueness of its global teams.

We provide accessible employment practices in compliance with the Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation during any stage of the recruitment process, please notify our People & Culture team.

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