Changepoint - Senior Account Executive
Compuware - Durham, NC

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Compuware Corporation, the technology performance company, provides software, experts and best practices to ensure technology works well and delivers value. Compuware solutions make the world’s most important technologies perform at their best for leading organizations worldwide, including 46 of the top 50 Fortune 500 companies and 12 of the top 20 most visited U.S. web sites.

The sales team interfaces directly with the customer to understand their business drivers, priority initiatives and to create need for our solutions which will deliver significant value to their business. In addition they ensure such solutions are successfully implemented and this value is realized and quantified in the form of a clear return on investment.

Compuware Project Portfolio Management (PPM) provides our customers with the ability to manage costs, make better funding decisions, and ensure business/IT alignment. Changepoint facilitates the management of end-to-end business processes, from capturing all demand for services and prioritizing portfolios to continuous monitoring of project and application health.

Position Description & Responsibilities:
The New Business Account Manager will generate sales revenue from software licenses, maintenance and product related services around the Compuware Project Portfolio Management (PPM) solution, Changepoint.

Achieve sales quotas for allocated territory by quarter:
Develop a sales strategy in the allocated territory with a target prospect list, and regional sales plan.
Develop marketing plans with the marketing team to drive revenue growth.
Manage the assigned territory by providing sales call reports, territory analysis and accurate data within the sales and marketing database, accurate forecasting and territory insight.
Being a trusted advisor to the customer by understanding their existing and future IT roadmap to drive assigned solution within the marketplace.
Promote, develop prospects and grow customer satisfaction within the assigned solution.
Arrange and conduct product demonstrations and presentations in conjunction with Pre-Sales.
Build knowledge of customers within allocated territory.

Required skills :
Previous B2B Sales experience gained within a Software Vendor or Professional Services sales organization, ideally gained in a PPM context.
Demonstrable track record of achieving sales targets.
Commercially astute.
New business sales-focus.
Ability to understand the “bigger picture” and the business drivers around IT.
Knowledge of the PPM marketplace would be an advantage – especially Portfolio and Investment Planning, Demand Management, Application Portfolio Management, and Resource Management.Ability to qualify opportunities and assess prospect value
Ability to forecast sales opportunities
Strong presentation, management, and negotiation skills
Process-oriented, strategic approach to selling with a track record of qualifying and closing complex, high value sales transactions
Ability to drive the sales process from prospecting through closure

Desired Skills/ Competencies:
Established relationships with executives and IT decision-makers throughout a local/regional territory

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Compuware Corporation, the technology performance company, provides software, experts and best practices to ensure technology works well and...