Overview

The Sales Account Manager (AM) is a high-energy, front-line consultative sales professional

responsible for driving revenue growth within an assigned territory. This role focuses on

prospecting, engaging, and expanding relationships with both new prospects and existing

customers.

The AM owns the full sales cycle across a broad portfolio of solutions—including CAD,

Simulation, Data Management, Electrical, Professional Services, MaaS, A3D, and

Hardware—while partnering closely with internal teams to deliver value-driven business

outcomes.

Success in this role requires strong business acumen, disciplined execution, and a

customer-first mindset.

Key Responsibilities

1. Revenue Growth & Pipeline Development

● Build, manage, and execute against a healthy pipeline across assigned accounts.

● Source net-new opportunities while expanding existing customer relationships.

● Execute multi-product sales motions across the full solutions portfolio.

● Identify cross-sell and upsell opportunities aligned to customer business needs.

2. Customer Relationship Management

● Maintain proactive communication with customers to understand goals, initiatives, and

buying cycles.

● Conduct Quarterly Business Reviews (QBRs) to reinforce value and uncover

expansion opportunities.

● Serve as the primary point of contact for renewals, add-ons, and account expansions.

● Build trusted relationships with both technical and non-technical stakeholders.

3. Sales Process Execution

● Follow company qualification and deal management standards, including MEDDIC.

● Maintain accurate and timely opportunity updates in Salesforce (notes, next steps,

forecast dates).

● Advance deals through the pipeline with clear ownership and proactive follow-up.

● Produce accurate quotes and proposals aligned to customer requirements and value





drivers.

4. Cross-Functional Collaboration

● Partner with Account Executives (AEs) to support technical discovery, demos, and

solution scoping.

● Coordinate with Operations to ensure clean order processing, invoicing, and payment

workflows.

● Leverage Marketing for campaigns, events, webinars, and targeted outreach.

● Collaborate with Services and Technical teams to align customer needs with delivery and

outcomes.

Key Tasks (Day-to-Day Activities)

● Contact and qualify all assigned leads per defined processes.

● Conduct 2–3 discovery meetings per week (target: 12 meetings and 6 demos per

month).

● Demonstrate strong outbound prospecting by consistently generating new opportunities

and closing an average of two new logos per month through territory prospecting.

● Schedule and lead discovery calls, demos, follow-up meetings, and QBRs.

● Generate a minimum of 30 quoted opportunities per month.

● Build and deliver customer-aligned quotes and proposals.

● Track renewals and proactively engage customers ahead of expiration dates.

● Maintain strong Salesforce hygiene: contacts, activities, opportunity stages, and

forecasting.

● Escalate customer issues as needed and coordinate internal resources for resolution.

● Complete required sales and product certifications.

Core Abilities & Competencies

1. Commercial Acumen





● Understand customer business drivers and translate them into solution

recommendations.

● Confidently communicate value propositions, ROI, and differentiators.

● Balance long-term account growth with short-term revenue execution.

2. Communication & Relationship Building

● Build trust quickly with engineers, executives, and operational stakeholders.

● Ask strong discovery questions to uncover real customer pain points.

● Communicate clearly and professionally via email, phone, presentations, and proposals.

3. Process Discipline

● Execute consistent follow-up and structured deal progression.

● Manage multiple opportunities and priorities without losing detail.

● Forecast accurately using pipeline data and defined sales stages.

4. Product & Solution Understanding

● Develop foundational knowledge of CAD, Simulation, PDM/Data Management,

Electrical, 3DEXPERIENCE, A3D, Services, and Hardware.

● Know when to engage technical resources to maximize customer outcomes.

5. Ownership & Accountability

● Take full ownership of pipeline health and revenue results.

● Treat customer success as a shared responsibility.

● Act proactively rather than reactively in managing accounts and opportunities.

● Thrive in a fast-paced environment with minimal oversight.

Preferred Experience / Qualifications

● 2+ years of experience in B2B sales, account management, or consultative selling

(preferred)

● Proven success hitting quota and building pipeline through outbound prospecting

● Experience selling technical solutions, SaaS, or engineering-related products is a plus

● Familiarity with Salesforce or similar CRM platforms

● Experience with MEDDIC or structured qualification methods is a plus

Tipo de puesto: Jornada completa

Lugar de trabajo: Empleo remoto

📌 Sales Account Manager (Colombia)
🏢 Ground Game
📍 Colombia