Senior Solution Sales Account Manager

About Us

Altium LLC (ASX:ALU), a global software company based in San Diego, California, is accelerating the pace of innovation through electronics. From individual inventors to multinational corporations, more PCB designers and engineers choose Altium software to design and realize electronics-based products.

The growing demand for smart and connected products is driving advancements in electronics technology. Design trends are demonstrating the need for minimizing power, reducing package size and energy consumption, and prioritizing high-speed design. For over 30 years, Altium has been delivering software that maximizes the productivity of PCB designers and electrical engineers, from idea to board. Users are at the center of Altium's R&D and business operations. With its unique Business-to-User approach, Altium is focused on developing software that is easy to use and implement, with solutions that enable innovation and deliver industry-leading user productivity.

Job summary:

The successful Candidate uses a solution sales approach with both existing and new customers to upgrade or migrate to Altium digital transformation solutions. A proactive and passionate individual with strong solution sales skills and domain knowledge in electronic design with PCB and PLM experience a strong plus. The qualified individual proactively works with prospects and customers using a structured engagement process to create value for both the customer and Altium. The successful candidate will assess underlying customer needs, drive a successful customer solution experience, prescribe the right solution and deployment, and ultimately drive business opportunities to closure. The result will be expanding the breadth and depth of the Altium customer base by meeting regular sales goals and driving customer success. Leadership with selling a solution in a rapidly developing environment and evolving process will be the hallmarks of success.

Responsibilities:

• Grow market share and meet business plan goals of Altium solutions products.
• Meet or exceed specified sales targets.
• Executes established sales process from discovery to experience to proposals to deal negotiations while working in close conjunction with internal organizations spanning legal, finance, sales ops.
• Qualify new accounts by systematically assessing needs in a structured way.
• Develops positive long-term opportunities by establishing credibility and value to solve needs with high post-sales satisfaction creating strong potential for repeat business while driving up-sell and cross-sell opportunities.
• Prepare and present solution proposals to engineering teams, supply chain, librarians, management, C-Level executives, etc. to solve customer challenges.
• Close deals with financial and technical negotiations creating significant value for the customer and Altium.
• Give sales forecasts and maintain detailed and accurate notes of all sales related activities in Altium's Customer Relationship Management (CRM) tools.
• Tracks and monitors subscription renewal dates within assigned territory and develops strategies to meet or exceed retention targets.
• Assist the team to develop plans and strategies for Altium solutions.
• Learns and keeps in-depth knowledge of Altium solutions, products and technologies along with competitive products and industry trends.
• Collaborate in a solution sales team including other sales and technical team members to meet and exceed team goals

Required Education, Experience and Knowledge/Skills

• Bachelor's degree (computer/electrical engineering or related technical field preferred) along with business training.
• Minimum of 3 - 7 years of solution sales selling experience.
• Sales experience in EDA or related fields is a strong plus.
• Strong product knowledge of electronic design process and PCB strongly preferred.
• Outstanding organization and time management skills are a must.
• Ability to grasp complex technical data and to communicate to a broad range of technical and non-technical people.
• Excellent oral and written communication skills are required. Effective and articulate communications in a clear and concise manner checking to ensure that messages have been understood. Gains influence by the effective use of information, targeting their communication to meet the information needs of their audiences.
• Ability to manage multiple priorities effectively and efficiently.
• History of building and maintaining credibility and relationships with key customer decisions makers.
• Ability to promote company presence and expand Altium brand image as a solutions leader.
• Makes good decisions based on sound understanding and evaluation of relevant information; gathers information and involves others as appropriate. Willing to commit to a definite course of action and can support or defend their decisions with confidence.
• Entrepreneurial, positive, enthusiastic, energetic, with a good sense of humor
• Make an immediate positive impression on others. Establish a rapport quickly and project an aura of authority and credibility. In situations where pressure or conflict arises, they retain their composure, using personal influence to achieve compromise.
• Working knowledge of Microsoft Excel, Word and PowerPoint a plus.
• While travel is not often used in the sales process up to 20% travel to customer locations could be required to meet business and customer success objectives.