Senior Account Manager

Senior Account Manager

Atlanta, GA (Remote)


About GreyOrange

GreyOrange is a global leader in AI-driven robotic automation software and hardware, transforming distribution and fulfillment centers worldwide. Our solutions increase productivity, empower growth and scale, mitigate labor challenges, reduce risk and time to market, and create better experiences for customers and employees. Founded in 2012, GreyOrange is headquartered in Atlanta, Georgia, with offices and partners across the Americas, Europe and Asia. For more information, visit www.greyorange.com.


Our Solutions

The GreyMatter Multiagent Orchestration (MAO) platform provides vendor-agnostic fulfillment orchestration to continuously optimize performance in real time: the right order, with the right bot and agent, taking the right path and action. Currently operating more than 70 fulfillment sites across the globe (with deployments of 700+ robots at a single site), GreyMatter enables customers to decrease their fulfillment Cost Per Unit by 50%, reduce worker onboarding time by 90%, and optimize peak season performance. In retail stores, our gStore end-to-end store execution and retail management solution supports omnichannel fulfillment, real-time replenishment, intelligent workforce tasking, and more. Using real time overhead RFID technology, the platform increases inventory accuracy up to 99%, doubles staff productivity, and enables an engaging, seamless in-store experience.


About the Job

We are seeking a dynamic and strategic Senior Account Manager to be a part of GreyOrange’s global go-to-market expansion. This role combines selling and relationship leadership of Customer expansion within your Accounts to drive scalable, predictable, and measurable revenue impact.

You are responsible for ensuring that assigned Customers become “Raving Fans”, which will facilitate selling all applicable components of the GreyOrange portfolio of solutions in order to maximize Customer ROI. The solution includes: Subscriptions, Services, and Automation hardware. In addition, the Customer Account Manager should serve as a trusted networked advisor and key contact for their customers to build enduring relationships. This position requires the ability to work autonomously and also requires domain knowledge.


Key Responsibilities


  • System Sales and Account Management· Sell additional software subscription, services and automation hardware to existing customers and actively seek to expand the GreyOrange footprint in Customers to their existing as well as other divisions and subsidiaries.
  • Responsible for working with the operations team to uncover new selling opportunities with existing customers
  • Develop a solution and relationship map of the entire GreyOrange Value Chain for the entire Customer organization, including subsidiaries
  • Engage additional contacts, departments, and divisions within the assigned customer base
  • Know all aspects of the customer organization and understand the full opportunity
  • Proactively look for new professional service selling opportunities
  • Work closely with the hardware team to drive additional hardware sales
  • Conduct customer roadshows to keep customers “part of the family”.


Selling Skills·

  • Actively use and improve sales techniques, tools, and Value Selling methodologies
  • Continually strive to learn and stay current with new approaches to selling. Learn from others and attend sales training “refresher” as needed


General Business·

  • Set regular business goals
  • Responsible for meeting the assigned sales quota
  • Help other departments achieve their objectives with a customer base (e.g., case studies, references)


Knowledge:

  • Understand all GreyOrange solutions that you will be responsible for selling, the industries you are selling to, and the strategies you are using, with the ability to communicate and discuss at a high level with prospects and customers
  • Request or get education on solutions, industries, and strategies where knowledge is not strong
  • Sales Forecasting·Provide accurate and realistic sales forecasts to GreyOrange management
  • Participate in the regular Forecasting process on sales activity to discuss opportunities and resource needs in your territory
  • Maintain an accurate sales pipeline and customer database with required data on each account and opportunity
  • Customer Service and Satisfaction· Work closely with all departments to best represent the customer and GreyOrange
  • Regular contact with assigned customers (customers should be contacted monthly and visited at least quarterly)
  • Ensure customer awareness of all GreyOrange capabilities
  • Escalate any issues that prevent the customer from being a reference or threaten their continued investment in GreyOrange.


Education/Certification Requirements: TypeDegree/CertificationRequired/Preferred

  • Bachelor's degree in business, sales, or marketing
  • Required Post-graduate education or training.
  • Preferred Role Specific Competencies: 5+ years of Enterprise Technology Sales.
  • Account Management
  • Sales skills
  • Product Knowledge
  • Industry Knowledge


Core Competencies:In addition to the above mentioned Role Specific Competencies, all employees will be expected to demonstrate Core Competencies as determined by the executive leadership team and Human Resources.

Travel Requirements: 30-40%


GreyOrange provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting