Services Account Manager

We are looking for a motivated, senior, flexible, and ready to take on a huge challenge Services Account Manager. You have a solid reputation of delivering value to C-level people in Eastern Canada, you want to work for an extremely dynamic and high quality group of people, and be a part of a financially solid corporation that can add value to IT organizations worldwide with its tools and delivery capabilities, you've found the right opportunity.
Contact me directly at 514-788-5254 or by email at daniel.roberge@compuware.com.

Compuware Corporation is a leading worldwide provider of software products and professional services. Our continued success depends on our employees --a diverse employee population with a set of key attributes that is common to every individual. Our business objectives and guiding principles create a common bond of trust among information technology professionals that serves as the foundation for teamwork and the Compuware culture. With our technical focus and emphasis on delivery, we strive to hire experienced information technology professionals with broad skill sets and the desire and versatility to learn new businesses and skills. We are selective in hiring and serious about retaining those we do hire. We are currently looking for an Account Manager to participate in the growth of the Montreal Center:

The Services Account Manager is responsible for managing Compuware's business relationship with its customer(s). This includes development of new accounts, selling new business to existing accounts, and management of resources performing on accounts.

Primary Roles/Responsibilities:

* Prospect, qualify, solution, close and manage Compuware staffing sales to deliver value in the application development lifecycle space.
* Leverage Compuware’s strategic advantage with hundreds of products to ensure that your proposal has the highest value proposition.
* Develop and maintain a current account plan for each major client detailing their business and IT objectives and their key relationships, our current business with the client, and our plans to grow the business within the account.
* Identify strategic staffing opportunities within existing and new accounts, including placing professional staff to supplement IT projects, managing projects, or outsourcing the development and application maintenance.
* Build and manage a business pipeline to exceed branch goals for revenue and contribution margin.
* Coordinate and manage opportunity pursuit teams. This includes identification of team members, use of Opportunity Review processes, solution, proposal, and sales strategy development.
* Align professional staff career management to maximize business revenue and margin.
* Negotiate profitable contracts for Compuware by proposing rates within our target profit range.
* Build relationships with existing clients from supplier to business partner.
* Maintain service levels with clients that exceed their expectations.
* Communicate branch goals to professional staff, and the role the staff plays in meeting the goals and growing the business.
* Work closely with your dedicated recruiter to ensure that the staff your prospects need are always in “the funnel” with more available for short term assignements.

Required skills
* Extensive experience in the sale and delivery of IT resourcing solutions, preferably in direct sales, solution/complex selling, team selling, and competitive selling.
* Proven track record of top sales achievements and exceeding quotas.
* A strong understanding of the System Development LifeCycle and how Compuware’s products and services can add value to your resource solution.
* Experienced in the IT industry with technical/software/application development.
* Ability to analyze complex business and technology issues while mapping a prospective client's solution requirements.
* Experienced in successfully executing complex, consultative sales cycles with CIOs.
* Ability to forecast and qualify opportunities, assess prospect value, and generate new sales.
* Experience selling in a team environment.
* Experience working with CIO-level and Director-level executives, business partners and system integrators.

Desired Skills
* Effective communicator, both oral and written, in English and French.