In this role, you will:
• Begins developing relationships with customer* or their account team, including key buyers/decision makers.
• Assists in creating opportunities (e.g., progress meetings, fact-finding/exploratory meetings) to build customer* account.
• Develops understanding of customer’s* business issues through appropriate organization channels.
• Recommends products, services, and insights that will meet customer* needs.
• Completes basic account plans that outline tactics to acquire and/or maintain business.
• Acquires a basic understanding of how the department operates and fits into the larger organization.
• Develops awareness of the policies, practices, trends, and information (including competitor information) that impact the organization and its customers*.
• Develops a basic understanding of the financial impact of decisions/solutions on the organization and its customers*.
• Guides accounts to valuable insights and presents insights that can benefit account and organization.
• Gathers data/information on potential ideas and solutions to address a business need.
• May document components of a business case for change at the direction of more senior colleagues.
• Develops a working knowledge of the company’s standard contract terms and conditions by reading product literature, contracts, and asking questions of peers.
• Learns when to partner with legal resources to modify or adjust standard contract terms.
• Learns the contract negotiation process and how to complete contractual arrangements.
• Exchanges simple information in straightforward situations to gain the support of others.
• Proactively seeks help from a manager when needed to address areas of difference and ensure agreements among all parties.
• Assists in conducting straightforward cost, benefit, and risk analyses of possible solutions and the implications not reaching an agreement.
• Identifies the key stakeholders in decision making for the account.
• Develops understanding of standard offerings and major areas of expertise.
• Builds a working knowledge of products, technologies, offerings, etc., within scope of responsibility.
• Develops a broad understanding of competitors’ standard products and services.
• Understands the value and application of products, technologies, and offerings to accounts and organization.
• Understands the importance of developing rapport and maintaining ongoing business relationships with colleagues and external customers*.
• Learns about customer’s* key leaders/decision makers from internal customer relationship management system.
• Develops basic understanding of customer’s* industry and competitive market and/or uses company’s tools to access market-specific information and insight.
• Attends meetings with customers* to understand needs and expectations.
• Learns the metrics to assess the performance of products, services, and solutions against customer* needs/expectations.
• Develops key value proposition statements, case studies, or uses proof points to demonstrate the value of the company’s products, services, and solutions.