I managed a matrix sales organization, that had 7-10 direct reports and several product specialist account managers that worked in a team selling approach based on customer needs.
I had several managers with different styles, but all were very supportive to achieve our goals of maximizing bookings and revenue growth. A typical day included account manager strategy discussions, customer meetings, application support review, data analysis and conflict resolution.
I learned to work with other business groups (Legal, Revenue Recognition, Credit and Product Business Units etc) to manage multiple concerns and achieve internal agreement on various contract components. The hardest part of my role was learning how to balance customer desires for better terms and software access with the quality of business conditions my executive management wanted.
I learned how to manage multiple account manager personalities and how to maximize their contribution to the company or decide if they were not capable.
Workplace culture was guided by high integrity, a constant drive from leadership to execute on our goals and maintain a high level of customer satisfaction. People were proud to work for Synopsys and happy to be part of a financially solid, well managed company
I enjoy closing large contracts that take market share from competitors in a win-win environment with the customer and Synopsys.
Industry leader, financially strong, great people to work with
Difficult to move into higher roles due to long tenure of current management