Associate Account Manager

Solü Technology Partners; City of Rochester (NY); On-site; USD 65,000 - 95,000; Full time

Job summary

Solü Technology Partners in Rochester, NY seeks a consultative Associate Account Manager to join our sales team focusing on enterprise SaaS solutions, pipeline growth, and strategic customer engagements.

You will work with senior sales leaders on discovery, product demonstrations, proposals, and renewal planning, with travel up to 25-35%. This growth-focused role offers long-term advancement in enterprise sales opportunities.

Qualifications

• Bachelor's degree preferred.
• 3–7 years of SaaS or solution-based sales experience.
• Experience with pipeline generation, customer engagement, and sales process management.
• Ability to build relationships and contribute to revenue growth.
• Experience presenting software solutions to business stakeholders.
• Exposure to innovation management or IP-related industries is a strong asset.
• U.S. citizenship and ITAR/export control compliance may be required.

Responsibilities

• Qualify inbound and outbound opportunities through consultative discovery conversations and follow-up cadences.
• Identify customer challenges and opportunities aligned with available solutions.
• Support pipeline generation and customer engagement.
• Collaborate with senior sales members to manage opportunities through the sales cycle.
• Maintain accurate CRM records, forecasts, and activity tracking.
• Assist with account planning and territory growth initiatives.
• Build strong customer relationships through proactive communication.
• Support renewal conversations and account expansion opportunities.
• Align solutions with customer organizational goals and business outcomes.

Skills

SaaS sales

Consultative selling

Relationship building

MEDDIC

CRM proficiency

Education

Bachelor's degree preferred

Tools

Salesforce

LinkedIn Sales Navigator

ZoomInfo

MS Office (Outlook, PowerPoint, Teams, Excel)

Job description

We are seeking a consultative sales professional who enjoys building relationships, learning complex technologies, and helping customers solve meaningful business challenges.

The Associate Account Manager role is an excellent opportunity for an experienced SaaS sales professional to expand their enterprise selling capabilities while developing expertise within the intellectual property and innovation ecosystem.

This individual will partner with the sales team to support pipeline growth, strategic customer engagements, account expansion, and renewal opportunities while developing the skills needed for long-term growth in enterprise sales.

Job Summary

The Associate Account Manager partners with the sales team to drive pipeline growth, support strategic customer engagements, and develop consultative selling expertise within the intellectual property and innovation marketplace.

This role contributes throughout the sales cycle, including lead qualification, discovery conversations, product demonstrations, proposal development, account expansion opportunities, and renewal support. The Associate Account Manager will work closely with senior sales leaders to build expertise in software solutions, customer workflows, and enterprise sales strategy.

This position is designed for a motivated sales professional seeking long-term growth into increasingly strategic enterprise sales responsibilities.

Key Responsibilities

• Utilize a structured outreach approach to qualify inbound and outbound opportunities through consultative discovery conversations and strategic follow-up cadences.
• Identify customer business challenges, strategic initiatives, and opportunities aligned with available solutions.
• Support pipeline generation through prospecting, networking, marketing follow-up, and customer engagement.
• Partner with senior sales team members to manage opportunities throughout the sales cycle, from discovery and qualification through proposal development and deal progression.
• Maintain accurate and timely CRM records, opportunity updates, forecasting information, and customer activity tracking.
• Support account planning activities and contribute to territory growth initiatives.
• Build and maintain strong customer relationships through proactive communication and high-quality customer interactions.
• Support account renewal conversations, account expansion opportunities, and customer retention initiatives.
• Collaborate with customers to understand organizational goals and align solutions to business outcomes.

Product Demonstrations & Solution Selling

• Develop expertise in software products, services, and innovation workflows.
• Conduct introductory discovery calls and product demonstrations aligned with customer needs.
• Learn to position solutions within complex innovation, research, engineering, and intellectual property environments.
• Collaborate with sales leadership to prepare customer presentations, proposals, pricing quotes, and other sales materials.
• Participate in internal sales strategy discussions, deal reviews, and account planning sessions.
• Contribute to competitive positioning and customer messaging strategies.

Cross-Functional Collaboration

• Partner with sales, marketing, customer success, and product teams to communicate customer feedback and support business growth initiatives.
• Maintain alignment with organizational goals and customer success objectives.
• Salesforce or similar CRM platforms
• Microsoft Office Suite, including Outlook, PowerPoint, Teams, and Excel
• LinkedIn Sales Navigator, ZoomInfo, and related sales engagement tools preferred
• Familiarity with consultative sales methodologies such as MEDDIC preferred

Location & Travel

• Ability to travel as required for customer meetings, conferences, and industry events.
• Estimated travel requirement of approximately 25-35%, with opportunities for increased customer-facing engagement over time.

Qualifications

Education & Experience

• Bachelor's degree preferred.
• 3-7 years of experience in SaaS, consultative, or solution-based sales environments.
• Experience with pipeline generation, customer engagement, and sales process management.
• Demonstrated ability to build customer relationships and contribute to revenue growth initiatives.
• Experience presenting software or technology solutions to business stakeholders preferred.
• Exposure to innovation management, research, engineering, legal technology, or intellectual property-related industries is a strong asset.
• Must meet applicable ITAR/export control requirements. U.S. citizenship is required for this position.
• Strong consultative communication and relationship-building skills.
• Ability to learn complex technologies and articulate business value clearly.
• Comfortable engaging with stakeholders across multiple organizational levels, including executive audiences.
• Strong organizational skills with the ability to manage multiple priorities and opportunities simultaneously.
• Collaborative mindset with the ability to work effectively across internal teams.
• Self-motivated, coachable, and eager to grow within an enterprise sales environment.
• Ability to understand customer business challenges and recommend value-driven solutions.

This role offers a defined growth path toward increased ownership of strategic accounts, enterprise sales opportunities, and independent revenue responsibility as product knowledge, industry expertise, and sales capabilities develop.