Account Manager - Sales

Location CN-Beijing


The Account Manager is responsible for defining and driving the account plan for each assigned customer. The Account Manager engages with senior executives and project teams within the customer organisation to understand the short, medium and long-term objectives, then leverages the InterSystems team to produce a mutually agreeable strategic account plan to execute against. This role is the point of contact for all stakeholders of both the client’s organisation and InterSystems


  • You will be a key advocate for the client and ensure that they receive a high level of service from InterSystems. You are passionate about understanding the client’s business needs and hold a holistic view of the client and their strategic plans. This role collaborates across external and internal stakeholders to develop a strategic account plan for each assigned client, which then serves as a shared agreement of objectives and key success factors across the lifecycle of the customer. The strategic account plan is a critical tool to ensure our customers achieve an optimum return on their TrakCare investment and InterSystems develops long-term, secure and health revenue streams.
  • Develop new and expand existing relationships, identify sponsors, and nurture technical, alliance and sales relationships to drive sales of TrakCare and other InterSystems products
  • Maintain an in-depth understanding of the political and organisational structure of a targeted prospect.
  • You have a track record of exceeding your targets and understand value-based selling. You will identify, manage and close sales opportunities in conjunction with various teams at InterSystems.
  • You will monitor change requests, user adoption, revenue, accounts receivable, and any contract renewals.
  • Engaging clients during their budget cycle to plan the sale of products and services.
  • The Account Manager also recommends supplemental services, including additional training, to the client when appropriate.
  • Work closely with other internal staff in Marketing, Product Development, Professional Services, Customer Operations, and Customer Support.
  • Developing and maintaining reference sites and facilitating site visits.
  • You will have a strong healthcare industry knowledge as well as awareness of other competitive products and trends.
  • Responsible for achievement of targets for licence, implementation and support revenues.


  • Development and execution of a territory plan and mutually agreed strategic account plans.
  • Proven success and experience in leading complex enterprise sales with large implementation projects.
  • Demonstrable experience with tender responses and bid management.
  • Proven experience in managing senior client relationships.
  • Ability to develop relationships with customers at all levels across the business.
  • Able to develop and maintain internal stakeholder relationships.
  • Discover, qualify and develop new TrakCare business opportunities.
  • Define and execute market plans and campaigns – together with marketing
  • Build a pipeline of new activity for TrakCare within and outside the customer base.
  • Maintain an in-depth understanding of the political and organisational structure of a targeted prospect.
  • Act as the principal liaison between InterSystems and partner/ customer accounts.
  • Strong customer empathy and advocacy.
  • Ability to make considered decisions on less-than-perfect information.
  • Ability to identify critical factors to consider when makings decisions.
  • Ability to prioritise tasks and goals appropriately.
  • Able to assess risks and returns effectively.
  • Ability to handle changes in direction and work priorities with ease; is positive and level-headed under pressure; adaptable

Education and Training

  • Certification/Diploma/Degree in life sciences subject or equivalent healthcare professional education, and/or commerce or business


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