Regional Manager of Customer Success

Company BackgroundPCS Software, Inc. is an AI platform for the transportation logistics marketspace providing the trucking industry’s most effective transportation management platform (TMP) to improve fleet management and delivery systems and increase profits for our customers. Through innovation and invention, our software individualizes work routines, consolidates workflows, and streamlines management controls to improve accountability, transparency, and eliminate costly and redundant manual processes.Trucking companies and freight brokers trust PCS to optimize their dispatch, accounting, and fleet operations. TL, LTL, Intermodal, and freight brokerage services use our TMP to automate operations, easily access information, and reduce inefficiencies to maximize sales and revenue. Founded in 1997 and headquartered in Houston, Texas, with regional offices now located across North America, PCS Software is the leading developer of hosted software solutions designed specifically for the ground transportation industry.Job Description: Regional Manager of Customer SuccessPCS is currently hiring Regional Managers of Customer Success who will work collaboratively with the sales team and act as a trusted business advisor and account manager to our customers who are responsible for assisting with the implementation, integration, and to up-sell the value of our transportation management platform solution to carriers and shippers. The role will require deep solution knowledge of dispatch, accounting, fleet management, and asset tracking for carriers and advanced scheduling, shipper TMS, and asset management for shippers. In addition, superior knowledge of the supply chain lifecycle and industry domain and key industry players is very helpful. This individual will have a monthly/annual organic account growth target (retention of accounts/contract renewals and up-selling of new products features, customizations, and partner/channel options and integrations and will be required to know how to configure and demonstrate product knowledge and solution delivery expertise during presentations to a wide range of transportation and logistics user audiences, including C-Level executives, while working with existing customers daily via F2F interaction and telephone/webinar communications remotely.Role and Responsibilities:This is a quota carrying position. You will be responsible for upselling and cross-selling professional services to our clients as part of your annual incentive compensation plan, which consists of a base salary, an annual performance bonus, and commission opportunity. While this is not a true sales position, the right candidate will have some sales DNA in them and be comfortable with owning their role in selling professional services to our customers as part of the long term relationship we build with them as a trusted business advisor and project manager.Listen carefully, retain information, and understand the pain points of prospective customers.Collaborate with an amazing cross-functional team to create the account strategy, develop a solution blueprint, build a business case, and then tell a story or present the solution.Collaborate with the Sales organization, Product Development, Professional Services, Business Development, as well as our Partner ecosystem.Communicate PCS’s solution and value through presentations, demonstrations, pilot implementations, and ongoing sales consultation.Be a Trusted Advisor to our clients, which means we maintain and offer our clients extensive knowledge in the industries we service, the workflows we can augment and deliver superior results that support our clients' strategic objectives.Develop and maintain technical and business knowledge of industry directions and trends.Influence our solution direction by bringing field insights to the product team.Support customer discovery workshops with domain expertise.Work across multiple levels within a customer organization to articulate PCS’s solution and add value.Configure demos and deliver presentations to customers.Coordinate with the field sales team on prospective customers for PCS Software demonstrations, training end users, and custom application development requirements gathering during the sales process and then being the long-term go-to Account Manager for the end-users at the client management level.Coordinate with the PCS Development Team on the needs of customers regarding software customizations, implementation timelines, and IT hardware/software related functionality requirements.Create tailored training courses and implementation plans for new customers within the Southwest region that will allow them to be more proficient when operating all aspects of our TMS as well as still within a timely manner to be live within their expected timeframe.Identify and farm existing account contacts for the purpose of pursuing potential upsells within the regional customer list.Travel up to 25% regionally to customer locations potentially required for sales interactions/meetings, training classes, and the implementation process.Help revise day-to-day dispatching and accounting practices as a subject matter expert/consultant to improve efficiency within the client’s operation beyond just being able to navigate the system well, which requires a firm understanding of dispatch and GAAP accounting best practices.Minimum Requirements:Minimum of 5 years of IT industry experience either in professional services/consulting services and/or a pre-sales engineering role in the transportation management domain.Arrive with high energy and be a self-starter who demonstrates creativity and who thrives in an entrepreneurial type of environment.Possess strong presentation skills, comfortable building presentations and presenting to varying sized audiences.Arrive with technical proficiency and configuration experience utilizing PaaS deployment and previous pre-sales experience with SaaS / PaaS solutions.Must have a very detail-oriented personality, with strong analytical problem-solving capabilities.An ability to demonstrate software F2F and virtually and highlight the value it brings to customers.Possess a team-oriented attitude with previous work experience and a collaborative attitude and approach.Existing ability and experience conveying industry trends and provide a business and technical point-of-view and then support your messaging with actual data and facts.Must be willing to travel at least 25% of the time regionally in your assigned client territory.EDUCATION REQUIREMENTSBachelor’s Degree in Computer Science, Computer Engineering, CIS, MIS, Business, Marketing, Communications, or other bachelor’s level degree required.Success Factors IncludeClient-driven – you demonstrate deep care and concern for helping customers succeed beyond what they even imagined possible.Business Insight– you are intellectually curious, a consummate learner that helps educate others on the possibilities and potential results of a PCS Software, Inc. partnership. You bring innovative ideas to the business for product innovation or processes.Product Positioning– you have an innate ability and desire to master the PCS platform and get tremendous satisfaction in matching the value and benefit to customer specific domain and technology needs.Influencer– you help customers make complex decisions through methodical, forward-thinking, and simple solutions that will make them a hero in their business while saving them time and money.Results Driven– you play to win and realize the benefits to the customer, your personal gain, and the business impact that your sales and challenging work contribute.Resourceful– you are technically savvy, able to maneuver systems and tools while having conversations. You use systems and tools to your advantage, helping you know more about your customers.Why Join PCS?PCS Software, Inc. rewards your hard work with excellent opportunities for career growth and personal development. If you want to be the newest member of a vibrant group of energized technology leaders in an innovative and entrepreneurial environment, then apply online today to start building solutions that customers will love to use and join a company that truly rewards your hard work and values your talented contributions.PCS Software, Inc. is considered one of the best places to work because of our competitive compensation plans, comprehensive benefits plan with company paid options for medical, dental, and vision insurance along with optional term life insurance, and short-term disability insurance, 401k with a 4% match, generous PTO package, a truly creative and fun working environment, paid training and development opportunities, employee recognition programs, and amazing opportunities for career growth and personal development.Work AuthorizationPCS Software, Inc. will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.This job description provides many examples of the types of responsibilities required but is not intended to be a comprehensive list. The incumbent will complete other job responsibilities as needed which are not specifically described in this document.PCS Software, Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability, or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.We thank all respondents for their interest in PCS Software, Inc. However, only those selected for an interview will be contacted. To view additional information on PCS Software, Inc., please visit our website at www.pcssoft.com. No calls or agencies please.

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