Account Representative

About OneRiver Software

OneRiver Software is a rapidly growing enterprise software company focused on solving one of the biggest challenges facing asset-intensive organizations: getting maintenance work planned, scheduled, and executed.

With more than 25 years of experience in maintenance software, OneRiver provides cloud-based solutions that enhance existing ERP environments. Our solutions, Arrow and Cornerstone, integrate with SAP and Oracle environments and connect critical maintenance data across ERP and other systems.

Our customers operate in asset-intensive industries including oil & gas, mining, chemicals, industrial manufacturing, pharmaceuticals, and food & beverage, where maintenance performance directly affects reliability, productivity, safety, and profitability.

The Opportunity

The Account Representative will be responsible for managing customer sales opportunities from identification through close.

This role is focused primarily on existing OneRiver customers. The Account Representative will develop strong relationships with customers, understand their evolving business needs, identify opportunities where OneRiver can provide additional value, and coordinate the sales process through completion.

The successful candidate will be a strong relationship builder who is comfortable speaking with customers at all levels, understands consultative selling, and can effectively manage multiple opportunities at different stages of the sales process.

Key Responsibilities

Customer Account Management

• Develop and maintain strong relationships with assigned OneRiver customers.

• Become knowledgeable about each customer's business, organization, goals, and use of OneRiver's software.

• Maintain regular communication with customers to understand changing requirements and future plans.

• Establish relationships with key decision-makers, influencers, and users within customer organizations.

• Serve as a trusted commercial contact for customers regarding new products, services, modules, and capabilities.

• Work closely with the Director of Customer Service to ensure a coordinated and positive customer experience.

Sales Opportunity Management

• Identify and develop sales opportunities within existing customer accounts.

• Proactively identify opportunities for additional software, modules, users, services, upgrades, and other OneRiver solutions.

• Qualify opportunities by understanding the customer's business need, timing, budget, decision-making process, and requirements.

• Manage opportunities through the complete sales cycle, from initial identification through proposal, negotiation, and close.

• Prepare and deliver proposals, presentations, demonstrations, and other sales materials as required.

• Coordinate internal resources needed to support customer opportunities.

• Maintain accurate and current opportunity information within OneRiver's CRM.

• Develop and maintain a healthy pipeline of customer opportunities.

• Follow up consistently and professionally to move opportunities forward.

Consultative Selling

• Understand the customer's business challenges rather than simply selling additional software.

• Work with customers to demonstrate the potential business value of proposed solutions.

• Identify opportunities where OneRiver can help customers improve efficiency, productivity, reporting, or other business outcomes.

• Build compelling business cases for customers when appropriate.

• Ensure customers understand the value and expected outcomes associated with their purchases.

What We're Looking For

• 3+ years of experience in account management, sales, business development, customer success, or a related role.

• Experience managing B2B customer relationships and sales opportunities.

• Strong consultative selling and relationship-management skills.

• Demonstrated ability to develop opportunities and close sales.

• Excellent communication and presentation skills.

• Strong organizational skills and attention to detail.

• Ability to manage multiple customer accounts and opportunities simultaneously.

• Comfortable using CRM systems and maintaining accurate sales pipeline information.

• Strong business judgment and ability to understand customer needs.

• Self-motivated, persistent, and results-oriented.

• Ability to work collaboratively with Sales, Customer Service, Product, and senior management.

The Ideal Candidate

The ideal candidate is someone who enjoys building relationships and turning those relationships into business opportunities.

They are proactive about contacting customers, curious about how customers operate, and skilled at asking questions that uncover opportunities. They can manage the details of multiple sales opportunities while maintaining a high level of professionalism with customers.

They understand that successful account management is not about simply selling more. It is about understanding the customer, identifying genuine needs, and connecting those needs with solutions that create value for both the customer and OneRiver.

How Success Will Be Measured

Success in this role will include:

• Growth in revenue.

• Consistent follow-up and progression of sales opportunities.

• Customer satisfaction with the sales process.

• Number and value of qualified customer sales opportunities.

• Conversion of opportunities into closed business.

• Growth of assigned customer accounts.

• Customer retention and relationship strength.

• Accurate and timely CRM and pipeline management.

• Successful collaboration with Customer Service and other OneRiver teams.

This is an important revenue-generating role at OneRiver Software, with significant responsibility for growing the value of our existing customer relationships.