Featured Paiver: Nikki Rachedi, Deal Progression Consultant
Name: Nikki Rachedi
Current Role: Deal Progression Consultant
Aspiring Role: Account Manager
Company: Oracle America Inc.
1. Tell us about your current job.
My current role at Oracle as a Deal Progression Consultant includes progressing and qualifying sales deals that my company brings in. I am part of an internal and external team where we work to communicate and keep a consistent cadence with all of our customers, and engage with them for further discovery on what their software needs may be. I was put on this team because of my past success in my previous role as a Business Development Consultant, where I was solely responsible for finding new leads and deals. I am also responsible for identifying the key decision makers in the territories I am aligned to, and work to understand how our solutions would fit into their current digital environments.
2. What is your career path to becoming an Account Manager?
At Oracle, the career path to becoming an Account Manager entails working your way up from the bottom of the totem pole. Usually, you begin as a Business Development Consultant (BDC), where you are solely responsible for opening deals, finding leads, and cold calling. As a BDC you are aligned to a more senior Account Manager who you work in tandem with to progress the opportunity to a closing point, however you are not responsible for doing so. From the BDC role, there are a variety of intermediary steps you could go into - like the Deal Progression role I am currently in – or you could throw yourself into the deep end into a closing role. Whatever your next move may be, you are working your way up to having more responsibility, more communication with the customer, and having the opportunity to learn more about the sales cycle process. Personally, after I establish myself within the Deal Progression Consultant role I am in, I plan on networking with others who were in my role and have progressed to a closing sales role, responsible for my own territory and solutions for my products.
3. What kinds of skills/qualities do you need to be an Account Manager?
To be an Account Manager you need a variety of skills, a good amount of them related to people skills. You need good communication skills given the large number of people you are speaking to, internally at your own company and externally towards your customers. You need to be brief to keep their attention, but unique enough to stand out against the hundreds of other people reaching out to your customers. You also need to have some strategic thinking and time management skills. Customers will have a variety of needs, all on different timelines. You need to be able to accommodate for long term and short term gains. In all, an Account Manager should be detail-oriented, organized, caring and lastly, customer focused. As long as you are able to communicate and provide value to your customers, you will be successful.
4. Salary range of an Account Manager?
The salary of an Account Manager is usually salary-based, but has commission as well. Salary can ran from $45K – $100K with commission.
5. Favorite career or life advice
Life advice I would offer to anyone who is searching for their career, is to follow your gut. I am on the path to finding my life’s purpose right now and I think anyone who just graduated from college and experiencing confusion should try out different things to find what attracts their attention the most, and where their passion lies. I think the best careers are made when the person engaged is working because they want to, not because they have to. With enough effort and determination, achieving most things is possible and I truly believe in the potential everyone has to follow their dreams.