Sr. Account Manager

About the Role
The Sr. Account Manager is responsible for growing revenue from existing customers by nurturing and expanding trusted advisor relationships with customers, gaining a deep understanding of customers’ needs and developing strategic account plans which include compelling business cases mapped to various customer contact personas.
The Sr. Account Manager will leverage a deep understanding of customer needs, processes, strategies and goals to create a roadmap of near and long-term growth targets within existing customer accounts.
Team Dynamic

• Commitment to Win - Consistently achieve their personal and professional goals
• Intellectual Curiosity - A strong desire to learn and understand and ask thoughtful questions
• Critical strategic thinking - The ability to find and synthesize information, apply logic to problems, and quickly analyze information to provide a recommendation
• Coachability - You are humble, acknowledge strengths and weaknesses, and take feedback well. Able to self-diagnose and translate into an actionable solution
• Strong communicator
• Self-starter who can work independently and with a team as necessary to secure business
• Passion for providing solutions to ensure our clients’ success

Position Duties and Responsibilities

• Achieve trusted advisor status individually as well as establish, nurture and grow relationships between accounts and internal executive teams.
• Learn and understand customers’ strategic objectives, growth plans, tech stack, competitive landscape and industry trends.
• Develop detailed account plans which tie closely to customers’ strategic objectives as well as define a clear growth plan and achieve revenue targets. Create demand.
• Upsell, cross-sell and renew accounts achieving retention and growth targets.
• Take overall ownership of the end-to-end sales process utilizing MEDDPICC. Coordinate and communicate cross-functionally to ensure internal and external stakeholders are aligned and appropriate resources are applied as needed.
• Develop deep industry and product knowledge and expertly command value-based messaging to customers.

Required Experience, Skills, and Education

• 7+ years managing enterprise-level relationships across multiple buying centers for a multi-million-dollar book of business.
• Demonstrated track record of achieving retention and growth targets.
• Proven business development and value-based selling capabilities.
• Strong business acumen, operational and analytical skills. Ability to understand complex business environments, structures, drivers and manage your book like a business.
• Ability to cultivate productive client relationships with a variety of buying personas.
• Experience developing strategic account plans aimed at creating demand.
• Ability to think strategically and execute tactically. Well-developed strategic thinking and problem-solving skills.
• Sales cycle and negotiation expertise.
• Exceptional verbal and written communication skills as well as effective and persuasive presentation skills.
• Ability to travel as needed.
• This is a hybrid role; in-office days are Tuesday, Wednesday, Thursday

Preferred Experience, Skills, and Education

• Bachelor’s degree
• SaaS sales experience
• Well experienced with Salesforce