Strategic Account Manager

Who We Are:

At Bandwidth, your music matters when you are part of the BAND.  We celebrate differences and encourage BANDmates to be their authentic selves.  #jointheband

What We Are Looking For:

The Strategic Account Manager is viewed by our large strategic accounts as a trusted partner who is comfortable managing increasingly complex challenges to the finish line for our clients.  The Strategic Account Manager is an individual contributor who is autonomous and accountable for evaluating both opportunities and risks.  This role is proficient in the independent adoption of the ValueSelling framework across all accounts coupled with detailed Account Plans.  The Strategic Account Manager will help us achieve the defined long-term organizational strategic goals, build key customer relationships, identify new business opportunities, negotiate complex business deals, and maintain extensive knowledge of current market conditions. In this role, you will manage a set of large strategic existing clients and ensure they stay satisfied and positive. You will seek opportunities for growth by cross-selling our global and domestic voice, messaging, and e91 solutions and services that meet or predict the customer’s future needs.

What You'll Do:

• Serve as the primary account owner for assigned strategic accounts
• Achieve assigned quota for new revenue growth within an existing set of accounts
• Forecast accurately within +/-3%; provide value and close dates, assess risk, and understand the competitive landscape
• Develop a deep understanding of each customer’s business, the market they serve, and how to help them achieve their primary business objectives
• Build relationships and rapport with customers and internal stakeholders that pertain to your mission
• Master matrix selling and coordinating executive briefing center visits to connect decision makers and c-level executives to relative roles within Bandwidth
• Expand your influence and internal network of  Bandwidth key stakeholders
• Understand how to manage a book of business effectively, including the ability to identify key decision makers, organization mapping, identifying key accounts with opportunities, and deciding where to spend time and where to travel.
• Utilize the ValueSelling methodology to ensure you have qualified opportunities and an agreed upon executable plan that aligns with the client’s top business issue
• Identify new opportunities to cross-sell Bandwidth global voice, messaging, and e911 solutions
• Mitigate risk and maintain competitive contracts
• Present strategic opportunities via Account Plans to leadership on an ongoing basis with an emphasis on quarterly and annual planning
• Leverage product and marketing resources to drive opportunities within accounts
• Drive revenue generation and development of strategic partnerships
• Mentor other Strategic Account Managers
• Serve as a SME on the Strategic Team

What You Need:

• 13+ years of sales and business development experience
• 10+ years of experience managing business development activities with large enterprise customers
• 7+ years of experience managing existing accounts
• Bachelor's degree in business, marketing, or a related field

Bonus Points:

• Significant experience in SaaS, CPaaS, UCaaS, and/or Telecom sales is strongly preferred