Structured Forms AD Account Manager - Remote

DFIN ActiveDisclosure℠ is a financial reporting solution specifically designed for companies to draft, collaborate and finalize SEC disclosures. ActiveDisclosure helps streamline content creation, review and distribution improving efficiency, governance and the overall quality of all financial reports. The ActiveDisclosure Account Manager at DFIN is a member of the sales delivery team for the Active Disclosure product line. Generally, this role is responsible for managing and renewing current customer base and expanding our offering within those existing customers.

The Structured Forms AD Account Manager will report to the ActiveDisclosure Account Management Director. You will serve as a trusted adviser, and Structured Forms Subject Matter Expert (File 16, Form 144, Schedule 13D/ G Filings, etc). This role is responsible for selling, managing and renewing current Structured Forms customer base and expanding our AD offering within those existing customers. 
 

• Grow Structured Forms subscriptions within AD with focus on converting approximately 330 legacy File16 clients, increasing their subscription pricing, expanding their contract and managing the progress through Salesforce (CRM tool).
• Grow Structured Forms subscriptions within AD by leveraging current AD accounts that use other service providers for structured forms and increasing their subscription package.
• Convert File16 law firms and brokerage firms to use Structured Forms subscription for filing on behalf of their clients.
• Retain structured forms accounts by building strong relationships with clients; renew structured form accounts with pricing that is consistent with DFIN and AD strategy.
• Provide ongoing education regarding current and future Structured Forms regulatory requirements.
• Establish a strong and consistent cadence of Zoom or Teams meetings to increase client exposure to AD.
• Work closely and collaborate with Product, Marketing/Sales Ops, Service Delivery and AD sales to ensure client happiness by serving as the voice of the customer.
• Own the Structured Forms Sales Play book on Highspot
• Update Salesforce daily to track activity, client and product insights, account coverage and sales pipeline.
• Build and maintain a strong understanding of the products and services associated with the ActiveDisclosure product line.
• Prepare sales reports and documentation regarding results, opportunities, and challenges in the sales territory. Analyze reports and data to identify new business opportunities.

• Grow Structured Forms subscriptions within AD by prospecting Workiva target accounts using another service provider for structured forms and introducing them to AD.
• Grow Structured Forms subscriptions within AD by prospecting competitive accounts that are not using a SaaS provider for structured forms and introducing them to AD.
• Pursue law firms, brokers, audit firms and public issuers to drive Structured Forms sales.
• Own the entire sales process from qualification to close.
• Collaborate with Capital Markets and AD sales teams to win and retain business.
• Update Salesforce daily to track activity, client and product insights, account coverage and sales pipeline.
• Build and maintain a strong understanding of the products and services associated with the ActiveDisclosure product line.
• Collaborate with the AD Account Manager to build a team for net new and managing Structured forms clients.

• Bachelor's’ degree or equivalent experience required.
• 10+ year sales or account management experience, with 3+ years of SEC experience – sales, service or regulatory service.
• Track record of subject matter expert including SEC regulatory filings knowledge.
• Strong written, verbal and formal presentation (online and group product demos) skills required.
• Ability to effectively present solutions and overcome client objections.
• Proven negotiation and closing skills with an ability to adjust approach in order to fit different buyer motivators.
• Savvy with social selling techniques and channels such as LinkedIn.
• Ability to use insights and data-driven decisions in the sales process.