The Account Manager reports to the Manager, Account Management, and is responsible for driving revenue growth within our existing customer base. You will represent the full breadth of our portfolio to customers in your assigned territory, identifying opportunities to both upsell existing products and cross-sell new products to those customers, and achieving monthly and quarterly sales objectives. This role involves a strategic, methodological approach to account expansion, focused on understanding the evolving needs of our customers and in positioning our solutions to meet those needs.

This is a farming role that requires mastery of the entire sales cycle, including developing new and existing relationships at all levels within our customers’ businesses. You will be responsible for understanding our product offerings and competitive landscape and identifying growth opportunities by building and executing detailed account plans. You will be adept at selling strategies that emphasize the value that products and services deliver in solving customers’ biggest problems.

Key Responsibilities:

• Identify, nurture, and close opportunities to achieve monthly and quarterly new business quotas

• Develop account plans for customers in your territory, contain vision, strategic ideas, and discreet tactics and plays focused on delivering revenue growth

• Partner with the customer success team to align on account retention and growth strategies and ensure customers renew on time

• Develop your relationship as a trusted advisor to each customer in your territory through industry thought leadership, product knowledge and partnership with the sales engineering team

• Build and maintain a pipeline of high-quality cross-sell and upsell opportunities, balancing long-term strategic vision and pipeline breadth with short-to-medium term paths to growth

• Build and maintain relationships with key customer contacts, with a focus on and rapport with executives and targeted personas

• Translate your depth of knowledge on our portfolio of products and services into sales plays and pipeline that uniquely address the business needs of your assigned customers

• Apply value-oriented, solution-selling methodologies and techniques to differentiate us with our customers when comparing to alternatives such as ‘no decision’ or versus competitors

• Continually increase our share of wallet and portfolio footprint to achieve revenue targets

• Participate in marketing events including conferences, social networking, and webinars

• Stay abreast of industry trends and competitor activities to inform account strategy and positioning

Competencies

To perform the job successfully, an individual should demonstrate the following competences:

• Account Management – Expertise in managing and expanding complex customer accounts, with a focus on growth via upsell & cross-sell; experienced at developing account plans to deliver growth

• Communication – Strong verbal and written communication skills, capable of effectively presenting our portfolio and engaging with customers at all levels of their business

• Relationship Building – Skilled at establishing and nurturing strong relationships with key decision-makers within customer organizations

• Analytical – Skilled at using data to inform decisions and improve sales performance

• Team Collaboration – Ability to work collaboratively with other sales team members, marketing, product, and customer success teams to ensure a cohesive customer experience

• Sales Execution – Proven capability to navigate the sales process from start to finish with a high conversion rate

• Mental Agility – Must have a keen intellect and be comfortable with complexity; adept at tackling new challenges and solving problems

Qualifications

• 3+ years of experience in a complex B2B software or SaaS sales environment

• Manufacturing, Distribution, and/or high-growth tech Industry Experience

• Strong account management experience with history of managing and growing high-value customers

• Experience in a Multi-Solution, Multi-Product selling environment

• Knowledge of enterprise-level business practices and buying processes

• Experience successfully closing deals involving multiple stakeholders and agendas

• Experience working within CRM, managing pipeline, forecasting, and quality and accuracy of data and forecasting

• Excellent written and oral/presentation skills

• Ability to engage and demonstrate value at all levels from mid-manager to C level

• Knowledge of the full life cycle of the sales process from prospecting to close

• Ability to problem solve and use consultative selling skills

• Building existing and developing new relationships through ROI analysis, QBRs, Product Roadmap, etc. meetings

• Ability to travel up to 50%