Position Overview:
The Account Manager in our Mission-Driven Organization is focused on leading clients through a software solution upgrade/migration sales process. The Account Manager will be responsible for a defined client base (list) who have been designated with a Continuity Brand. They will collaboratively design and execute a strategic plan to successfully upgrade each client and drive new revenue.
This individual will help us realize our vision of building an elite team of sales professionals who are intellectually curious, act as consultative advisors and are results driven. The Account Manager is empowered to lead their business and is responsible for both revenue retention and expansion (net new revenue) via an upsell and cross-sell motion. This position requires a strong focus on planning, operational excellence, communications, and solution-selling.
Role and Responsibilities:
- Exceed targets for gross upgrades, revenue retention, and expansion sales.
- Lead with a disciplined sales process and management resulting in a predictable sales engine.
- Effectively forecast upgrade/migration sales and bookings.
- Lead sales via a consultative advisor approach by utilizing Challenger and Command of the Message sales methodologies.
- Lead sales activities from client outreach to product demonstrations and webinars to sales meetings culminating in deal closing.
- Effectively leverage company resources and collaborate with cross-functional teams to continually drive performance and success.
- Establish rapport and trust with clients, position the benefits and positive outcomes of upgrading to a new software solution.
- Establishes expertise in Diligent products’ and our clients organization and business.
- Maintain in-depth understanding of competitive conditions, industry practices, market opportunities, and partner requirements.
- Accurately record activity in sales systems, ensure accurate reporting of sales and upgrade/migration opportunities, and keep leadership well informed.
- Work closely with key stakeholders to evaluate business needs and foster innovation.
- Provide constant feedback on product, design, marketing, and customer/market behaviors to support our innovation and delivery of leading solutions and experiences for our customers.
Required Skills & Experience:
- Excellent communication and interpersonal skills, including verbal and written.
- Ability to write professional, articulate and compelling business letters and proposals.
- Ability to effectively interact and lead discussions via phone, video and in-person.
- Excellent formal presentation skills before small and large groups.
- Excellent sales, account management and customer relationship management skills.
- Proven track record of consistently exceeding defined sales targets.
- Successful client-facing new logo or expansion sales background within SaaS industry.
- Excellent organizational and time management skills.
- Highly motivated, self-driven, and results oriented.
- Strong analytical, problem solving, and conceptual skills.
- Ability to prioritize, organize, and focus on results in a fast-paced environment.
- Estimated travel of 25-40% required for business meetings, client meetings and/or conferences.
- Proficient with Microsoft Office Suite and Salesforce.
- Ability to quickly upskill in product and feature knowledge in order to project sales credibility.
