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Account Manager (SaaS)

Location: San Antonio, TX

Post Date: 10/09/2020

5 openings all direct hire NO C2C Must have experience with SaaS This is a Farming sales role as opposed to a hunter role

a leader in virtual events software, has an exciting opportunity for an Account Manager (AM) to nurture and grow the relationships with our clients. In this role, the Account Manager will be the primary driver of new sales and services to existing customers and is responsible for maintaining relationships and favorable contacts with current and potential accounts. The Account Manager engages and executes complex software and solution sales to customers, and performs a variety of tasks from account leadership, RFP response, presentation, demos, consulting, and sales leadership.

ESSENTIAL DUTIES AND RESPONSIBILITIES

· Develop strategic relationships with customers to deliver maximum value for the customer and us. Ensure customers take full advantage of all features and services resulting in strong customer health and retention

· Partner with members of our Executive Leadership Team to build and maintain customer executive level relationships

· Uncovers and qualifies new programs and use cases

· Ensures renewal of products within several assigned accounts to meet renewal and uplift targets

· Seek to up-sell existing revenue and cross-sell opportunities of all product lines into new buying centers

· Develops knowledge of the strategic/competitive/social/political/economic/legal/technical issues that the customer faces and positions our solution as the solution of choice

· Develops and executes strategies aligned with the customer

· Manages the sales cycle, marshalling and utilizing the expertise of internal specialists or experts where appropriate. Manages key meetings and proposal-stage negotiations

· Maintains regular contact with assigned customers and provides performance feedback to our management where appropriate

· Prepares and manages QBR and T2T meetings

· Thorough completion of RFI, RFQ and RFPs expected

· Maintains records (HubSpot) of lead generation campaigns, sales calls, visits, appointments, pipeline, and forecasts to provide timely information

· Investigate and analyze customer data to identify ways to improve customer usage of our products and services and minimize risk of customer cancellations

QUALIFICATIONS AND REQUIREMENTS

· 5+ years of relevant experience in a customer-facing customer success, account management or strategic consulting organization. SaaS experience a benefit

· Bachelor’s degree required

· Proven track record of successfully developing and managing customer relationships, including C-level relationships within our organization and the client organization

· Experience with delivering technology remote demo

· Demonstrated ability to develop and maintain effective account plans

· Excellence in problem solving and ability to develop action plans to resolve problems and issues

· Proven ability to generate revenue, exceed quota, and renew software subscriptions

· Forecast and track key account metrics

· Negotiate renewal contracts for customer consumption of multiple lines of business within our portfolio

· Demonstrated curiosity, resilience, and endurance

· Familiarity with HubSpot CRM

· Intermediate knowledge of MS Office (Word and Excel) or Google business applications a plus

· Excellent analytical, written, and verbal communication skills

· A self-starter comfortable with sales cycle complexities

· Teamwork oriented attitude


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