Strategic Account Manager

This role is a key member of our Sales team, reporting to the CRO. The main responsibilities for this role are retaining, renewing and growing a book of business. This is executed by developing long-term relationships and connecting with key business executives and stakeholders with the goal of expanding our presence in the video content management market.

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JOB SPECIFIC STANDARDS

Essential Functions
• Achieve quarterly sales targets and solution mix targets
• Proficiency in presenting EMS products and solutions
• Qualify and close sales opportunities
• Field initial prospect calls
• Outbound calls for prospecting within existing client base
• Research markets and sales opportunities
• Assist in sales proposal development and writing of customer proposals
• Create and deliver sales presentations
• Create and maintain sales status of all prospects
• Maintain current account, contact and opportunity history in Salesforce
• Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations.
• Build and manage a robust pipeline of new and upsell enterprise accounts in Salesforce with a high degree of forecast accuracy and visibility into account activity.
• Effectively identify use cases for a software solution and build a compelling business case tailored to the prospect.
• Exercise sound business judgement, creativity and resourcefulness in the pursuit of strategic accounts.
• Develop a thorough knowledge of a complex technology platform and ability to launch into a demo with the end user in mind.
• Performs other duties as required

Secondary Responsibilities
• Coordinate and participate in trade shows as appropriate
• Arrange and execute Demonstration Days at client sites
• Assist in other promotional opportunities as developed
• Work closely with all sales team members, marketing team and customer support team

SKILLS AND ABILITIES:
• Proven success in prospecting, qualifying and closing sales
• Experience managing pipeline, forecast, and executing sales process
• Demonstrable executive level presence and communication skills
• Self-motivated team player who has fresh ideas and thrives on team success
• Self-starter who takes the initiative to get things done
• Good organizational skills
• Teamwork and integrity
• Good writing skills, good phone manner and interpersonal skills
• Reliable, time and deadline conscious
• Up to 75% travel required

EDUCATION AND EXPERIENCE:
• CRM experience required
• Bachelor's degree or equivalent
• Experience with Salesforce.com is a plus
• 3+ years’ experience in education technology, healthcare, or software sales is a plus
• Proficient in MS Word, Excel, PowerPoint and Teams
• Experience being responsible for customer retention and renewal in a SaaS environment

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