Strategic Account Manager

Job Description:

Elite is seeking an experienced and customer-focused Strategic Account Manager to join our high-growth SaaS company. As a Strategic Account Manager, you will be responsible for managing and growing relationships with our most strategic customers and prospects. Your primary focus will be on driving conversion, expansion, and renewals within this strategic portfolio.

What You’ll Do:

Client Relationship Management:

• Develop and execute strategic account plans. Collaborate with cross-functional teams to align on goals, objectives, and quarterly business reviews.
• Develop and maintain deep relationships with key decision-makers and stakeholders within our named accounts.
• Serve as the primary point of contact for customers, ensuring high levels of satisfaction and engagement.
• Understand client business goals, challenges, and industry trends to effectively position Elite's solutions.
• Visit client sites when necessary to maintain client relationship and close expansion deals.

Sales and Account Growth:

• Identify opportunities to upsell and cross-sell Elite’s products and services, focusing on transitioning from on-premises to cloud solutions.
• Develop and execute strategic account plans to drive revenue growth and achieve sales targets.
• Exceed quarterly and annual quota targets and KPIs based on sales to new Elite customers while developing and building a strong client base.
• Effectively prospect to uncover new sales opportunities within the assigned territory and build strong, valued relationships with law firms.
• Manage complex sales cycles and effectively present the value of our applications to attorneys, finance professionals, and C-level executives of law firms and organizations.
• Collaborate with technical teams to design and present customized solutions that meet client needs.

Solution Expertise:

• Maintain a comprehensive understanding of Elite’s product portfolio.
• Stay updated on the latest industry trends, competitive landscape, and emerging technologies.
• Provide product demonstrations, conduct workshops, and deliver presentations to showcase the value of Elite’s solutions.

Collaboration and Teamwork:

• Work closely with internal teams, including technical specialists, marketing, and customer support, to ensure seamless service delivery and customer satisfaction.
• Coordinate with partners and third-party vendors to integrate and implement comprehensive solutions.

Reporting and Analysis:

• Track and report on sales performance, customer feedback, and market insights.
• Use CRM tools to manage account information, track opportunities, and forecast sales.

What You’ll Need:

• Degree in Business, Sales, Marketing, Communications, Information Technology, Computer Science, Law, or Finance.  MBA preferred.
• 7-10 years selling SaaS ERP/financial applications software and must include previous success managing relationships with highly strategic customers.
• Results-oriented mindset with a focus on exceeding targets in SaaS-based sales.
• Ability to hunt up-market and extensive experience with self-generating new business.
• Experience selling sophisticated SaaS software into C-Level suite, preferred in the legal industry.
• Ability to thrive in a fast-paced and high growth business environment.
• Excellent communication (written, oral) and presentation skills (in-person, virtual).
• Experience working with ROI, cost modeling, and other quantitative techniques to educate and persuade potential buyers.
• Excellent organizational, prioritization, and time management skills.
• Experience with Salesforce.com.
• An understanding of the legal marketplace, its unique business culture, processes, value drivers and business operations.

Benefits:

• Competitive Compensation Package ($125,000 - $150,000 base salary + variable)
• Comprehensive Healthcare Coverage (Health, Dental, Vision)
• Retirement Savings Plan with an Employer Contribution
• Professional Development Opportunities
• Time Off
• Wellness Initiatives