Account Manager, National Accounts

Description

POSITION SUMMARY

The Account Manager is responsible for the development and execution of the strategic management plan for one or more National accounts. This includes retention, expansion, sales process execution, account management, business development, ARR attainment and successful Corporate Initiative execution.

ESSENTIAL DUTIES OR RESPONSIBILITIES –

• Attain revenue targets as set by the sales organization
• Execute on the retention and growth of assigned accounts
• Expand and maintain executive-level relationships
• Develop, document and gain agreement on the national account sales strategy
• Generate new contacts, leads and opportunities within assigned accounts
• Maintain a pipeline of qualified, active opportunities and manage them to closure
• Orchestrate internal and external resources throughout the customer lifecycle
• Collaborate with Solution Executives and other functional groups on an organization-wide account management plan and oversee its execution
• Participate in senior-level planning sessions
• Provide detailed account and renewal plans on all assigned accounts
• Partner with Success Management for Quarterly Business Reviews

SUCCESS METRICS:

• Renewal quota attainment
• NOV quota attainment
• Strategic initiative achievement
• Relationship expansion and management
• Retention (account and product level)
• Opportunity creation/pipeline growth/management
• Solution Team engagement
• Sales leadership engagement
• Executive engagement
• Customer satisfaction
• Forecast accuracy

Qualifications

KNOWLEDGE/EDUCATION AND EXPERIENCE REQUIRED:

• Seven to 10 years of sales and/or sales management experience, including three to five years of global or strategic account management experience
• Five to seven years of relevant industry experience
• Five to seven years of relevant product experience

SKILLS REQUIRED:

• In-depth knowledge of global account management best practices – e.g. account planning, account development, executive relationship development, contracting and pricing
• Experience with RFI/RFP processes highly desirable
• Solid computer skills- Office Suite
• Knowledge with CRM tools such as Salesforce
• Use of online demonstration tools (Microsoft Teams)
• Excellent written and verbal communication skills

• ABILITIES REQUIRED:
• Ability to work in a team selling environment.
• Ability to communicate well with all levels of personnel.