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