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Enterprise Account Manager
Updated on 12/9/2022
Locations
North Carolina, USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Marketing
Sales
Salesforce
Communications
Requirements
  • 8 years of sales experience in a SaaS solution-based sales environment, including 5+ years of Account Management experience
  • Experience with Salesforce (SFDC), Outreach, and ZoomInfo a plus
  • Must be revenue-focused with exceptional execution skills and determination to improve the revenue opportunity for Skilljar
  • Outstanding customer empathy. Understanding the way to drive revenue is to uncover customers' largest problems and positive business outcomes, then clearly articulate our defensible differentiators
  • Motivated by driving new business opportunities while encouraging customer relationships
  • Excellent communication skills - with customers, leadership, and cross-functional teams of all levels
  • Ability to problem-solve on the fly and work cross-functionally to execute on solutions quickly and effectively
  • Results-driven and resourceful. Someone who will continuously test and iterate on their approach
  • Kindly assertive. Isn't afraid to level-set expectations with customers or ask for their business
Responsibilities
  • Manage a book of business to minimize churn, negotiate renewals, and expand business where appropriate
  • Own business level strategy and partner with Customer Success Managers on program level strategy
  • Establish and cultivate the executive relationship and drive connections with all critical team members within an account
  • Assess and surface at-risk customers and partner with CSMs to develop a strategic plan of action to mitigate retention risk
  • Facilitate Quarterly Business Reviews along with CSMs and provide strategic insights driving business impact
  • Monitor and identify adoption and utilization trends, provide recommendations based on risk and customers' business needs
  • Conduct a whitespace analysis (products, departments, divisions, use cases) and determine total opportunity within a named account base
  • Prospect within book of business to build new opportunities within new divisions, teams, subsidiaries, parent companies, etc
  • Maintain updated pipeline and sales stages based on entry and exit criteria in Salesforce
  • Log all customer activity in CRM ensuring high integrity on customer record keeping
  • Use internal Customer champions and relationships to identify new opportunities, including referrals when applicable
  • Build account plans with timelines that will translate to customer value, renewals, expansion, and referrals
  • Identify and navigate the procurement, legal, and contracts process, budget process, spending limits, procurement thresholds, and sole source options
  • Work closely with the Marketing team to drive Account-Based Marketing strategy and automation workflows where applicable
Skilljar

51-200 employees

Enterprise customer training platform
Benefits
  • Comprehensive medical coverage
  • Flexible PTO
  • Remote work option
  • 401k
  • Stock options
  • EAP
  • Monthly technology reimbursement
  • Home office reimbursement
Company Core Values
  • Customer focus
  • Continuous learning
  • Ownership