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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