Account Manager

Account Manager

Requirements

• Bachelor’s degree in a relevant field or the equivalent work experience
• At least two years of either sales lifecycle management, account management, or customer success experience, preferably in a SaaS environment
• Ability to navigate complex networks within an organization
• Strong business acumen to drive transformation and customer outcomes with a complex software
• Experience demonstrating value realization in a product, platform, or service
• Negotiation skills
• Project management skills
• Effective problem-solving skills
• Effective time management and prioritization skills
• Ability to synthesize data from multiple sources to make a decision
• Have a deep understanding of sales operations, sales team strategies, methodologies and KPI’s
• Knowledge of various sales methodologies to apply them to customer usage of the Outreach platform
• Ability to influence decisions without direct authority
• Strong financial acumen to be able to showcase metrics and potential ROI
• Ability to manage and navigate complex renewals and expansions sales cycles (up to 4 months)
• Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
• Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience
• Effective active listening skills, with a desire to seek to understand
• Executive presence, strong interpersonal skills, strong emotional intelligence and empathy
• Team player with a high sense of drive and initiative to keep opportunities moving forward

Responsibilities

• Manage a high volume of accounts with proactive engagement to drive customer value and adoption.
• Develop and build territory strategy plans using multiple data points from various sources to drive adoption, utilization, and customer sentiment.
• Manage the renewal, expansion, and cross-sell attachment of current Outreach customers at high rates to protect revenue retention.
• Build partnerships with your customers to realize value, adoption, and business process optimization of the Outreach platform.
• Apply successes, best practices, and learnings from the experiences of Outreach customers to apply those to consulting with other customers
• Partner with and influence key stakeholders on how best to achieve customer goals, removing roadblocks where necessary; this can range from product adoption, prioritization, or technical [handled directly or in partnership with internal teams]
• Apply basic technical proficiency to troubleshoot issues independently and collaborate with technical teams, as needed.
• Engage with operations teams and multi-thread within accounts to reach key decision makers.
• Support the onboarding process by coordinating internal resources and aligning with clients to ensure a seamless and high-quality implementation.
• Update and manage systems of record, including Outreach, Salesforce (SFDC), and other relevant tools, to ensure data accuracy and support effective client relationship management.
• Identify risks or barriers to client health, and provide targeted mitigation strategies to get the client ‘back to green’
• Forecast renewals and expansion pipeline with high level of accuracy using Outreach’s forecast methodology.
• Act as the primary point of contact/the face of Outreach for your customers. Assist them when navigating product training, strategic guidance, best practices in the platform, and selling expertise.
• Prioritize multiple projects at the same time, managing several internal / external stakeholders who have varying priorities ranging from business, technical, and organizational
• Stay abreast of sales and revenue trends to increase your credibility in the industry, e.g. going to industry events, subscribing to blogs/podcasts, reading books, researching case studies
• Perform other duties as assigned.

Preferred Qualifications

No preferred qualifications provided.