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Sr. Account Manager (Strategic) - Remote
What You'll Do
- Lead and manage relationships with our largest, most strategic customer accounts
- Carry an aggressive retention quota and assume sole responsibility for customer renewals
- Carry an aggressive expansion quota and assume sole responsibility for upselling and cross-selling our products
- Build and maintain relationships with key executives and stakeholders. Map out and navigate complex organizations to build new relationships as needed
- Develop and execute a strategy to drive value realization of the Highspot platform, growth, and mitigate/remediate risk. This includes educating and leading internal, cross-departmental resources from leadership down in order to ensure successful execution of our objectives.
- Represent the customer back to the business through clear communication and administrative updates to CRM, forecasting, and other key tools.
- Must be able to travel on-site at least monthly
Your Background
- 8+ years of experience leading Enterprise Customers (Full sales cycle and/or Growth quota-carrying Account Management experience)
- Proven track record of selling and managing large, multi-product, multi-million dollar customers
- Experience managing a diverse set of customer stakeholders ranging from C-level to manager with 20+ stakeholders per account. Ability to establish new relationships where needed.
- Experience interfacing closely with executive leaders and leading a diverse set of cross-departmental internal stakeholders to execute account strategy.
- Proven ability to stay organized, prioritize well, and manage time effectively in fast-paced, ever-changing environments.
- Proven track record of successfully achieving revenue and renewal targets
- Demonstrated ability to successfully prospect into an installed customer base and successfully identify and solidify business and product value
- Ability to clearly articulate business value, impact, and ROI
- Ability to strategically plan with customers, mapping complex business objectives to product use cases
- Ability to effectively manage customer opportunities and risks
- A desire to improve your organization and those around you
- Strong executive presence
- Strong business acumen
- Ability to work independently as well as part of a team in a fast-paced, rapidly evolving environment
- Salesforce, Highspot, Tableau, Clari experience preferred
