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. ______________________________________________________________________________ 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 Apply Job!