Account Manager, Commercial (Remote)

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Requirements:

• 3+ years demonstrated success in an Account Management capacity with a strong focus on negotiating services contracts or relevant SaaS sales experience
• Experience in technology, preferably CRM or SaaS
• Ability to work independently with clear direction and to identify areas of process improvement and efficiency
• Excellent customer management skills; including sales, account management, and customer service
• Demonstrated ability to negotiate, discuss value and understand client needs
• Excellent executive presence and communication skills
• Proactive approach with strong attention to detail and organization
• Team player with a track record of building positive relationships with peers and others within a company

Responsibilities:

• Own the commercial relationship with a number of our smaller Commercial Drata customers
• Maximize account growth and mitigate risk by playing a central role on the account team
• Execute established win/win negotiation strategies for account contract renewals that improve contract value while protecting and enhancing the customer relationship
• Create manage and close upsell/cross-sell opportunities on and off cycle
• Create and deliver a strong value narrative helping our customers understand the ROI they receive from Drata
• Identify customer requirements, uncover roadblocks, and demonstrate strong account management capabilities to secure renewals and drive expansion
• Collaborate with Customer Success, Solution Architects, Marketing and Product as the quarterback of the account team
• Provide executive management with complete visibility to renewal & customer expansion, soliciting executive involvement as required.
• Communicate risk clearly and take the lead in developing resolution strategies
• Develop and maintain strong Executive Buyer (EB) relationships while multithreading into other key executives across the C-Suite, acting as a trusted advisor and strategic partner