Associate Account Manager (Remote)

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Requirements:

• 1+ years demonstrated success in an Account Management capacity or similar role with a focus on negotiating services contracts or relevant SaaS sales experience.
• Experience using SFDC, Gong, Outreach, G Suite, Clari, Catalyst.
• 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 customer 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 large number of emerging Drata customers
• Maximize account growth and mitigate risk by integrating with the account team and processes
• Execute established win/win negotiation strategies for account contract renewals that improve contract value while protecting and enhancing the customer relationship
• Based on framework provided to create, manage and close upsell/cross-sell opportunities on and off cycle
• 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 through accurate forecasting
• Communicate risk clearly and collaborate with leadership on developing resolution strategies
• Deliver a strong value narrative helping our customers understand the ROI they receive from Drata