Account Manager, Enterprise

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Requirements:

• 3-5 years B2B sales experience required
• Experience with solution-selling/consultative selling methodologies
• Experience working to manage a current book of business (i.e. renewals and expansion)
• An uncanny ability to organize and execute in an organized fashion
• Deep understanding of business concepts for large national and international corporations
• Outstanding time management skills and attention to detail
• Ability to navigate commercial discussions across large organizations and matrixed environments
• The ability to establish rapport and deliver compelling, persuasive propositions to an executive level audience
• Excellent phone and writing skills
• Comfort with change management + a start-up appetite to move quickly and try new things
• Understanding of web technology specific to accessibility is a plus
• College degree or equivalent experience preferred

Responsibilities:

• Manage a full retention lifecycle – on-boarding, key check-ins and renewal conversations – in order to drive the highest contract value retention rates possible
• Partner with a customer success manager in order to steer clients down successful paths; as a team, your goal is to help clients on their accessibility journey and maintain high levels of engagement and satisfaction
• Identify areas for growth – namely up-sells from current product subscriptions, cross-sells into new product subscriptions and expansion into new lines of business – and surpass net-retention targets
• Deliver compelling arguments for digital accessibility to a variety of audiences – ranging from front-line to senior/C-suite – via a combination of virtual (i.e. Skype/WebEx) and in-person presentations
• Partner with internal team members (customer success, consulting services and sales engineering) to craft compelling proposals and right-fit solutions that match unique customer use cases
• Consistently meet / exceed monthly, quarterly and annual bookings objectives
• Work in a team environment, collaboratively evolving our process and approach
• Develop and maintain quarterly and annual strategic account plans
• Use Salesforce to manage all aspects of prospect / client communications, activities and tasks
• Apply sales enablement technologies – LinkedIn Sales Navigator, Zoominfo, Seismic and RingDNA – in order to increase share of wallet within account hierarchies