Diligent Corporation
Account Manager I, Public Sector
Diligent Corporation, Washington, District Of Columbia, United States, 20599
Account Manager I, Public Sector
The Account Manager I in our Mission-Driven Organization is focused on leading new sales in the public sector (K-12, community colleges, and local government). This individual will join an elite team of sales professionals who are intellectually curious, act as consultative advisors and are results driven. The Account Manager I is empowered to lead their territory and is responsible for exceeding new bookings revenue targets, driving year-over-year growth and defined OKRs. Success in this role stems from territory attack planning, strategic account management and strong solution-selling skills. Key Responsibilities Lead sales with a consultative approach and Challenger mindsight. Design and execute territory attack plans to expand market share, exceed revenue targets and drive YoY growth. Build strong sales pipeline, from both marketing lead generation and self-prospecting efforts. Lead with a disciplined sales process and management resulting in a predictable sales engine. Ownership of territory through personal brand, awareness and thought leadership. Achieve defined OKRs (Objective and Key Results). Exceed new bookings revenue targets. Area of Focus Develop an expert knowledge in Diligent's public sector industry SaaS offerings. Apply the Challenger sales methodology during the sales process. Understand customer needs and help develop solutions through the Company's offerings. Utilize MEDDICC qualification framework throughout the sale process. Present Diligent's solutions via in-person and web demonstrations. Research and understand the market for Diligent's solutions, including competitor analysis to ensure client retention. Prospect new leads to supplement inbound enquires and build upgrade pipeline. Maintain detailed records in Salesforce and strong forecasting. Leverage sales tools such as Gong.io, Salesforce, LinkedIn Sales Navigator, SalesLoft, and Outreach to continually improve skills and development. Effectively leverage company resources in supporting sales and campaigns. Provide constant feedback on product, design, marketing, and customer/market behaviors to support our innovation and delivery of leading solutions and experiences for our customers. Required Experience/Skills Minimum 2 years SaaS sales experience with a demonstrated track record of exceeding revenue targets. Excellent prospecting skills and experience with outreach campaigns and cold calling. Experience managing a sales pipeline and leading multiple opportunities simultaneously. Comfort applying Challenger Sales principles during a sales process. Proven ability to take complex problems and deliver simple solutions. Outstanding communication and presentation skills, both verbal and written. Familiarity with modern sales engagement and automation tools such as LinkedIn Sales Navigator, SalesLoft, and Salesforce. Bachelor's degree or equivalent.
The Account Manager I in our Mission-Driven Organization is focused on leading new sales in the public sector (K-12, community colleges, and local government). This individual will join an elite team of sales professionals who are intellectually curious, act as consultative advisors and are results driven. The Account Manager I is empowered to lead their territory and is responsible for exceeding new bookings revenue targets, driving year-over-year growth and defined OKRs. Success in this role stems from territory attack planning, strategic account management and strong solution-selling skills. Key Responsibilities Lead sales with a consultative approach and Challenger mindsight. Design and execute territory attack plans to expand market share, exceed revenue targets and drive YoY growth. Build strong sales pipeline, from both marketing lead generation and self-prospecting efforts. Lead with a disciplined sales process and management resulting in a predictable sales engine. Ownership of territory through personal brand, awareness and thought leadership. Achieve defined OKRs (Objective and Key Results). Exceed new bookings revenue targets. Area of Focus Develop an expert knowledge in Diligent's public sector industry SaaS offerings. Apply the Challenger sales methodology during the sales process. Understand customer needs and help develop solutions through the Company's offerings. Utilize MEDDICC qualification framework throughout the sale process. Present Diligent's solutions via in-person and web demonstrations. Research and understand the market for Diligent's solutions, including competitor analysis to ensure client retention. Prospect new leads to supplement inbound enquires and build upgrade pipeline. Maintain detailed records in Salesforce and strong forecasting. Leverage sales tools such as Gong.io, Salesforce, LinkedIn Sales Navigator, SalesLoft, and Outreach to continually improve skills and development. Effectively leverage company resources in supporting sales and campaigns. Provide constant feedback on product, design, marketing, and customer/market behaviors to support our innovation and delivery of leading solutions and experiences for our customers. Required Experience/Skills Minimum 2 years SaaS sales experience with a demonstrated track record of exceeding revenue targets. Excellent prospecting skills and experience with outreach campaigns and cold calling. Experience managing a sales pipeline and leading multiple opportunities simultaneously. Comfort applying Challenger Sales principles during a sales process. Proven ability to take complex problems and deliver simple solutions. Outstanding communication and presentation skills, both verbal and written. Familiarity with modern sales engagement and automation tools such as LinkedIn Sales Navigator, SalesLoft, and Salesforce. Bachelor's degree or equivalent.