Enterprise Account Manager - Remote Georgia
Archer Integrated Risk Management, Atlanta, Georgia, United States, 30383
Overview
Description Archer is a technology company that provides Integrated Risk Management software solutions to other organizations. The Archer Platform provides a common foundation for organizations to manage IT security risk, regulatory compliance, third party/supply chain risk, and more. Non-technical users can automate processes, streamline workflow, control user access, tailor the user interface, and report in real-time using the point-and click interface to build and manage business applications. Archer has been the leading risk management software platform for over 20 years, through acquisitions by EMC (RSA), Dell, Symphony Technology Group, and Cinven who recently launched Archer as an independent business unit. https://www.archerirm.com/ Job Details
Description Archer is a technology company that provides Integrated Risk Management software solutions to other organizations. The Archer Platform provides a common foundation for organizations to manage IT security risk, regulatory compliance, third party/supply chain risk, and more. Non-technical users can automate processes, streamline workflow, control user access, tailor the user interface, and report in real-time using the point-and click interface to build and manage business applications. Archer has been the leading risk management software platform for over 20 years, through acquisitions by EMC (RSA), Dell, Symphony Technology Group, and Cinven who recently launched Archer as an independent business unit. https://www.archerirm.com/ The Account Manager is responsible for managing, renewing and growing relationships with named, strategic, enterprise accounts across the full suite of Archer’s products and services. These targeted, Fortune 500, accounts are regionally based across a variety of industries. Principal Accountabilities
Account Manager is responsible for retaining existing and winning new business from Executive level buyers and influencers among their named accounts Strategically identifies a territory management approach with focus to growing business with named accounts Develops account presence by creating a high added value working relationship with senior client personnel Understands customers’ business and solutions requirements Territory/account management, including account planning and sales forecasting Customarily and regularly engages with decision makers at client facilities in performing primary duties Leads sales process and utilizes all available resources to manage accounts Skillfully overcomes objections and removes obstacles / eliminates barriers to gain commitment; understands the difference between a stall and an objection Updates CRM tools regularly and in a timely manner, according with company standards. Ensures high forecasting accuracy and consistency Self – starter, ability to leverage resources cross-functionally and maintain white space analysis and execution to drive expansion within existing clients Maintains a strong knowledge of Archer’s products through commitment to ongoing training Understands Software as a Service Business Model Ability to run and control the sales process at every stage through contract signing Works with Partners, Marketing and leadership to service and grow client relationship Maintain 4 rolling quarters pipe coverage adequate given quota and win rates Identifies long-term and short-term sales opportunities. Focuses on sales activities that produce results in the short term as well as the long term Transfers customer information and market knowledge to various cross-functional teams to improve overall development and positioning of offerings within the Archer portfolio Sales growth is attained through new solutions, additional client teams, professional services, and set training sales Principal Responsibilities
Supports ~20 enterprise accounts Gains access and manages relationships with senior level leaders and executives Strong understanding of the Archer product and services portfolio Demonstrated working understanding of risk, compliance, audit, ESG, cyber risk, vendor risk, business continuity domains Converts inbound leads and obtains outbound leads that results in ample 4 rolling quarter pipe coverage Maintains partner, reseller, and distributor relationships Interfaces directly with customers to ensure satisfaction with Archer solutions and services Identifies appropriate products and services to meet the full range of customer needs Identifies cost effective and practical alternatives for the assigned business area by bundling products/service “solutions” to maximize our opportunity while meeting customer’s needs Seen as an expert in a given segment and/or channel Point of contact for escalated issues Other duties as assigned. Skillfully negotiates with others to achieve desired results/meet customer needs Skills
Ability to work in a high-pressure environment Recognized internally and externally as a thought leader on GRC and technology products and services Result-driven mindset with a proven track record of consistently achieving or exceeding sales targets Strong Knowledge of SaaS sales methodologies, best practices, and industry trends. Competence in strategic planning Advanced oral, written, and presentation communication skills to interact with upper leadership, staff, vendors and clients Time management and multitasking skills in order to handle numerous tasks and clients at one Strong organizational skills and attention to detail Microsoft Excel skills Education & Experience
Typically requires 8+ years of field sales experience in an account management / relationship selling role with a bachelor’s degree Demonstrated achievement in complex sales cycles / enterprise software/IT sales Additional Information
About Archer’s Culture and Work Environment: Our people, team collaboration and dynamic leadership is the centerpiece of our great culture and the reason for Archer’s 25 years of success. Over the years, many companies and global organizations have been faced with tough decisions. Layoffs, reorganizations, acquisitions, and mergers. Yet, throughout these challenging times, Archer has exemplified strong innovation and growth and a commitment to our employees. Why is this possible? Collaboration is the key to our success. It inspires great innovation and innovative ideas. It is why Archer's is a household name in the GRC space. Companies, from F500 – F1000, come to Archer first - for our thought leadership and for our ability to meet customers where they are. As we continue to grow and evolve, our focus will remain the same: continue innovating, support our customers and employees and continue driving the risk management industry to new levels. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice at management discretion based on business need. Archer is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Archer are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. Archer will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All Archer employees are expected to support this policy and contribute to an environment of equal opportunity. If you need a reasonable accommodation during the application process, please contact talent-acquisition@archerirm.com. All employees must be legally authorized to work in Country they are applying for. Archer and its approved consultants will never ask you for a fee to process or consider your application for a career with Archer. Archer reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date. Pay Transparency Notice: We’re committed to fair and transparent pay practices. In line with state pay transparency laws, the salary range for this role is available upon request. Please contact our Talent Acquisition team at Talent-Acquisition@archerirm.com for the range and related compensation details. Actual pay may vary based on location, experience, skills, and internal equity.
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Description Archer is a technology company that provides Integrated Risk Management software solutions to other organizations. The Archer Platform provides a common foundation for organizations to manage IT security risk, regulatory compliance, third party/supply chain risk, and more. Non-technical users can automate processes, streamline workflow, control user access, tailor the user interface, and report in real-time using the point-and click interface to build and manage business applications. Archer has been the leading risk management software platform for over 20 years, through acquisitions by EMC (RSA), Dell, Symphony Technology Group, and Cinven who recently launched Archer as an independent business unit. https://www.archerirm.com/ Job Details
Description Archer is a technology company that provides Integrated Risk Management software solutions to other organizations. The Archer Platform provides a common foundation for organizations to manage IT security risk, regulatory compliance, third party/supply chain risk, and more. Non-technical users can automate processes, streamline workflow, control user access, tailor the user interface, and report in real-time using the point-and click interface to build and manage business applications. Archer has been the leading risk management software platform for over 20 years, through acquisitions by EMC (RSA), Dell, Symphony Technology Group, and Cinven who recently launched Archer as an independent business unit. https://www.archerirm.com/ The Account Manager is responsible for managing, renewing and growing relationships with named, strategic, enterprise accounts across the full suite of Archer’s products and services. These targeted, Fortune 500, accounts are regionally based across a variety of industries. Principal Accountabilities
Account Manager is responsible for retaining existing and winning new business from Executive level buyers and influencers among their named accounts Strategically identifies a territory management approach with focus to growing business with named accounts Develops account presence by creating a high added value working relationship with senior client personnel Understands customers’ business and solutions requirements Territory/account management, including account planning and sales forecasting Customarily and regularly engages with decision makers at client facilities in performing primary duties Leads sales process and utilizes all available resources to manage accounts Skillfully overcomes objections and removes obstacles / eliminates barriers to gain commitment; understands the difference between a stall and an objection Updates CRM tools regularly and in a timely manner, according with company standards. Ensures high forecasting accuracy and consistency Self – starter, ability to leverage resources cross-functionally and maintain white space analysis and execution to drive expansion within existing clients Maintains a strong knowledge of Archer’s products through commitment to ongoing training Understands Software as a Service Business Model Ability to run and control the sales process at every stage through contract signing Works with Partners, Marketing and leadership to service and grow client relationship Maintain 4 rolling quarters pipe coverage adequate given quota and win rates Identifies long-term and short-term sales opportunities. Focuses on sales activities that produce results in the short term as well as the long term Transfers customer information and market knowledge to various cross-functional teams to improve overall development and positioning of offerings within the Archer portfolio Sales growth is attained through new solutions, additional client teams, professional services, and set training sales Principal Responsibilities
Supports ~20 enterprise accounts Gains access and manages relationships with senior level leaders and executives Strong understanding of the Archer product and services portfolio Demonstrated working understanding of risk, compliance, audit, ESG, cyber risk, vendor risk, business continuity domains Converts inbound leads and obtains outbound leads that results in ample 4 rolling quarter pipe coverage Maintains partner, reseller, and distributor relationships Interfaces directly with customers to ensure satisfaction with Archer solutions and services Identifies appropriate products and services to meet the full range of customer needs Identifies cost effective and practical alternatives for the assigned business area by bundling products/service “solutions” to maximize our opportunity while meeting customer’s needs Seen as an expert in a given segment and/or channel Point of contact for escalated issues Other duties as assigned. Skillfully negotiates with others to achieve desired results/meet customer needs Skills
Ability to work in a high-pressure environment Recognized internally and externally as a thought leader on GRC and technology products and services Result-driven mindset with a proven track record of consistently achieving or exceeding sales targets Strong Knowledge of SaaS sales methodologies, best practices, and industry trends. Competence in strategic planning Advanced oral, written, and presentation communication skills to interact with upper leadership, staff, vendors and clients Time management and multitasking skills in order to handle numerous tasks and clients at one Strong organizational skills and attention to detail Microsoft Excel skills Education & Experience
Typically requires 8+ years of field sales experience in an account management / relationship selling role with a bachelor’s degree Demonstrated achievement in complex sales cycles / enterprise software/IT sales Additional Information
About Archer’s Culture and Work Environment: Our people, team collaboration and dynamic leadership is the centerpiece of our great culture and the reason for Archer’s 25 years of success. Over the years, many companies and global organizations have been faced with tough decisions. Layoffs, reorganizations, acquisitions, and mergers. Yet, throughout these challenging times, Archer has exemplified strong innovation and growth and a commitment to our employees. Why is this possible? Collaboration is the key to our success. It inspires great innovation and innovative ideas. It is why Archer's is a household name in the GRC space. Companies, from F500 – F1000, come to Archer first - for our thought leadership and for our ability to meet customers where they are. As we continue to grow and evolve, our focus will remain the same: continue innovating, support our customers and employees and continue driving the risk management industry to new levels. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice at management discretion based on business need. Archer is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Archer are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. Archer will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All Archer employees are expected to support this policy and contribute to an environment of equal opportunity. If you need a reasonable accommodation during the application process, please contact talent-acquisition@archerirm.com. All employees must be legally authorized to work in Country they are applying for. Archer and its approved consultants will never ask you for a fee to process or consider your application for a career with Archer. Archer reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date. Pay Transparency Notice: We’re committed to fair and transparent pay practices. In line with state pay transparency laws, the salary range for this role is available upon request. Please contact our Talent Acquisition team at Talent-Acquisition@archerirm.com for the range and related compensation details. Actual pay may vary based on location, experience, skills, and internal equity.
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