Overview
Description
The Account Manager (AM) is responsible for driving revenue retention and growth within an assigned territory of current Pathify customers. The AM owns the commercial aspects of the customer journey post-contract, including contract renewals, upsells, and cross sells. The AM must be comfortable with building relationships with key contacts across the multiple departments within our client base, account planning and execution, onsite and remote presentations, and collaboration with other members of the Pathify team. Account Managers will bring to the table proven experience quarterbacking multiple internal resources toward success in complex customer engagements. Department:
Sales Location:
Remote/Denver, CO Preferred Compensation:
$58,503 - $105,000 / year Key Responsibilities
Continually build a strong sales pipeline of revenue expansion opportunities Develop and maintain strong relationships with a high level of trust with decision makers and influencers across multiple departments, enabling ongoing revenue generation opportunities Develop and execute an account plan for each customer, including strategy, growth plans, action plans, timeframes, and milestones Responsible for ensuring there is up to date inventory of Pathify products and services for assigned customers Clearly communicate potential use cases and other business concepts needed to create value and attract the attention of the customer Monitor contractual agreements with the customer and initiate renegotiations when appropriate Perform daily customer interaction and engagement Perform modular and use-case specific demos of the Pathify platform to customers Create quarterly plans in partnership with leadership Research trends and discover new opportunities to increase sales Log activities and update pipeline metrics daily Maintain a strong understanding of the Pathify platform, especially focusing on best practices and valuable use cases Other duties as assigned Skills, Knowledge and Expertise
Ability to listen well and communicate effectively orally and in writing with various audiences Capacity to use initiative and independent judgment appropriately while making decisions quickly and effectively Rapid mastery of the technology Willingness to motivate colleagues and teams to work towards shared sales targets and strategies Unflinching devotion to the front end of the funnel, e.g. prospecting for opportunities Entrepreneurial spirit, intellectual curiosity, and persuasive confidence Demonstrated desire for continuous learning and improvement Trust, positivity, patience, and a desire to learn and have fun Ability to use standard office equipment, computer equipment and software, including word processing, database management, spreadsheet applications, and electronic mail Experience with any of the following sales methodologies: MEDDIC, Challenger, SPIN, Solution, Consultative, GAP, Sandler, etc.—a plus Education, Experience and Requirements
5+ years enterprise SaaS software sales experience required Preferred location of candidate is Greater Denver, Colorado or surrounding area Commitment to sales as a career and a science Evidence of consistent above quota production in a similar role Ability to travel occasionally to client sites and conferences as needed Higher Ed technology experience preferred including demonstrated experience selling into the C-suite Start-up professional experience Understanding the value and need of leveraging the CRM to operate your book of business; Salesforce experience preferred Experience with modern sales outreach tools a plus Proven experience managing a book of business of 30+ customers Benefits
401(k) 401(k) matching Dental insurance Flexible spending account Health insurance Health savings account Life insurance Paid time off Parental leave Tuition reimbursement Vision insurance
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Description
The Account Manager (AM) is responsible for driving revenue retention and growth within an assigned territory of current Pathify customers. The AM owns the commercial aspects of the customer journey post-contract, including contract renewals, upsells, and cross sells. The AM must be comfortable with building relationships with key contacts across the multiple departments within our client base, account planning and execution, onsite and remote presentations, and collaboration with other members of the Pathify team. Account Managers will bring to the table proven experience quarterbacking multiple internal resources toward success in complex customer engagements. Department:
Sales Location:
Remote/Denver, CO Preferred Compensation:
$58,503 - $105,000 / year Key Responsibilities
Continually build a strong sales pipeline of revenue expansion opportunities Develop and maintain strong relationships with a high level of trust with decision makers and influencers across multiple departments, enabling ongoing revenue generation opportunities Develop and execute an account plan for each customer, including strategy, growth plans, action plans, timeframes, and milestones Responsible for ensuring there is up to date inventory of Pathify products and services for assigned customers Clearly communicate potential use cases and other business concepts needed to create value and attract the attention of the customer Monitor contractual agreements with the customer and initiate renegotiations when appropriate Perform daily customer interaction and engagement Perform modular and use-case specific demos of the Pathify platform to customers Create quarterly plans in partnership with leadership Research trends and discover new opportunities to increase sales Log activities and update pipeline metrics daily Maintain a strong understanding of the Pathify platform, especially focusing on best practices and valuable use cases Other duties as assigned Skills, Knowledge and Expertise
Ability to listen well and communicate effectively orally and in writing with various audiences Capacity to use initiative and independent judgment appropriately while making decisions quickly and effectively Rapid mastery of the technology Willingness to motivate colleagues and teams to work towards shared sales targets and strategies Unflinching devotion to the front end of the funnel, e.g. prospecting for opportunities Entrepreneurial spirit, intellectual curiosity, and persuasive confidence Demonstrated desire for continuous learning and improvement Trust, positivity, patience, and a desire to learn and have fun Ability to use standard office equipment, computer equipment and software, including word processing, database management, spreadsheet applications, and electronic mail Experience with any of the following sales methodologies: MEDDIC, Challenger, SPIN, Solution, Consultative, GAP, Sandler, etc.—a plus Education, Experience and Requirements
5+ years enterprise SaaS software sales experience required Preferred location of candidate is Greater Denver, Colorado or surrounding area Commitment to sales as a career and a science Evidence of consistent above quota production in a similar role Ability to travel occasionally to client sites and conferences as needed Higher Ed technology experience preferred including demonstrated experience selling into the C-suite Start-up professional experience Understanding the value and need of leveraging the CRM to operate your book of business; Salesforce experience preferred Experience with modern sales outreach tools a plus Proven experience managing a book of business of 30+ customers Benefits
401(k) 401(k) matching Dental insurance Flexible spending account Health insurance Health savings account Life insurance Paid time off Parental leave Tuition reimbursement Vision insurance
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