Responsive · 13 hours ago
Global Account Manager
United States
Full-time
Remote
Mid, Senior Level, Lead/Staff
$320K/yr - $360K/yr
10+ years exp
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Responsibilities
Achieve or exceed monthly revenue targets
Cultivate and maintain strong relationships with key stakeholders within our Enterprise customers (3000+ employee size).
Serve as the primary point of contact for all strategic and operational matters related to the assigned accounts.
Understand the clients’ business objectives, challenges, and needs, and align Responsive’s solutions to solve those needs effectively.
Drive revenue growth by identifying upsell and cross-sell opportunities within the assigned accounts.
Collaborate with internal teams, including sales, product development, and customer support, to ensure the delivery of exceptional service to clients.
Develop and execute account plans, including strategic account reviews, business reviews, and performance evaluations.
Monitor market trends, competitor activities, and industry developments to identify potential risks and opportunities within the accounts as a true strategic partner.
Negotiate contracts, pricing, and terms with clients to maximize value and profitability.
Adhere to MEDDPICC sales methodology
Map out key players and their goals or motivators in assigned accounts
Establish regular communication with Customers — operational and executive — to ensure Customers are actively utilizing the full functionality of Responsive’s software with a positive user experience.
Visit customers on-site as needed.
Manage the upgrade/renewal process and work with the Contract Department to finalize agreements
Provide senior management with an accurate forecast and risk analysis of all assigned accounts within the team
Remain current on competitive products, RFP processes and account business objectives
Proactively uncover potential sales opportunities through outbound calling, written communication and referrals from technical support/professional services
Drive new product adoption by presenting value-added services
Work closely with the Customer Success team to increase and ensure key customer retention
Normalize product costs and price increases for renewing customers
Other duties as assigned
Qualification
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Required
Bachelor's degree in Business Administration, Marketing, or a related field.
Minimum of 10 years experience in account management, including 5+ years in SaaS with strategic ENT accounts included in managed book of business.
Proven track record of successfully managing large enterprise accounts (3000 seats and above) and driving revenue growth.
Strong business acumen with the ability to understand complex business challenges and develop strategic solutions.
Excellent communication, negotiation, and presentation skills.
Ability to build rapport and establish trust with clients at all levels of the organization.
Highly organized with the ability to manage multiple priorities and meet deadlines in a fast-paced environment.
Willingness to travel domestically and internationally as required.
Must be capable of working on multiple projects concurrently with minimum supervision.
Demonstrated ability to manage a global account base.
Capable of making detailed presentations to large groups of people.
Have a strong work ethic and is able to drive sales efforts independently.
Able to effectively address challenging questions and provide innovative solutions to complex problems.
Preferred
MBA preferred.
Experience responding to RF(x)’s or proposal management is a plus.
B2B sales methodology, MEDDPICC preferred.
Benefits
Competitive Compensation, Company Bonus
401k with company matching
Unlimited professional development and ongoing learning through LinkedIn Learning Solutions
4 weeks of paid vacation, paid sick days, and paid bereavement
4 week sabbatical after 5 years of service
Weekly virtual yoga sessions
Mental Wellness Program (EAP) to support your well-being and self-care
Team events, such as happy hours, off-sites, and team building events
Best-in-class health benefits, company paid for employee and company contribution for family coverage
Company
Responsive
Responsive (formerly RFPIO) is the leader in response management software, transforming how organizations share and exchange information.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$26.5MKey Investors
K1 Investment ManagementBend Venture Conference
2018-07-24Series A· $25M
2016-10-01Seed· $1.5M
Leadership Team
Ganesh Shankar
Co-Founder and CEO
AJ Sunder
Co-Founder, CIO and CPO
Recent News
Company data provided by crunchbase
