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Company

Highspot · 2 days ago

Strategic Account Manager - Remote

United States

Full-time

Remote

Senior Level, Lead/Staff

$122K/yr - $148K/yr

12+ years exp

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Responsibilities

Lead relationship and revenue expansion for our largest Strategic and Enterprise customer accounts.

Own the development of customer-level strategies designed to consistently reinforce Highspot value to economic buyers and influencers to retain and grow your assigned book of business.

These account planning activities include cross-functional collaboration and partnership with other key customer-facing functions like Solution Consulting, Customer Success Management, and Professional Services, as well as senior Highspot executives.

Actively participate in creating and delivering highly impactful and valuable Customer Business Reviews on a regular cadence.

Carry an aggressive revenue retention quota and own all facets of the renewal cycle.

Carry an aggressive expansion quota and be responsible for upselling and cross-selling Highspot products into the customers in your assigned book of business.

Map out and navigate complex customer organizations to identify key stakeholders and new or expansion opportunities.

Build and maintain relationships with key customer executives and stakeholders across our core target personas - Sales, Revenue Operations Marketing, and Sales Enablement.

Establish and maintain multi and power-threaded relationships across every customer in your book of business.

Represent the customer back to Highspot through clear communication and administrative updates to CRM, forecasting, and other tools used to manage our business.

Qualification

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Strategic Account ManagementRevenue GrowthSaaS Agreement StructureCustomer Relationship ManagementSalesforceHighspotTableauClariBusiness AcumenProspecting Skills

Required

Proven track record of meeting and exceeding revenue targets; you are highly results oriented and reliably deliver on expectations.

12+ years of experience successfully selling, expanding and renewing large Strategic and Enterprise Customers.

Proven track record of selling and managing large, multi-product, multi-million dollar customers.

Experience managing a diverse set of customer stakeholders ranging from C-level to manager with 20+ stakeholders per account. Ability to establish new relationships with key target contacts.

Deep understanding of SaaS agreement structure and how to position proper new sale, expansion and renewal arrangements, and how to effectively work with Highspot and customer legal counsel.

Experience interfacing closely with executive leaders and leading a diverse set of cross-departmental internal stakeholders to execute account strategy.

Proven ability to stay organized, prioritize well, and manage time effectively in fast-paced, ever-changing environments.

Demonstrated ability to successfully prospect into an installed customer base and successfully identify advance, and close new and expansion business.

Ability to clearly articulate business value, impact, and ROI.

Ability to strategically plan with customers, mapping complex business objectives to product use cases.

Ability to effectively manage customer opportunities and risks.

A desire to improve your organization and those around you.

Strong executive presence.

Strong business acumen.

Ability to work independently as well as part of a team in a fast-paced, rapidly evolving environment.