Enterprise Account Manager

This is a fully remote position, open to applicants in New York.

📋 Description

• Retain and enhance client expenditure with MRI by targeting whitespace opportunities, identifying and justifying cost-effective solutions, negotiating, and finalizing opportunities within a designated territory.

• Lead and oversee the entire sales process - identifying clients' needs, fostering and maintaining customer relationships, conducting software demonstrations, negotiating, and concluding opportunities within a designated territory.

• Serve as an “industry expert,” advising clients on their unique and critical business challenges as well as strategic initiatives.

• Conduct software demonstrations and promote MRI at industry conferences and trade shows.

• Focus on major accounts and designated “at-risk” accounts to enhance both account and Annual Recurring Revenue (ARR) retention for the organization.

• Collaborate with and mentor the sales team to exchange ideas, knowledge, account management insights, and new business development strategies.

• Generate new business by capitalizing on existing relationships, prospecting, performing market analysis, and selling the company’s software and service offerings.

• Expand relationships widely, including at the executive level, to facilitate the growth of our client base and create strong, referenceable clients.

• Meet or surpass the assigned annual sales quota by increasing revenue within the designated strategic account base.

• Mitigate client at-risk levels and maintain or increase client expenditures.

• Sustain relationships with existing customers through regular interaction, at least quarterly.

• Promptly escalate concerns and issues to the Manager.

• Identify and comprehend a client or prospect’s critical business needs and how they align with MRI's solutions and services.

• Deliver sales presentations to prospects, including product demonstrations.

• Develop and execute strategic sales plans to proactively identify and sell new opportunities.

• Manage the sales and contracting process, which includes creating written price quotes, responding to information requests, delivering presentations and product demonstrations, and conducting simple sales negotiations; escalate to the Manager for additional support as needed.

• Collaborate cross-functionally to ensure customer satisfaction in areas such as implementation, support, pricing, and invoicing.

• Analyze and control expenditures to adhere to budgetary constraints.

• Design and propose sales and marketing programs, setting both short and long-term sales strategies for targeted prospects.

• Monitor and assess the activities and products of competitors.

• Prepare and submit sales reports detailing sales volume, potential sales, and areas of proposed opportunity, including prospects for the region.

• Represent the company at trade association meetings to promote products, participate on panels, and act as a comprehensive industry expert.

• Perform all other duties and responsibilities as assigned.

⛳️ Requirements

• 7 or more years of strategic sales or related experience in the commercial, multifamily, or investment real estate industry.

• The ideal candidate should have experience in managing a territory and/or client relationships within the real estate/property management industry, with a minimum of 10 years of robust work experience.

• Bachelor’s degree in business, marketing, or a related field, or equivalent training in business or sales management, along with 7 - 10 years of sales experience.

• Required experience in software sales and/or knowledge of the Real Estate industry, coupled with the ability to network within the industry.

• Familiarity with products, software pricing practices, sales skills, personal computers, and various software applications is advantageous.

• Proven track record of successfully closing new business over an extended period, exceeding sales targets, and demonstrating software to potential users.

• Marketing-oriented with the capability to formulate effective marketing strategies to outperform competitors.

• Strong understanding of end-user business and issues, or the ability to apply unrelated knowledge to the Real Estate Industry.

• Capability to persevere through rejection to achieve results.

• Demonstrated knowledge of computer systems, including web technologies, CRM, employee self-service, and a general understanding of larger business system applications.

• Planning skills to determine and fulfill departmental objectives.

• Proficient verbal and written communication skills with the ability to create and deliver impactful presentations.

• Exceptional time management, communication, decision-making, interpersonal, presentation, and organizational skills.

• Ability to function in a fast-paced environment with multiple high-level priorities.

• Must reside in the assigned territory and be capable of working from a remote home office.

• Willingness to travel out of town as required.

🏝️ Benefits

• 401K with matching contributions.

• Health Insurance Plan Options.

• Dental Insurance Plan Options.

• Vision Insurance Plan Options.

• Paid Time Off.

• Paid Holidays.

• Tuition Reimbursement.

• Unique perks including a wedding limo, giveaways, holiday-themed celebrations, service awards, and much more...