Sales Account Manager – Strategic Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage the commercial relationship for a portfolio of established strategic accounts, which includes state police, large municipal police departments, county and regional dispatch centers, and multi-agency programs.

• Create account plans that align each customer's current Versaterm usage with the complete product ecosystem, identifying high-value opportunities for expansion.

• Propel upselling and cross-selling efforts for additional products, modules, agencies, and subscription tiers within the existing customer base.

• Lead discussions on renewals and expansions, structuring pricing and bundles that enhance customer value and increase recurring revenue.

• Establish and nurture executive relationships with chiefs, sheriffs, CIOs, dispatch directors, and other elected or appointed decision-makers.

• Navigate public-sector procurement processes for additional purchases, addressing funding sources, council or board approvals, cooperative purchasing vehicles, and contract modifications.

• Collaborate with implementation, customer success, support, product, marketing, and contracts teams to ensure customer satisfaction and uncover new opportunities.

• Coordinate with the SAE team to ensure a smooth transition for new customers and continued support post go-live.

• Accurately forecast and maintain disciplined pipeline management and CRM practices.

• Represent Versaterm at customer locations, user groups, and industry conferences, requiring regular travel.

⛳️ Requirements

• A minimum of 12 years of enterprise software sales or account management experience, preferably in public safety, government, or another complex, long-cycle market.

• A demonstrated history of increasing revenue within existing accounts via upselling, cross-selling, and renewals, consistently meeting or surpassing sales quotas.

• Ability to articulate the value of a multi-product portfolio while aligning it with the operational and budgetary realities of customers.

• Familiarity with public sector purchasing processes, including funding, approvals, and procurement methods.

• Credibility with leaders in law enforcement, dispatch, or public safety; existing relationships in this field are a significant advantage.

• Experience with CAD, RMS, or related public safety technology is highly desirable.

• Strong executive presence, negotiation abilities, and effective written and verbal communication skills.

• Willingness to travel up to 50% of the time.

• Candidates must successfully complete a comprehensive fingerprint-based background check.

• Compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy is mandatory.

• Obtaining and maintaining all necessary security clearances is a condition of employment.

🏝️ Benefits

• Comprehensive benefits package.

• Certain roles may qualify for variable compensation options such as incentive plans or discretionary performance bonuses.

• Accommodations are available upon request throughout all phases of the recruitment process.