Strategic Account Manager

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

📋 Description

• Facilitate the transition of clients from legacy or competing systems to vCAD/vRMS.

• Encourage the use of vMobile applications to improve operational efficiency and enhance officer mobility.

• Perform Core Viability Assessments for clients utilizing only Enterprise products to identify potential upgrade opportunities.

• Oversee organized RFP responses, discovery sessions, and strategies for competitive displacement.

• Implement MEDDPICC for thorough deal qualification and advancement.

• Utilize Challenger Sale techniques to identify customer pain points, introduce new perspectives, and customize solutions to address critical issues.

• Concentrate on major accounts and foundational systems that foster long-term partnerships.

• Create and execute strategic account plans aimed at driving whitespace growth and establishing multi-year relationships.

• Collaborate with internal teams (Solutions Engineering, Customer Success, Marketing) to produce persuasive proposals and presentations.

• Shape the product roadmap through insights gathered from customers and competitive analysis.

• Ensure precise pipeline data and forecasting within the CRM system.

• Monitor MEDDPICC checkpoints and Challenger behaviors for ongoing improvement.

⛳️ Requirements

• A Bachelor's degree in Business, Marketing, Communications, or a related field (or equivalent experience).

• 12-15+ years of relevant experience, with a minimum of 7 years in sales, ideally within a SaaS environment.

• Familiarity with MEDDPICC and Challenger Sale methodologies.

• Proven track record of leading complex, multi-stakeholder transactions in the Public Safety SaaS sector.

• In-depth, strategic understanding of CAD/RMS migrations and mobile application processes.

• Demonstrated capability to develop, oversee, and implement long-term account strategies.

• Highly proficient in engaging senior decision-makers and fostering alignment and consensus among diverse stakeholder groups.

• Proven success in consistently achieving sales targets and developing/growing pipelines in new territories.

• Exceptional interpersonal skills to facilitate complex sales transactions and ensure clarity and transparency throughout the deal cycle or during issue resolution.

🏝️ Benefits

• Competitive salary

• Comprehensive benefits offering

• Variable compensation options, including incentive plans or discretionary performance bonuses