Strategic Account Manager

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

📋 Description

• Identify migration opportunities from legacy or competitor systems to vCAD/vRMS.

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

• Carry out Core Viability Assessments for clients using only Enterprise products to determine upgrade pathways.

• Spearhead organized RFP responses, discovery meetings, and strategies for competitive displacement.

• Utilize MEDDPICC for thorough deal qualification and advancement.

• Implement Challenger Sale methodologies to reveal customer pain points, offer new insights, and customize solutions that address critical issues.

• Concentrate on major accounts and foundational systems to build enduring partnerships.

• Create and implement strategic account plans to foster whitespace growth and establish multi-year relationships.

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

• Shape the product roadmap using customer feedback and market intelligence.

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

• Monitor MEDDPICC checkpoints and Challenger behaviors for ongoing enhancement.

⛳️ Requirements

• 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 frameworks.

• Proven track record in managing complex, multi-stakeholder deals in the Public Safety SaaS sector.

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

• Proven capability to develop, manage, and execute long-term account strategies.

• Highly adept at engaging with senior decision-makers and fostering alignment and consensus among varied stakeholder groups.

• Demonstrated success in consistently achieving sales targets and building/growing pipelines in new territories.

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

🏝️ Benefits

• Competitive compensation

• Incentive plans or discretionary performance bonuses