Strategic Account Manager

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

📋 Description

• Cultivate and maintain intricate existing accounts while promoting market growth within the assigned region.

• Act as a trusted consultant to clients, providing strategic advice and proactively tackling any challenges or concerns.

• Negotiate renewals of contracts and service agreements, achieving favorable terms that ensure client retention and satisfaction.

• Work in close collaboration with the Marketing Team to maintain a strong lead pipeline and effective lead nurturing strategies.

• Develop and present compelling value propositions to potential clients, emphasizing the unique advantages of our solutions.

• Facilitate joint selling opportunities with partners, utilizing synergies to optimize sales potential.

• Lead pursuit teams for larger opportunities, coordinating efforts for comprehensive client engagement.

• Guide and assist prospects throughout the purchasing process, offering insights and help as needed.

• Formulate and implement a detailed sales plan aimed at exceeding established sales targets.

• Acquire a profound understanding of complex customer needs across operational, business, and technical areas, customizing solutions accordingly.

• Independently create and deliver tailored presentations on Granicus, showcasing its potential to transform public engagement strategies.

• Organize internal resources, including sales support, marketing, and solution consultants, to present persuasive pitches and proposals.

• Manage all sales activities within the designated territory, encompassing prospecting, tracking, opportunity management, revenue forecasting, and contract negotiation.

• Actively seek leads generated through personal initiatives and marketing campaigns, ensuring no opportunity is overlooked.

• Assist in shaping sales strategies in conjunction with the management team, leveraging market insights and client feedback.

• Maintain detailed records of all interactions, activities, and correspondence in our Salesforce CRM system.

• Prepare and present quarterly business reviews to Sales Management, Senior Management, and peers, offering comprehensive insights into sales performance and market trends.

• Be ready to travel approximately 30% of the time to effectively engage with clients and prospects.

⛳️ Requirements

• 3+ years of sales experience in the Public Sector within IT, information services, or business services marketed under a subscription model.

• Proven success in selling through partners, resellers, and/or integrators.

• Effective in prospecting and closing opportunities: Demonstrates a history of successfully identifying and nurturing sales leads through direct outreach and in-person interactions, resulting in successful closures.

• Proficient in utilizing CRM tools: Efficiently uses customer relationship management software to track leads, manage opportunities, and streamline sales processes, ensuring effective follow-up and prospect nurturing.

• Adaptable to fast-paced environments: Thrives in dynamic settings, skilled at managing multiple tasks and priorities under tight deadlines to optimize sales productivity and responsiveness to client needs.

• Client-focused problem solver: Exhibits a genuine passion for helping clients overcome challenges, employing exceptional problem-solving abilities to customize solutions that address their specific pain points and add value.

• Solution-oriented sales methodology: Implements sales processes within a solution-focused framework, prioritizing strong client relationships and delivering persuasive communication to effectively convey value propositions and drive sales results.

• Technology utilization for sales enhancement: Comfortable and experienced in leveraging technological tools and platforms to boost sales effectiveness, utilizing digital resources to streamline processes, gather insights, and engage prospects.

• Navigating complex sales landscapes: Proficient in managing committee-driven sales environments with multiple stakeholders and decision-makers, adept at building consensus and overcoming objections to achieve successful sales outcomes.

• Influencing skills and persuasive communication: Capable of effectively persuading and influencing potential clients to consider our solutions, utilizing compelling arguments and persuasive communication techniques to close deals.

• Interpersonal effectiveness and collaborative relationship-building: Proficient in establishing strong, trust-based relationships with clients and internal teams, fostering collaboration and cooperation to drive successful sales outcomes.

• Strategic thinking and forward-looking mindset: Possesses a proactive approach and strategic mindset, anticipating market trends and client needs to tailor sales strategies for long-term success.

• Strong customer orientation and results-driven focus: Demonstrates a deep commitment to understanding and meeting customer needs, while maintaining a relentless focus on achieving sales targets and delivering measurable results.

• Business acumen: Displays a solid understanding of business principles and market dynamics, leveraging this knowledge to identify opportunities, mitigate risks, and make informed decisions that contribute to sales growth and profitability.

• Success metrics: Proven ability to manage 30 or more active opportunities and achieve sales goals by successfully closing 15 or more opportunities per year.

• Capable of selling deals exceeding $50K as part of a diverse sales pipeline.

🏝️ Benefits

• Flexible Time Off – Take the time you need to rest, recharge, and live your life.

• Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.

• Work From Home Reimbursement – Support a productive home office environment.

• Multiple Health Plan Options – Including a 100% employer-paid plan.

• Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.

• Fitness Reimbursement Program – Stay active, your way.

• On-Demand Mental Health Support – Access to Headspace and other wellness tools.

• Paid Parental Leave – For both birthing and non-birthing parents.

• Traditional & Roth 401(k) – With a generous company match.

• Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.

• Online Learning Platforms – Fuel your professional development.

• Competitive Salary & Bonuses – Your contributions are valued and rewarded.