Account Manager

Overview

The Account Manager will focus on an established list of existing accounts. Your responsibility will be to grow and expand Annual Recurring Revenue (ARR) within existing strategic accounts by partnering strategically across the customer's IT organization, and articulating a clear vision for opportunities in new areas of the customer's business. This is a remote field sales role working with our existing customers.

Responsibilities

• Grow and expand named accounts for the Resilio Active Everywhere Platform by identifying and penetrating new lines of business and decision-makers
  

• Proactively pursues business development opportunities with existing customers to drive further adoption of Resilio within our existing customers

• Identify critical partners (resellers, GSI, solution partners, etc) that are strategic to the customer/prospect, and execute a plan with those partners to grow our presence and relevance in the accounts
  

• Identify strategic needs for Active Everywhere within the customer’s organization and build expert use cases
  

• Be comfortable disrupting customers’ budget cycles, building business cases, and financial justifications for solutions that the customer may or may not have budgeted for
  

• Identify key business leaders and decision-makers across the organization, and build relationships across all levels of the organization
  

• Keep CRM data accurate and up-to-date
  

• Forecast and track key account metrics, renewals , and expansion revenue
  

• Source and develop relationships with all levels within multiple business units of strategic accounts
  

• Drive accelerated revenue growth by identifying potential markets for new and existing products and services in accounts
  

• Connect appropriate internal executives to build strategic relationships, leveraging deep knowledge of customer business and ecosystem (e.g., customers, competitors, partners)
  

• You will also conduct ongoing executive mapping exercises to ensure alignment across key internal and external groups
  

• Ensure that the customer gets maximum value from their investments by driving consumption of the Resilio Active Everywhere Platform
  

• Own customer experience, working with customers as a trusted advisor to solve problems and challenge their thinking to support them in driving growth
  

• Build credibility through an in-depth understanding of a customer’s business, organization, external environment, and industry
  

• Drive collaboration with the wider virtual teams throughout the life cycle of client engagements
  

• Meet overall revenue goals for the accounts assigned to you, forecasting and tracking key account metrics
  

• Maintain full fluency in our products and services and how they are sold to deliver value to strategic customers and the marketplace
  

• Work with channel and alliance partners to maximize growth in joint accounts 
  

• Assist with high-severity requests or issue escalations as needed
  

• The role includes 25% travel, expected to be on-site with customers regularly, and managing enterprise accounts across assigned regions and territories
  

Qualifications

• Understanding of the customer’s business, their market, and industry alongside key decision-makers and influencers in account organization 
  

• Ability to translate customer’s objectives and strategies into relevant value propositions 
  

• Actively participate in the preparation of customer meetings designed for C-level customers
  

• 5-10 years of proven success in enterprise-level technology-related sales or business development (Data Management, Storage Solutions, or Data Infrastructure Solutions) in a business-to-business environment
  

• Experience in driving consumption of existing products and services within existing customers  
  

• Proven success in managing multiple accounts
  

• Excellent analytical thinking and problem-solving skills  
  

• Demonstrated ability to work in a fast-paced changing environment  
  

• Excellent listening, negotiation , and presentation skills  
  

• Ability to think strategically and drive sales transformation programs 
  

• Strong communication skills, able to convey understanding and earn respect from external and internal customers

• BA/BS degree or equivalent experience desired
  

Compensation & Benefits

The salary offered to a candidate may be influenced by various factors, including, but not limited to, the candidate’s relevant experience, education, and work location. In addition, this position is eligible for a 401(k) and paid time off.
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We offer different types of employer-paid insurance, such as medical/Rx, vision, dental, life, and disability. Additionally, employees can access flexible spending accounts, telemedicine, and an employee assistance program.