Senior Strategic Account Manager
Company Description
PlayerLync is transforming the way companies manage their learning and operational performance. We work with professional sports teams (such as the Denver Broncos and 18 other NFL teams), restaurant & retail (Chipotle, Jack in the Box, Talbots), and other corporate customers. We’re a high-performance, fast-growing team that is focused on making PlayerLync a rocket ship and epic success.
Job Description
As a Senior Strategic Account Manager at PlayerLync, your mission is to manage our top accounts and look for opportunities to not only maintain, but to drive account expansion. As a key member of the Sales team, you’ll manage a portfolio of enterprise clients. With a deep understanding of customer needs and use cases, you'll identify opportunities for upsell and cross-sell, and ensure our customers are achieving desired results. And you'll collaborate with other internal teams including Customer Success, Marketing and Product.
Why are you a good fit? Because you have world-class customer management and consultative selling skills, and you are passionate about driving expansion deals and growing our business.
Duties & Responsibilities
- Own commercial relationship with assigned enterprise clients, working with Customer Success and Sales to maximize renewal and upsell revenue.
- Evaluate all opportunities across your customer portfolio, and prioritize your time appropriately to achieve optimal outcomes.
- Establish a trusted advisor relationship with each client, develop connections with key executives, and demonstrate the business value of the PlayerLync product.
- Manage customer trials of new product modules, providing guidance to ensure success.
- Frequently visit key customers on-site (1-2 on-site visits per month)
- Use PlayerLync sales tools and processes, and create new tools to enhance effectiveness.
- Create sales orders for renewals and upsells, gain buy-in from key client stakeholders, and negotiate agreements.
- Advocate customer needs/issues cross-departmentally within PlayerLync.
- Constantly push to make the PlayerLync Customer Success team best-in-world.
- Advocate customer needs/issues cross-departmentally within PlayerLync.
Qualifications
- 5+ years experience in Account Management or Sales.
- B2B, SaaS experience required (enterprise accounts).
- Excellent sales skills, including ability to conduct business case analyses, manage a sales funnel, prepare proposals, negotiate, and close upsell deals.
- History of strong upsell and net revenue retention with your customers.
- Experience with multi-unit restaurant, retail, hospitality companies is a plus.
- Impeccable written and verbal communication skills, including a history of presenting to leadership teams.
- Strong technical skills, including knowledge of IT networks, mobile apps, and cloud environments.
- Experience with Salesforce and Customer Success systems.
- Proficient in Office software, including basic data analysis in spreadsheet programs.
- Able to travel to customer sites; estimate 2 short trips per month on average.
- Hard core about hitting expansion revenue targets, while at the same time maintaining a spirit of collegiality and vibrant sense of humor.
- Bachelors Degree in Business or relevant experience.