Outreach
SaaS
AccountManager,Commercial
“Account Manager, Commercial at Outreach. Skills: Customer retention, Revenue growth, Platform adoption, Strategic partnerships. Retain current customers. Identify opportunities to grow or expand customer presence and usage across the platform”
What You'll Achieve.
Customer retention and renewal targets; Net revenue retention; Expansion quota attainment; Renewal forecast quality and accuracy; Platform utilization and adoption; Customer sentiment
Industry & Context.
Effective problem-solving skills; Ability to synthesize data from multiple sources to make a decision; Identify risks or barriers to client health, and provide targeted mitigation strategies
What They're Looking For.
Must Have
At least two years of either sales lifecycle management, account management, or customer success experience, preferably in a SaaS environment, Ability to navigate complex networks within an organization business acumen to drive transformation and customer outcomes with a complex software, Experience demonstrating value realization in a product, platform, or service, Negotiation skills, Project management skills, Effective problem-solving skills, Effective time management and prioritization skills, Ability to synthesize data from multiple sources to make a decision, Have a deep understanding of sales operations, sales team strategies, methodologies and KPI’s, Knowledge of various sales methodologies to apply them to customer usage of the Outreach platform, Ability to influence decisions without direct authority financial acumen to be able to showcase metrics and potential ROI, Ability to manage and navigate complex renewals and expansions sales cycles (up to 4 months), Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally, Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience, Effective active listening skills, with a desire to seek to understand, Executive presence, interpersonal skills, emotional intelligence and empathy, Team player with a high sense of drive and initiative to keep opportunities moving forward
Nice to Have
Candidates located in or able to work primarily within U. S. Central Time are preferred
What You'll Do.
Retain current customers
Identify opportunities to grow or expand customer presence and usage across the platform
Drive value and adoption within an assigned territory of customers
Manage the relationship with current customers
Manage contract renewals
Identify expansion opportunities
Manage the sales cycle for expansions
Drive platform adoption
Assess overall health of a customer’s engagement with Outreach
Provide strategic insight and guidance to customers aligned with their goals
Manage a high volume of accounts with proactive engagement to drive customer value and adoption
Develop and build territory strategy plans using multiple data points from various sources to drive adoption
and customer sentiment
and cross-sell attachment of current Outreach customers at high rates to protect revenue retention
Build partnerships with your customers to realize value
and business process optimization of the Outreach platform
and learnings from the experiences of Outreach customers to apply those to consulting with other customers
Apply basic technical proficiency to troubleshoot issues independently and collaborate with technical teams
Engage with operations teams and multi-thread within accounts to reach key decision makers
Support the onboarding process by coordinating internal resources and aligning with clients to ensure a seamless and high-quality implementation
Update and manage systems of record
and other relevant tools
to ensure data accuracy and support effective client relationship management
Identify risks or barriers to client health
and provide targeted mitigation strategies to get the client “back to green.
Forecast renewals and expansion pipeline with high level of accuracy using Outreach’s forecast methodology
Act as the primary point of contact/the face of Outreach for your customers
Assist them when navigating product training
best practices in the platform
and selling expertise
Prioritize multiple projects at the same time
managing several internal / external stakeholders who have varying priorities ranging from business
Stay abreast of sales and revenue trends to increase your credibility in the industry
Perform other duties as assigned
How You'll Work.
Team & Collaboration
Partner with and influence key stakeholders on how best to achieve customer goals, removing roadblocks; Collaborate with technical teams, as needed; Engage with operations teams and multi-thread within accounts to reach key decision makers; Coordinate internal resources for onboarding process; Manage several internal / external stakeholders who have varying priorities
Communication Scope
Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience; Effective active listening skills, with a desire to seek to understand
Process & Methodology
Project management skills, Prioritize multiple projects at the same time
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