Senior Client Account Manager
To see similar active jobs please follow this link: Remote Management jobs
SMB Client Account Managers drive company revenue through end-to-end sales, seeking opportunities to provide existing Emburse clients with enhanced value through cloud-based travel, expense, AP, and payments solutions built to humanize the workplace.
SMB Client Account Managers will be responsible for upsell and cross-sell to existing Emburse clients and growing revenue in their book of business. Through a defined sales process and partnership with key sales and cross-functional stakeholders, SMB Client Account Managers will strive to meet and exceed quarterly sales goals.
What you'll do:
Upsell and Cross-sell of additional products and services in the assigned customer book of business
Partner with sales leader, BDR’s and CSM’s to create and execute sales strategies to grow revenues within the customer base
Maintain an adequate number of client meetings and continuously build pipeline to exceed quarterly and annual business objectives
Articulate the value of Emburse Solutions with strong presentation skills in the context of customer business problems and outcomes
Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology
Work collaboratively in a team selling environment in a lead role on the team and partner with Client Success, Solutions Consulting, Overlays, and other key internal stakeholders
Mentor new employees as requested by manager
Serve as a subject matter expert on spend management from both an Emburse and industry perspective
Collaborate with sales management on sales opportunities and obstacles and develop strategies to maximize wins
Consistently document sales status, contacts, and communications within Salesforce.com
Constantly manage sales pipeline and forecast with a high degree of accuracy
Learn and effectively use all available sales tools, and assist other team members as requested by management
Travel required; overnight travel required occasionally
Annual quota of $500k
What we are looking for:
A college degree is preferred but not required. Equivalent years of relevant experience may substitute
Minimum of 5-10 years of experience selling SaaS solutions, fintech preferred, to companies with 1000+ employees
Proven track record of closing 5-figure ARR deals, experience working 5-figure deals
Consistent and proven track record of consistently finishing above the quarterly and annual quota
Knowledge of travel and expense and/or AP/Payments management industry is highly preferred
Knowledge of GAP Selling, Challenger Sale, SPIN, or equivalent sales methodology
Strong prospecting skills and direct prospecting efforts of others
Strong listening skills and ability to ask probing questions
Ability to set, manage, and document agreed outcomes of customer engagements
Keen curiosity about businesses, how they work, and specifically AP/Finance/Expense operations
Strong presentation skills- including one-on-one, small virtual settings and in front of a larger group
Excellent communication skills both written and verbal
Ability to analyze AP/Expense processes to determine the best solution fit
Technology skills and the proven ability to use email, Zoom, SFDC, and other sales tools as needed
Comfort professionally pushing back on and negotiating with customers to drive a better deal/outcome for Emburse
Ability to work with internal and external partners to a mutually agreed outcome
Ability to solve problems as they arise in a calm, professional manner
Ability to build and maintain effective relationships with co-workers and customers
Ability to quickly adapt to a changing environment
Ability to work under limited supervision and collaborate effectively with management
Operate with a sense of urgency
Accountable for sales outcomes and commitments
Establish Executive Sponsorship
Justify Value
Discover & Define Problems
Introduce New Products
Domain Expertise
Handle Objections
Sales Execution
Resourcefulness
Senior Client Account Manager
To see similar active jobs please follow this link: Remote Management jobs
SMB Client Account Managers drive company revenue through end-to-end sales, seeking opportunities to provide existing Emburse clients with enhanced value through cloud-based travel, expense, AP, and payments solutions built to humanize the workplace.
SMB Client Account Managers will be responsible for upsell and cross-sell to existing Emburse clients and growing revenue in their book of business. Through a defined sales process and partnership with key sales and cross-functional stakeholders, SMB Client Account Managers will strive to meet and exceed quarterly sales goals.
What you'll do:
Upsell and Cross-sell of additional products and services in the assigned customer book of business
Partner with sales leader, BDR’s and CSM’s to create and execute sales strategies to grow revenues within the customer base
Maintain an adequate number of client meetings and continuously build pipeline to exceed quarterly and annual business objectives
Articulate the value of Emburse Solutions with strong presentation skills in the context of customer business problems and outcomes
Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology
Work collaboratively in a team selling environment in a lead role on the team and partner with Client Success, Solutions Consulting, Overlays, and other key internal stakeholders
Mentor new employees as requested by manager
Serve as a subject matter expert on spend management from both an Emburse and industry perspective
Collaborate with sales management on sales opportunities and obstacles and develop strategies to maximize wins
Consistently document sales status, contacts, and communications within Salesforce.com
Constantly manage sales pipeline and forecast with a high degree of accuracy
Learn and effectively use all available sales tools, and assist other team members as requested by management
Travel required; overnight travel required occasionally
Annual quota of $500k
What we are looking for:
A college degree is preferred but not required. Equivalent years of relevant experience may substitute
Minimum of 5-10 years of experience selling SaaS solutions, fintech preferred, to companies with 1000+ employees
Proven track record of closing 5-figure ARR deals, experience working 5-figure deals
Consistent and proven track record of consistently finishing above the quarterly and annual quota
Knowledge of travel and expense and/or AP/Payments management industry is highly preferred
Knowledge of GAP Selling, Challenger Sale, SPIN, or equivalent sales methodology
Strong prospecting skills and direct prospecting efforts of others
Strong listening skills and ability to ask probing questions
Ability to set, manage, and document agreed outcomes of customer engagements
Keen curiosity about businesses, how they work, and specifically AP/Finance/Expense operations
Strong presentation skills- including one-on-one, small virtual settings and in front of a larger group
Excellent communication skills both written and verbal
Ability to analyze AP/Expense processes to determine the best solution fit
Technology skills and the proven ability to use email, Zoom, SFDC, and other sales tools as needed
Comfort professionally pushing back on and negotiating with customers to drive a better deal/outcome for Emburse
Ability to work with internal and external partners to a mutually agreed outcome
Ability to solve problems as they arise in a calm, professional manner
Ability to build and maintain effective relationships with co-workers and customers
Ability to quickly adapt to a changing environment
Ability to work under limited supervision and collaborate effectively with management
Operate with a sense of urgency
Accountable for sales outcomes and commitments
Establish Executive Sponsorship
Justify Value
Discover & Define Problems
Introduce New Products
Domain Expertise
Handle Objections
Sales Execution
Resourcefulness