About the RoleThe Sr. Account Manager is responsible for growing revenue from existing customers by nurturing and expanding trusted advisor relationships with customers, gaining a deep understanding of customers' needs and developing strategic account plans which include compelling business cases mapped to various customer contact personas.
The Sr. Account Manager will leverage a deep understanding of customer needs, processes, strategies and goals to create a roadmap of near and long-term growth targets within existing customer accounts.
Team DynamicCommitment to Win - Consistently achieve their personal and professional goalsIntellectual Curiosity - A strong desire to learn and understand and ask thoughtful questionsCritical strategic thinking - The ability to find and synthesize information, apply logic to problems, and quickly analyze information to provide a recommendationCoachability - You are humble, acknowledge strengths and weaknesses, and take feedback well. Able to self-diagnose and translate into an actionable solutionStrong communicatorSelf-starter who can work independently and with a team as necessary to secure businessPassion for providing solutions to ensure our clients' successPosition Duties and ResponsibilitiesAchieve trusted advisor status individually as well as establish, nurture and grow relationships between accounts and internal executive teams.Learn and understand customers' strategic objectives, growth plans, tech stack, competitive landscape and industry trends.Develop detailed account plans which tie closely to customers' strategic objectives as well as define a clear growth plan and achieve revenue targets. Create demand.Upsell, cross-sell and renew accounts achieving retention and growth targets.Take overall ownership of the end-to-end sales process utilizing MEDDPICC. Coordinate and communicate cross-functionally to ensure internal and external stakeholders are aligned and appropriate resources are applied as needed.Develop deep industry and product knowledge and expertly command value-based messaging to customers.Required Experience, Skills, and Education7+ years managing enterprise-level relationships across multiple buying centers for a multi-million-dollar book of business.Demonstrated track record of achieving retention and growth targets.Proven business development and value-based selling capabilities.Strong business acumen, operational and analytical skills. Ability to understand complex business environments, structures, drivers and manage your book like a business.Ability to cultivate productive client relationships with a variety of buying personas.Experience developing strategic account plans aimed at creating demand.Ability to think strategically and execute tactically. Well-developed strategic thinking and problem-solving skills.Sales cycle and negotiation expertise.Exceptional verbal and written communication skills as well as effective and persuasive presentation skills.Ability to travel as needed.This is a hybrid role; in-office days are Tuesday, Wednesday, Thursday.Preferred Experience, Skills, and EducationBachelor's degreeSaaS sales experienceWell experienced with SalesforceAbout ValidityFor over 20 years, tens of thousands of organizations across the world have relied on Validity solutions to target, contact, engage, and retain customers – using trustworthy data as a key advantage. Validity's flagship products – Everest, DemandTools, BriteVerify, and GridBuddy Connect – are all highly rated, #1 solutions for sales and marketing professionals. These solutions deliver smarter email campaigns, more qualified leads, more productive sales, and ultimately faster growth.
Validity is a truly unique company - massive revenue growth, top-tier investors, 5-star product ratings, proven ability to acquire and integrate top tech companies and welcome them into the Validity family, a winning culture, and a work environment that fosters hard work, trust, and fun.
Headquartered in Boston, Validity has offices in Tampa, Denver, London, Sao Paulo, and Sydney. For more information, connect with us on LinkedIn, Instagram, and Twitter.
Validity is proud to be an equal opportunity employer. We are committed to providing equal employment opportunities to all employees and applicants for employment regardless of actual or perceived race, color, ancestry, national origin, citizenship, religion or creed, age, physical or mental disability, medical condition, AIDs/HIV status, genetic information, military and veteran status, sex, parental status (including pregnancy and pregnancy-related conditions, childbirth, post childbirth, nursing mother, parent of a young child and parent of a foster child), gender (including gender identity and expression), sexual orientation, marital status (including registered domestic partner status), or any other characteristic protected by applicable federal, state, or local law.
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