Senior Account Manager

Role Overview

• Exceed quarterly and annual targets for acquisition, retention and growth including quota, GRR, NRR, cross-sell, and upsell for assigned accounts.
• Consult with economic buyers, champions, and other stakeholders to understand the customer’s workforce upskilling and reskilling needs, business challenges, and key goals.
• Drive growth: Consistently deliver top-line revenue through new customer acquisition, surpassing quota targets and securing high-value mid-market wins.
• Prospect relentlessly: Build and maintain a robust pipeline, targeting Fortune 1000 and mid-market organizations.
• Consult at the executive level: Partner with senior decision makers to identify pain points and present Skillsoft’s Content and Platform as transformative solutions for their organization.
• Develop and execute account strategies aligned with customer workforce transformation needs and utilizing key customer and industry data points.
• Establish strong customer partnerships spanning the lifecycle (e.g., acquisition, onboarding, adoption, expansion, renewal) and leverage internal resources appropriately to meet customer needs.
• Generate, update, and close new business, renewal and expansion opportunities to ensure forecast accuracy and meet targets.
• Provide guidance, tools, resources, best practices, and business reviews across multiple Skillsoft products and solutions, ensuring each customer achieves value realization, leading to renewal and expansion.
• Meet all requirements related to CRM hygiene including account health, account plans, close plans, activities, contacts, communications records, NPS, etc.
• Manage renewal timelines effectively including reassessing needs, issuing prompt and accurate quotes, responses, and proposals, and executing contracts.
• Achieve annual certification in the use of Skillsoft methodologies, models, and tools used to drive value realization, renewals, and growth.

Requirements

• 8+ years of experience in sales, account management, customer success, and/or customer renewals.
• Demonstrated experience with new business, renewal and upgrade forecasting, quoting, opportunity management, pricing, and contracting.
• Experience in managing customer relationships in a B2B environment.
• Proficient in Salesforce, Microsoft Office Suite and experience using tools to conduct virtual client meetings and presentations.
• Strong relationship-building and consulting skills with a formal understanding of Solution/Consultative Selling.
• Must possess formal understanding of the stages involved in a sales cycle and how to leverage each stage to advance the sale.
• Ability to work with cross-functional departments and roles to manage all aspects of the customer life cycle.
• Excellent ability in analyzing opportunities for cross-sell and upsell potential within existing books of business.
• Proven ability to prospect and manage a designated territory to maximize revenue growth.
• Ability to manage multiple relationships within an organization
• Operates with a sense of urgency and has a positive, winning attitude.
• Excellent written / verbal communication skills to interact with all levels of leadership.

Benefits

• medical
• dental
• vision
• paid time off