Senior Account Manager - Enterprise

July 31

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Highspot

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The sales enablement platform that makes every customer conversation count.

Sales Enablement • Sales Engagement • Sales Playbooks • Sales Enablement Analytics • Buyer Engagement

501 - 1000

Description

• Work as a trusted advisor to your customers and ensure they fully realize the business value that the Highspot platform provides to their business • Understand and document your customer's business objectives and work with the customer to hold all parties accountable for progress towards those objectives • Lead multiple customer sales cycles and close effectively - candidate is a hunter within our customer base • Develop strong relationships with key decision-makers, influencers, and partners • Understand and document corporate budget, decision-making timeframe, and customer strategic growth initiatives and navigate to key decision-makers • Work closely with the Services team to ensure the highest level of customer satisfaction and adoption • Meet regularly with your customers to provide value at every touchpoint throughout the life of the customer • Manage the customer renewal process and work toward expanding Highspot's product offering throughout your customer organizations • Deliver impactful demonstrations either remotely or in person • Keep abreast of competitive knowledge and products • Create and drive cross-sell and up-sell across assigned accounts • Meet and exceed all quarterly and annual revenue targets • Execute on sales discipline, Salesforce hygiene, and forecast accuracy • Quickly learn new software product(s) and clearly communicate Highspot's value proposition • Be a conscientious team member that actively contributes to our positive work environment, which is anchored in our Guiding Principles and Diversity, Equity, Inclusion, and Belonging.

Requirements

• 8+ years of experience leading Enterprise Customers (Full sales cycle and/or Growth quota-carrying Account Management experience) • Proven track record of successfully achieving revenue and renewal targets • Demonstrated ability to successfully prospect into an installed customer base and successfully identify and solidify business and product value • Ability to clearly articulate business value, impact, and ROI • Ability to strategically plan with customers, mapping complex business objectives to product use cases • Ability to demonstrate a sense of urgency, orchestrating customer priorities effectively • Successful experience prospecting into senior leaders or C-Suite • Ability to effectively manage customer opportunities and risks • Experience successfully driving successful renewal, cross-sells, up-sells, and contractual agreements • A desire to improve your organization and those around you • Strong executive presence • Strong business acumen • Ability to work independently as well as part of a team in a fast-paced, rapidly evolving environment • Salesforce, Highspot, Tableau, Clari experience preferred