Account Manager

Modern Campus

71d • $60,000 - $80,000

About The Position

The Account Manager is responsible for securing and growing the financial investment of clients within an assigned geographic region. This role develops and maintains the ongoing strategic business relationships with these clients, focusing on ensuring contract renewals, revenue retention, and business expansion. The Account Manager also identifies opportunities for growth and expansion within the account by upselling clients additional products and/or professional services offerings. The Account Manager will also coordinate with Sales team members on account planning activities to identify opportunities for sales of additional Modern Campus Products and/or Services.

Requirements

• Ability to proactively manage a client-base of 100+ accounts at any given time.
• Holistic understanding of Student Lifecycle management and its relationship to the Higher Education industry.
• Ability to be innovative, analytical and proactive in solving client problems and proposing product and services solutions through upsell and cross-sell activities.
• Ability to own client issues and escalations and work collaboratively with multiple teams to best service the client and provide a resolution.
• Excellent listening and communication skills, both written and oral, including the ability to relate to clients across all phases (pre-sale, implementation and post-sale).
• Strong presentation skills and ability to prepare and deliver formal presentations to large groups, online and in person.
• A technical aptitude and strong understanding of the product portfolio and can demonstrate the product capabilities and how it can address client’s needs.
• Strong conflict resolution, negotiating and influencing skills.
• Ambition, drive and ability to learn quickly and adapt to change.
• Highly organized, detail oriented, responsive and persistent.
• Proven team player in working with other in-house staff.

Nice To Haves

• Bachelor’s degree in Business or related discipline.
• Minimum of five years of account management experience managing and developing deep client relationships with all key stakeholders, including executive level and decision makers such as a CIO, VP, or Dean.
• Experience in writing and executing account and territory plans to achieve annual quota.
• Experience utilizing a sales methodology to manage renewals and grow client investments.

Responsibilities

• Owns the overall relationship and communication with key client stakeholders and decision makers.
• Acts as a liaison between primary client contacts and Modern Campus staff who service and support the client.
• Engages in strategic and, at times, tactical conversations with clients at multiple levels including: CIO, VP, Provost, Dean, Registrar and functional users.
• Represents the client’s voice and communicates the client’s interests and needs cross functionally within Modern Campus.
• Coordinates with the corresponding Regional Directors and Professional Services team members on transitioning new accounts to ensure proper continuity of client experience post-sale.
• Identifies and cultivates additional product and/or professional services opportunities to expand the relationship and usage of Modern Campus solutions.
• Coordinates with the Solutions Engineers and Professional Services team on the scoping of services needed to properly implement products.
• Incorporates strategic and consultative selling techniques throughout the sales process for upsell and cross sell opportunities.
• Expands client’s existing investment through upsell and cross sell activities.
• Manages and documents all sales-related activities for each client within Salesforce.
• Provides accurate forecasting to sales management for all client renewals and upsells.
• Creates account plans that include a SWOT analysis for each account and a strategy for achieving account development revenue targets.
• Thinks strategically about client’s product usage as it relates to the client’s goals and objectives and advises clients on best practices or new ways of using Modern Campus solutions to make operational and strategic improvements.
• Conducts an in-depth Annual Solution Usage Review with key client stakeholders and decision makers.
• Understands client challenges that may be hindering further adoption and proposes solutions to overcome those challenges to ensure investment is maintained.
• Stays well informed about current industry trends and be able to talk intelligently about the education industry as a whole as well as the EdTech solutions industries.
• Stays knowledgeable about product set and services as well as the competitive landscape and is able to articulate product capabilities and service offerings effectively to client.
• Stays in contact with the Product Management and Product Marketing teams to provide feedback from the clients to help shape product and partnership roadmaps.
• Completes and successfully passes all product certifications to demonstrate a working knowledge of the Modern Campus product portfolio.
• Delivers in-person and online presentations and product demonstrations to clients to showcase product capabilities to fit client’s needs.
• Stays well informed on competition, including products, competitive positioning and handling objections.

Benefits

• The base salary range for this full-time position is between $60,000 - $80,000.
• Variable compensation commensurate with sales output.
• Remote first workplace – whether working from one of our offices or remotely, our employees get things done!
• RRSP/401(k) with matching employer contributions.
• Professional development and internal career mobility opportunities.
• Flexible time off.
• Comprehensive benefits package.
• Mental health benefits.
• Financial health benefits.
• DEI, Culture and Environment employee led committees.
• Collaborative work environment.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 251-500 employees