Account Manager

Pathify•Greenwood Village, CO

29d•Remote

About The Position

The Account Manager (AM) is responsible for driving revenue retention and growth within an assigned territory of current Pathify customers. The AM owns the commercial aspects of the customer journey post-contract, including contract renewals, upsells, and cross sells. The AM must be comfortable with building relationships with key contacts across the multiple departments within our client base, account planning and execution, onsite and remote presentations, and collaboration with other members of the Pathify team. Account Managers will bring to the table proven experience quarterbacking multiple internal resources toward success in complex customer engagements.

Requirements

Ability to listen well and communicate effectively orally and in writing with various audiences
Capacity to use initiative and independent judgment appropriately while making decisions quickly and effectively
Rapid mastery of the technology
Willingness to motivate colleagues and teams to work towards shared sales targets and strategies
Unflinching devotion to the front end of the funnel, e.g. prospecting for opportunities
Entrepreneurial spirit, intellectual curiosity, and persuasive confidence
Demonstrated desire for continuous learning and improvement
Trust, positivity, patience, and a desire to learn and have fun
Ability to use standard office equipment, computer equipment and software, including word processing, database management, spreadsheet applications, and electronic mail
5+ years enterprise SaaS software sales experience required
Commitment to sales as a career and a science
Evidence of consistent above quota production in a similar role
Ability to travel occasionally to client sites and conferences as needed
Understanding the value and need of leveraging the CRM to operate your book of business

Nice To Haves

Experience with any of the following sales methodologies: MEDDIC, Challenger, SPIN, Solution, Consultative, GAP, Sandler, etc. a plus
Higher Ed technology experience preferred including demonstrated experience selling into the C-suite
Start-up professional experience
Salesforce experience preferred
Experience with modern sales outreach tools a plus
Proven experience managing a book of business of 30+ customers

Responsibilities

Continually build a strong sales pipeline of revenue expansion opportunities
Develop and maintain strong relationships with a high level of trust with decision makers and influencers across multiple departments, enabling ongoing revenue generation opportunities
Develop and execute an account plan for each customer, including strategy, growth plans, action plans, timeframes, and milestones.
Responsible for ensuring there is up to date inventory of Pathify products and services for assigned customers
Clearly communicate potential use cases and other business concepts needed to create value and attract the attention of the customer
Monitor contractual agreements with the customer and initiate renegotiations when appropriate
Perform daily customer interaction and engagement
Perform modular and use-case specific demos of the Pathify platform to customers
Create quarterly plans in partnership with leadership
Research trends and discover new opportunities to increase sales
Log activities and update pipeline metrics daily
Maintain a strong understanding of the Pathify platform, especially focusing on best practices and valuable use cases
Other duties as assigned