Emerging (SMB) Account Manager

ServiceTrade•Durham, NC

2d•Hybrid

About The Position

ServiceTrade is a leading SaaS company transforming the fire protection, life safety, and mechanical industries. We’re seeking a motivated and skilled Emerging Account Manager to join our growing team. As an Account Manager, you will be responsible for retention and the expansion of customers’ investment in ServiceTrade apps and services. You are responsible for a portfolio of our Emerging Tier customers in a geographic region. As your customers’ business point of contact, you will meet with them and discuss their business goals, key KPIs and work to increase their business revenue through the investment and adoption of ServiceTrade’s apps and services. You will negotiate and secure ongoing renewals with ServiceTrade.. You will conduct business reviews, establish growth plans, demonstrate solutions, and ensure that issues are addressed by appropriate departments within ServiceTrade. We provide a team environment and work in conjunction with other ServiceTrade departments, such as Sales, Customer Success, Customer Support, Professional Services, Sales Operations, Product Management, and Marketing. Why ServiceTrade: This is not your average sales role; it's a dynamic environment for strategic thinkers, experienced relationship builders, skilled negotiators, innovative planners, and creative problem solvers. You will be managing our Emerging Tier accounts, navigating complex client needs, and driving impactful solutions that shape the future of our industry. What sets us apart? Our product is a true GAME-CHANGER that provides our customers a massive ROI and keeps them on the leading edge of the industry. About you: You are an active listener and ask insightful questions to understand your customers and their businesses. You know how to research and engage with your accounts at multiple levels to understand how our solutions fit into their overall plan for success. You understand the value of having a methodology for understanding business levers and processes, you can make recommendations, take ownership of challenges, and deliver value to your clients. You are polished and professional in your interactions internally and externally. The successful candidate will be intellectually curious and resourceful, an enthusiastic collaborator, an agile and consultative business partner, and a customer-first thinker. This role is ideal for someone who thrives under pressure, embraces challenges, and consistently achieves outstanding results through commitment, execution, and finesse.

Requirements

B.A. or B.S. degree with 2+ years of Account Management or B2B sales experience
Expertise in SaaS solutions
Demonstrated history of success in obtaining and hitting sales/revenue quotas
Possess corporate level presentation/reporting abilities
Relationship development skills at all levels within a client organization
Highly organized and ability to prioritize activity and work in a fast paced, team environment
Selling experience and understanding of sales process required
Professional oral, written, presentation, and interpersonal communication skills
Proficiency with Google Apps, Salesforce.com, Gong.io, Zoom or Google Meet

Nice To Haves

Some travel experience and ability preferred (infrequent; trade shows and occasional customer visit)

Responsibilities

Maximize Retention and Minimize Churn
Engage key customer executives and users as the primary business point of contact with ServiceTrade customers
Conduct regular business review conversations remotely and on-site with customers to drive usage, adoption, and value realization within the ServiceTrade application
Identify Risk Accounts and address potential issues that may prevent customers from maximizing their adoption of ServiceTrade
Assist customers by escalating issues and needs to Customer Success, Customer Support and Professional Services teams
Increase Customer Investment in ServiceTrade applications and services
Participate in Discovery processes during customer meetings where you will use Command of the Message principles to uncover business needs that ServiceTrade can address with our solutions and services.
Create opportunities for clients to increase their investment in ServiceTrade through business reviews and product demonstrations
Create quotes, manage sales cycle and close sales orders for expansion and upsell opportunities within ServiceTrade customer base
Negotiate and close complex renewal contracts that build in growth and additional investment where possible
Exceed quota by effectively managing pipeline of expansion and New Product Sales opportunities in Salesforce.com in addition to maintaining accurate forecasts of ARR increases
Maintain high level of understanding of the Commercial Service Contractor industry and ServiceTrade products and services through certification and ongoing training
Master key skills and competencies that are required to perform this role at the highest level, including the Command of the Message sales methodology
Prioritize activity through effective time management and scheduling of customer reviews and communications
Maintain accurate customer account records and effectively document activity in Salesforce.com and other sales tools

Benefits

Medical with Blue Cross Blue Shield NC (2 options)
Dental and Vision with Unum
Company-paid Life insurance, STD and LTD
Voluntary benefits including Supplemental Life Insurance, HSA, FSA and Dependant Care, Critical Illness, Accident and Pet Insurance
401(k) with up to 3% employer match and NO vesting period
Flexible PTO policy
10 company holidays
Parental Leave
Community Impact Program (Volunteer)
Tech and Wellness Stipend