Principal Account Manager

Discoverorg • Holmdel, NJ

245d • Remote

About The Position

At iCIMS, we are helping our clients to build their winning workforce. Our Account Management Team has a key role in helping customers unlock their full potential in their efforts to attract, engage, hire, and advance top talent. In this role, you will maintain the existing business relationship and look to provide additional value, with additional iCIMS solutions. Working closely with customers to fully understand their business strategies, expectations and needs, ensuring renewal of current agreements, expansions, and ensuring overall happiness. Equipped with your knowledge of the iCIMS Talent Cloud, customer success stories, and a strong book of business, you'll have the support you need to achieve growth and retention quotas. Advancement opportunities are numerous and include Account Executive, Strategic Account Management and leadership opportunities as we grow globally! In this position you will call on accounts with 5,000+ employees in the X region of the United States. This is a remote position that may require travel up to 25%.

Requirements

• 5+ years of account management, customer relationship management or sales experience in Software-as-a-Service required.
• Shown success in consistently achieving retention and growth sales quotas.
• Demonstrated ability of basic sales acumen and drive to participate in a sales environment with quota responsibilities.
• Ability to effectively connect with customers, build relationships, and uncover opportunities with a value based approach.
• Displays negotiation skills and ability to navigate a customer's internal organization (ex: finance, legal, IT).
• Ability to clearly present material and effectively overcome objections.
• Able to connect with and influence multiples layers within organizations, including Senior Leadership.
• Proficiency with Microsoft Office products such as Powerpoint, Word and Excel.

Nice To Haves

• Experience with Salesforce
• Experience with 360 degree selling methodology
• Experience in the HR services / technology industry

Responsibilities

• Proactively solicit and drive new business within assigned accounts.
• Builds, monitors and handles a sales pipeline to ensure consistent achievement of quotas and metrics for assigned accounts.
• Leads the entire contract renewal process, including coordinated efforts with marketing, pre sales, sales management, accounting, services, legal and technical groups.
• Maintains accurate and timely customer, pipeline, and forecast data.
• Through a consultative approach, uncovers customer business issues and crafts value based proposals as a trusted advisor.
• Research target accounts to identify and assess customer needs and effectively links product value, features/benefits to those needs.
• Develops and maintains current product knowledge and can explain the business value of our offerings.
• Prepares presentations, demonstrations, investment summaries, and sales contracts.
• Conducts Executive Business Reviews, to develop a deep understanding of the client's needs and struggles. Links iCIMS' products back to key business issues.

Benefits

• Competitive health and wellness benefits including medical, dental, vision, 401(k), dependent care, short term and long term disability, life and AD&D insurance, bonding and parental leave, mindfulness resources.
• An open vacation policy, sick days, paid holidays, quiet hours each workday, and tuition reimbursement.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Professional, Scientific, and Technical Services