Professional Services Sales Account Manager (SaaS)

Aravo Solutions•Atlanta, GA

1d•Hybrid

About The Position

Lead position on the Professional Services team for individuals who have demonstrated a strong combination of leadership, salesmanship, and product understanding with a particular emphasis on establishing trust and credibility with customers. The PS Sales Account Manager will be responsible for developing relationships with new and existing customers, selling and estimating services, negotiating contracts, closing deals, leading transitions into the project, and maintaining Professional Services collateral under the direction of the VP of Professional Services. Working directly with the Sales team and leaders to establish a cadence with clients as well as coordination of SOW creation with Legal/Finance. It is expected that this position will serve as a subject matter expert on the Aravo platform, applications and delivery.

Requirements

5+ years of experience in SaaS B2B enterprise level PS sales
10+ years of experience in Professional Services in a SaaS environment
Proven execution on all aspects of a software delivery life cycle
Deep understanding of TPRM and GRC environments
Ability to create, deliver, and close on compelling proposals and service solutions that align with client goals
Ability to quickly learn and sell large complex SaaS implementations
Experience developing new business opportunities, closing services, and related opportunities Strong experience and understanding of Salesforce CRM tool

Nice To Haves

Background in consulting, customer success, or technical sales support
Familiarity with common TPRM frameworks and standards (e.g., NIST CSF, SIG Lite/Full, ISO 27001)
Background in Third Party Risk Management industry SaaS solutions
Experience selling into highly regulated industries such as financial services, energy, and healthcare
Bachelor’s degree in Business, Risk Management, Information Security, or a related field (or equivalent experience)
Polished executive presence with strong business acumen
Highly organized, independent and self-motivated with excellent time management skills, proactively driving opportunities and overall business development forward
Confident in their implementation experience and communication skills, willing to engage in straightforward conversations with both customers and the Sales Team Personable and possessing the emotional IQ needed to develop strong personal rapport, trust, respect and credibility with executives of Fortune 500 organizations

Responsibilities

Drive and own revenue growth by selling professional services including onboarding, implementation, training, optimization, and consulting engagements.
Partner closely with Customer Success Managers, Account Executives, and the Delivery team to identify services opportunities that support client goals.
Conduct client meetings and presentations to position services value and set scope.
Work with AE’s to understand client business needs to create Statements of Work (SOW) then coordinate with the Vice President of Services, Legal, and Finance for alignment on contracts.
Develop and execute an account plan focused on services growth and accurately forecast pipeline and revenue, maintaining up-to-date records in Salesforce.
Communicate w/client stakeholders to gain support for Aravo and the project (current/future phases)
Review and drive opportunities for extension/expansion to meet quarterly objectives and goals.
Develop services related materials for improved efficiency in customer acquisition
Continued education of the Aravo product and functional areas for deep expertise and understanding
Cultivate long-term relationships to become a trusted advisor and grow accounts over time as needed
Work with PS Engagement Managers to support creation of proposals as needed
Manage and set proper expectations within the sales cycle between PS staff and clients
Ongoing project servicing to reset expectations and provide clarity from sales deal as needed
Triage and coordinate communications between the PS Ops team, PS implementations and clients to ensure proper rollout and project implementation implementations and clients to ensure proper rollout and project implementation
Create and update SFDC opportunities for all Professional Services tied to new subscription
Understand the product and platform capabilities, stay up to date on the application releases
Act as a link with the Product Team, providing feedback based on sales deals