About the position
The Senior Account Manager role at Files.com is a premier Inside Sales position focused on farming the client base. The role requires B2B software sales experience and involves selling remotely using a team approach. The company offers competitive pay and benefits, including uncapped commission with incentives, paid in-house training, and comprehensive health/dental/vision insurance coverage. The office atmosphere in the Scottsdale location is described as awesome, with a spacious office, free snacks and drinks, and access to great lunch and happy hour spots. Files.com is an established enterprise secure file transfer and automation SaaS with a large customer base, and the company is experiencing growth with recent funding. In this role, the Senior Account Manager will be responsible for pursuing uplift opportunities, selling SaaS subscription packages, qualifying and closing upsell opportunities, and conducting demos and sales presentations.
Responsibilities
- Pursuing uplift opportunities from product/package expansion, migrations from acquired products to the Files.com platform, and price increases
- Selling SaaS subscription packages primarily on an annual contract
- Qualifying, discovering, progressing, closing, and forecasting upsell opportunities
- Conducting demos and sales presentations via Zoom and telephone
Requirements
- B2B software sales experience is required
- Experience in inside sales or account management is preferred
- Ability to sell remotely using a team approach
- Strong communication and presentation skills
- Familiarity with SaaS subscription packages and annual contracts
- Proficiency in conducting demos and sales presentations via Zoom and telephone
- Ability to qualify, discover, progress, close, and forecast upsell opportunities
- Strong negotiation and persuasion skills
- Self-motivated and target-driven
- Excellent problem-solving and decision-making abilities
- Familiarity with product/package expansion, migrations, and price increases
- Knowledge of enterprise secure file transfer and automation SaaS is a plus
- Ability to work in a fast-paced and dynamic environment
- Strong organizational and time management skills
Benefits
- Competitive salary and commission structure
- Opportunity for growth and career advancement
- Work with a deeply technical product commonly sold to IT
- Collaborate with Sales Engineers and Customer Success to provide technical solutions to customer needs
- Conduct demos and sales presentations via Zoom and telephone
- Partnership with the ADR team to find and qualify opportunities
- Strengthen relationships with clients to win business
- Take a consultative approach to selling and fully understand customer needs
- Skillfully negotiate with prospects and customers to maximize company revenue
- Track record of carrying and achieving quota
- Ability to manage additional customers than standard Account Managers