Strategic Account Manager

Applause•Chicago, IL

4d•Hybrid

About The Position

Applause is raising the bar for digital quality and employee experience. Recognized as a Top Workplace, Applause provides award-winning software testing and UX research solutions to top brands. Our fully managed services leverage a global team and the world's largest independent testing community. We improve digital experiences for global innovators like Google, Microsoft, PayPal, Starbucks, Vodafone, and BMW. As a Strategic Account Manager you will be responsible for driving revenue growth by building and managing strategic accounts, long-term client relationships, and developing key business relationships. The role requires a strong focus on new business development, in addition to, up-selling and cross-selling to existing clients and securing contract renewals within F100 accounts. This will be achieved through solution selling, account planning, prospecting to identify high-quality clients, qualifying and developing assigned accounts while understanding the client business environment, educating clients on Applause's product offerings, and identifying ways the company can assist clients in solving its application development testing challenges.

Requirements

BA/BS Degree or equivalent business experience.
8+ years of Professional services, Managed services or solution sales experience
Proven track record of successful customer engagements across a spectrum of enterprise-class verticals.
Demonstrated success selling to Fortune 100
A strong foundation for strategic and tactical selling of a solution sale.
Excellent presentation and negotiation skills.
Motivated to advance growth in an entrepreneurial, rapidly growing company environment.

Nice To Haves

Strong preference for experience selling technology/ managed services.

Responsibilities

Develops and executes sales plans and coordinates sales efforts to achieve new customer revenue and existing customer up-sell revenue targets for Fortune 100 accounts
Meets or exceeds defined sales quota through strategic account planning, networking and use of company resources.
Actively participates in regional marketing events for lead generation (industry trade shows, professional associations, etc…)
Focus on Account Management and Business Development to maximizes Applause’s revenue and profitability potential by up-selling to existing clients, driving renewal revenue and ensuring client satisfaction; Involvement in kickoff meetings, major milestone meetings, and opportunistic participation where senior client decision makers are present.
Sales Leadership – Strategic sales approach, creates value for clients and adds to the company’s capabilities and reputation; Maintains a thorough understanding of Applause’s product offerings and tailoring its presentation to meet the needs of different types of organizations.
Assists clients in developing the business case and value proposition for proposed solutions when necessary
Collaborates with Client Services Team and Executive Leadership Team in executing the company’s sales process including proposal development.
Tracks and maintains all prospect and client activity in Salesforce.com.
People Development – Contributes to the growth, development and positive experience of the sales team.