Strategic Account Manager
About The Position
BlackLine is seeking an energetic, self-starting, entrepreneurial sales professional to generate new business from highly strategic accounts, including Fortune 5 companies and large privately held organizations. The role markets BlackLine’s software-as-a-service solutions, establishes sales priorities and action plans, and is accountable for achieving or exceeding sales goals. The Strategic Account Manager develops high-value relationships with key stakeholders and negotiates and manages large contracts. The position owns the full sales process, from prospecting through closing, and works across BlackLine teams—including pre-sales, product, value engineering, operations, finance, marketing, and legal—to advance opportunities. It also coordinates responses to RFIs, RFPs, and RFQs; presents proposals; and provides feedback to management and Marketing. The role includes travel to build relationships with customers, partners, and relevant associations, and requires maintaining accurate Salesforce opportunities and providing regular sales updates, projections, and forecasts. BlackLine describes its culture as open, accepting, and supportive of employee growth and learning, with professional development seminars and affinity groups. The workplace combines virtual and in-person interactions. Candidates who live within a reasonable commute of an office are expected to work in the office at least three days per week. The listed salary range is $153,000–$180,000. Placement depends on relevant experience, skills, and geographic location. Eligible employees may also receive short- and long-term incentives and benefits and wellness plans. Roles with variable incentives may use a split compensation model.
Requirements
- 10 or more years of experience selling complex enterprise cloud software to large, high-profile accounts.
- Bachelor’s degree in Business, Accounting, Economics, IT, or Finance; an MBA is preferred.
- A hunter mentality and outstanding ability to close sales.
- Proven ability to generate leads, pursue opportunities, and sell.
- Experience selling business applications to business users; knowledge of ERP, CRM, or HCM solutions.
- Experience with comprehensive account planning, relationship mapping, and business strategy mapping using sales methodologies such as Target Account Selling or similar.
- Strong understanding of technology.
- Ability to solve customer-related problems positively.
- Strength in consultative and insight-based selling.
- Experience articulating complex solutions to decision makers and executives.
- Proven ability to grow revenue and manage accounts.
- Knowledge of the cloud SaaS industry.
- Experience analyzing data trends.
- Strong time-management skills.
- Excellent verbal and written communication skills.
- Ability to maintain productivity, manage competing priorities, and work effectively under time constraints in a fast-paced, complex, collaborative, team-oriented environment.
- High standards of integrity and professionalism.
- Willingness to travel up to 50% of the time.
Nice To Haves
- MBA.
- Strong background or experience selling to the CFO buying center.
- Knowledge of the cloud SaaS industry and an accounting background.
- A proven record as an award-winning closer of sales to the largest companies globally.
- An independent, detail-oriented personality, clear communication, and ability to meet deadlines for BlackLine and its clients.
Responsibilities
- Use networking and prospecting to generate leads and identify strategic, solution-based sales opportunities.
- Develop and manage high-value relationships with key stakeholders.
- Understand business operations and the priorities that drive C-level decisions.
- Provide leadership and guidance to team members on enterprise accounts and contribute input on sales and marketing collateral.
- Own the entire sales process, from prospecting through closing.
- Coordinate and lead responses to RFIs, RFPs, and RFQs.
- Present BlackLine proposals professionally to prospects.
- Provide management and Marketing with feedback about prospects’ reactions and questions regarding BlackLine solutions.
- Collaborate with pre-sales, product, value engineering, operations, finance, marketing, and legal teams.
- Travel to cultivate relationships with customers, partners, and related associations.
- Maintain accurate opportunity information in Salesforce and provide weekly updates, monthly projections, and quarterly committed sales forecasts to BlackLine North America Sales management.
- Achieve annual sales targets and monthly revenue quotas consistently.
- Collaborate with and leverage Marketing and Business Development to maximize revenue production.
Benefits
- Short-term and long-term incentive programs, based on eligibility.
- Benefits and wellness plans.
- Professional development seminars.
- Inclusive affinity groups.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
