Account Manager, California - Field

Houghton Mifflin Harcourt • US • 3w ago

HMH is a learning technology company committed to delivering connected solutions that engage learners, empower educators and improve student outcomes. As a leading provider of K–12 core curriculum, supplemental and intervention solutions, and professional learning services, HMH partners with educators and school districts to uncover solutions that unlock students’ potential and extend teachers’ capabilities.

HMH serves more than 50 million students and 4 million educators in 150 countries. For more information, visit www.hmhco.com

Purpose of Role

The primary goal of the Account Manager is to manage existing accounts to ensure their maximum revenue potential is achieved. Account Managers are responsible for securing annual renewal subscriptions to achieve Gross Retention Rate target in assigned territories. They are also responsible for identifying and qualifying expansion and cross-sell opportunities in existing accounts, developing and delivering account plans, and negotiating and closing deals. They also coordinate with other sales roles, such as Customer Success Managers (CSMs), Sales Development Representatives (SDRs) and Account Executives (AEs) to ensure a smooth and consistent sales process. Account management centers on ensuring customers achieve desired outcomes and perceive value in the partnership provided.

Key Responsibilities

Ensure customer loyalty and satisfaction for retention through proactive outreach. Establish customer communication strategy to uncover needs and resolve issues.
Negotiate and independently close deals for renewal, expansion, and cross-sell products to achieve territory revenue targets.
Plan, prioritize and deliver for HMH Insights meetings. Arrange data consultations, as well as other sales calls / activities, and leverage HMH Insights tools to:
- Renew and expand the number of licenses for Core, SIS, and Services ARR solutions beyond the initial purchase quantity.
- Uncover additional needs using District Learning Profile or MAP Growth data.

Collaborate with AE and CSM to develop a comprehensive account plan to achieve growth objectives based on opportunities uncovered through HMH Insights process.
Utilize the HMH Insights data meeting strategy and Coherence Map tool as part of a post-sales process to identify gaps in assigned accounts for expansion and/or cross-sell opportunities
Proactively analyze data to monitor health of account and collaborate with CSM to recommend appropriate interventions.
Use Salesforce to manage opportunities and pipeline for renewals, expansions and cross-sell products and services. Provide accurate quarterly and annual revenue forecasts to management.

Skills

Excellent verbal and written communication skills
Excellent inter-personal communication skills
Ability to effectively analyze data to identify potential new opportunities.
Ability to analyze multiple sources of information and develop effective strategic plans to expand existing solutions and cross-sell new solutions
Ability to effectively communicate features, advantages and benefits of HMH solutions
Ability to use sales and productivity management tools, including Salesforce, and Microsoft Office Suite
Ability to manage sales opportunity pipeline and provide accurate quarterly and annual revenue forecasts for assigned territory

Experience Required

Minimum bachelor’s degree in education, business or a related field required.
4+ years of Account Management or Sales experience with proven track record of success and attainment of goal. Sales experience in the educational market helpful, with demonstrated effective communication and presentation.
Excellent relationship building skills, with a desire to create a positive experience.
Experience with HMH products, services, and implementation preferred.
Working knowledge of Salesforce.
Understanding of K-12 education industry desired."

Travel Expectations 60-70%

Territory

Account Managers (AMs) for mid-size account territories will primarily focus on accounts above 5,000 enrollment and will service approximately 60 accounts

Salary Range: $80,000 - $92,000 + uncapped commissions

HMH is fully committed to Equal Employment Opportunity and to attracting, retaining, developing and promoting the most qualified employees without regard to race, gender, color, religion, sexual orientation, family status, marital status, pregnancy, gender identity, ethnic/national origin, ancestry, age, disability, military status, genetic predisposition, citizenship status, status as a disabled veteran, recently separated veteran, Armed Forces service medal veteran, other covered veteran, or any other characteristic protected by federal, state or local law. We are dedicated to providing a work environment free from discrimination and harassment, and where employees are treated with respect and dignity. We actively participate in E-Verify.