Strategic Account Manager Overview:
Reporting directly to the Sales Director, the Strategic Account Manager (SAM) will be responsible for meeting and exceeding ARR targets within specific assigned accounts. The SAM will acquire new prospective customers and expand existing customers. The candidate will actively prospect, qualify, and close new business within their assigned accounts. The SAM will also build relationships with assigned customers to maximize the iiQ offerings provided for their districts. The SAM will develop deep knowledge of assigned accounts and work with CS and Product teams to develop keen awareness of iiQ technologies. The SAM will qualify potential opportunities and actively manage the buying cycle for new customer acquisition and current customer expansion. Day-to-day activities will include qualifying potential leads, prioritizing and organizing activities, demonstrating iiQ technologies, managing pilot processes, conducting customer assessments, and coordinating effective follow up to move selling opportunities to a decision.
The ideal candidate will have a compelling and persuasive communication style. They enjoy leveraging their expertise to help new prospects see the value of iiQ technology. Effective internal communication with Marketing, Product Management, Customer Success, and other key stakeholders is also a critical success factor.
Strategic Account Manager Responsibilities:
- Meet and exceed sales results - new ARR targets
- Prioritize assigned prospects and customers
- Contact prospects, generate interest and qualify needs for iiQ offerings
- Deliver compelling sales presentations and product demonstrations for new prospects and current customers
- Manage the buying cycle for all new prospects – including discovery, demonstration, competitive differentiation, piloting, negotiating, and closing
- Expand assigned customers with goal of achieving 100% sold for iiQ offerings
- Communicate customer stories and best practices in a compelling persuasive way
- Develop relationships with key stakeholders to ensure long-term success
- Effectively manage follow up activities to move selling opportunities to a decision
- Communicate and present territory activity, performance, and forecasting to leadership (weekly, monthly, quarterly)
- Develop and maintain appropriate new sales pipeline for consistent performance
- Enhance personal effectiveness through the efficient use of technology
- Generate ad hoc reports for internal departments as needed
Strategic Account Manager Requirements:
- Four (4) year college degree, or equivalent experience
- Minimum of 7 years new logo sales experience with SaaS solution OR, minimum of 5 years new logo sales experience in K12 market
- Track record of consistent top performance – meeting/exceeding ARR targets
- Track record of closing large complex opportunities with multiple stakeholders
- Exceptional communication skills, both written and verbal, with the ability to simplify complex technology
- Exceptional group presentation skills – compelling and persuasive style
- Highly organized and process driven work habits
- Driven individual with ability to work independently and within a team environment in a competitive marketplace
- Strong knowledge of Salesforce, Microsoft Office, Google Suite, etc.
- Experience in SaaS sales to the K12 market is highly preferred
- Ability to travel up >25%