Account Manager (SMB Sales Specialist)

March 21

Skillsoft

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We propel organizations and people to grow together through transformative learning experiences.

Elearning • Training • Learning Solutions • Courseware • Learning Management System (LMS)

1001 - 5000

Description

• Skillsoft is seeking an experienced, motivated, and successful Account Manager to manage a portfolio of existing SMB and/or Mid-Market accounts. The Account Manager will possess a track record of consistently exceeding goals for revenue retention, growth, and customer satisfaction. • Exceed quarterly and annual retention and growth targets (NRR) for assigned accounts. • Consult with economic buyers, champions, and other stakeholders to understand the customer’s workforce upskilling and reskilling needs, business challenges, and key goals. • Develop and execute account strategies considering customer market segment, annual spend, growth potential, current Skillsoft solution footprint, workforce transformation needs, current license consumption, content usage, engagement, etc. • Establish strong customer partnerships spanning the lifecycle (e.g., onboarding, adoption, expansion, renewal) and leverage internal resources appropriately to meet customer needs. • Provide guidance, tools, resources, best practices, and business reviews across multiple Skillsoft products and solutions, ensuring each customers achieve value realization, leading to renewal and expansion. • Generate, update, and close renewal and expansion opportunities and ensure forecast accuracy. • Meet all requirements related to CRM hygiene including Account Health, activities, contacts, communications records, NPS, etc. • Manage renewal timelines effectively including reassessing needs, issuing prompt and accurate quotes and proposals and/or RFP responses, and executing contracts. • Achieve annual certification in the use of Skillsoft methodologies, models, and tools used to drive value realization, renewals, and growth. • Skilled mentor, coach, and trainer with the ability to develop and implement learning and growth programs.

Requirements

• 3 – 5 years proven sales or account management track record • Demonstrated experience with renewal and upgrade forecasting, quoting, opportunity management, pricing, and contracting • Bachelor’s degree preferred • Experience in managing customer relationships in a B2B environment • Sales experience in a technology-oriented field is preferred • Proficiency in Microsoft Office products • Working Knowledge of Salesforce.com is preferred • Formal understanding of Solution/Consultative Selling • Formal understanding of the different steps involved in a sales cycle and must know how to leverage each stage in the sales cycle to advance the sale • Ability to work with multiple functional departments and roles to manage customer life cycle from implementation to renewal • Excellent ability in analyzing opportunity to cross-sell and upsell potential within existing books of business • Proven ability to prospect and manage a designated territory to maximize revenue growth • Ability to manage multiple relationships within an organization • Strong relationship-building and consulting skills • Operates with a sense of urgency and has a positive, winning attitude • Excellent written / verbal communication skills to interact with senior level corporate management • Experience using tools to conduct virtual client meetings and presentations • Proactive with a strong sense of urgency and competitive drive. • Independent, entrepreneurial mindset with the ability to make independent decisions. • Influential, and enthusiastic communicator. • Adaptable, embraces change. • Collaborative team player, working across various teams within the organization. • Customer service minded. • Strong attention to detail, organized and goal oriented.

Benefits

• Target base salary range for this job requisition is anticipated to be approximately $85,000 - $90,000 annualized with average on target earnings including commissions of approximately $105,000 - $115,000 annually. • We also offer full benefits. • The company may modify salaries, salary ranges and/or Pay Plans from time to time as it deems necessary.