Senior Client Account Manager
September 7
🏡 Remote – New York
Description
• Upsell and Cross-sell of additional products and services in the assigned customer book of business • Partner with sales leader, BDR’s and CSM’s to create and execute sales strategies to grow revenues within the customer base • Maintain an adequate number of client meetings and continuously build pipeline to exceed quarterly and annual business objectives • Articulate the value of Emburse Solutions with strong presentation skills in the context of customer business problems and outcomes • Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology • Work collaboratively in a team selling environment in a lead role on the team and partner with Client Success, Solutions Consulting, Overlays, and other key internal stakeholders • Mentor new employees as requested by manager • Serve as a subject matter expert on spend management from both an Emburse and industry perspective • Collaborate with sales management on sales opportunities and obstacles and develop strategies to maximize wins • Consistently document sales status, contacts, and communications within Salesforce.com • Constantly manage sales pipeline and forecast with a high degree of accuracy • Learn and effectively use all available sales tools, and assist other team members as requested by management
Requirements
• A college degree is preferred but not required. Equivalent years of relevant experience may substitute • Minimum of 5-10 years of experience selling SaaS solutions, fintech preferred, to companies with 1000+ employees • Proven track record of closing 5-figure ARR deals, experience working 5-figure deals • Consistent and proven track record of consistently finishing above the quarterly and annual quota • Knowledge of travel and expense and/or AP/Payments management industry is highly preferred • Knowledge of GAP Selling, Challenger Sale, SPIN, or equivalent sales methodology • Strong prospecting skills and direct prospecting efforts of others • Strong listening skills and ability to ask probing questions • Ability to set, manage, and document agreed outcomes of customer engagements • Keen curiosity about businesses, how they work, and specifically AP/Finance/Expense operations • Strong presentation skills- including one-on-one, small virtual settings and in front of a larger group • Excellent communication skills both written and verbal • Ability to analyze AP/Expense processes to determine the best solution fit • Technology skills and the proven ability to use email, Zoom, SFDC, and other sales tools as needed • Comfort professionally pushing back on and negotiating with customers to drive a better deal/outcome for Emburse • Ability to work with internal and external partners to a mutually agreed outcome • Ability to solve problems as they arise in a calm, professional manner • Ability to build and maintain effective relationships with co-workers and customers • Ability to quickly adapt to a changing environment • Ability to work under limited supervision and collaborate effectively with management • Operate with a sense of urgency • Accountable for sales outcomes and commitments • Establish Executive Sponsorship • Justify Value • Discover & Define Problems • Introduce New Products • Domain Expertise • Handle Objections • Sales Execution • Resourcefulness
Benefits
• Travel required; overnight travel required occasionally • Annual quota of $500k
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