Relationship Manager, Mid-Market

September 6

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Lattice

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Lattice is a people success platform that empowers leaders to build engaged, high-performing teams & winning cultures.

HR Software • Performance Management • People Ops • Human Resources • Employee Development

501 - 1000

Description

• Build relationships with key decision makers and stakeholders across a dedicated customer base • Drive customer decision-making by achieving shared vision and proactively considering the value propositions that tie all stakeholders together • Drive customer growth by proactively identifying opportunities to deliver greater customer value • Operate with a high level of customer orientation including, but not limited to • Researching customers’ businesses and preparing thoughtful questions and insights in advance of customer meetings • Asking layered, open-ended questions to understand and clarify customers’ objectives and challenges beyond surface-level detail • Adapting and shifting communication style and content to fit the needs of different stakeholders • Leading with solutions, not products, when making recommendations aligned to customer objectives • Engaging customers consistently to confirm and clarify value and adapt a strategy when needed to optimize ROI • Sell with integrity while also thinking commercially including, but not limited to • Applying business acumen when crafting & negotiating commercial agreements • Using data and insights to support investment recommendations or overcome customer objections • Proactively mitigating churn risk by adopting a holistic, customer-centric approach • Applying business acumen in account planning by considering economic, industry, and company factors with a customer-centric lens • Mapping all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy • Maintain joint accountability with cross-functional teams for customer success • Consistently practice humility - seeking guidance from colleagues when faced with novel challenges or untested scenarios • Maintain discipline in territory and account planning, forecasting, quota attainment, and using the CRM and other sales tools

Requirements

• 4-6 years of applicable, relevant sales experience • Excellent communication, negotiation, and forecasting skills • Experience working in a B2B SaaS environment is required, experience working with the HR Technology space is preferred • Excellent negotiation and accurate forecasting skills required • Experience carrying a revenue target or quota with the ability to develop compelling strategies that deliver results is required • Demonstrated ability to find and manage high-level business in an evangelistic sales environment, including • Ability to gather and use data to inform decision making and persuade others • Ability to assess business opportunities and read prospective buyers • Ability to orchestrate the closure of business with an accurate understanding of prospect needs • Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors • Proficiency with tools including Salesforce, Gainsight, Drift, Google Suite, and Slack

Benefits

• Medical insurance • Dental insurance • Vision insurance • Life, AD&D, and Disability Insurance • Emergency Weather Support • Wellness Apps • Paid Parental Leave • Paid Time off inclusive of holidays and sick time • Commuter & Parking Accounts • Lunches in the Office • Workplace Amenities Stipend • Internet and Phone Stipend • One time WFH Office Set-Up Stipend • 401(k) retirement plan • Financial Planning • Learning & Development Budget • Sabbatical Program • Invest in Your People Fund