About the role
Q4 is the leader in innovating the Investor Relations Technology space. We’re transforming the industry with our SaaS solutions and we’re looking for a world class Enterprise Account Manager to help us retain and grow our customer base. You’ll manage Renewals, Retention and Expansion of a book of business dually owned with a CSM partner who will join you to provide best-in-class training and care. You’re a hunter and a farmer, maintaining great relationships and uncovering all the areas we can provide additional value for our customers. Across your assigned portfolio, you will manage the overall economic relationship with all of your customers, ensuring they remain in the franchise and expertly driving outreach to expand the value they are receiving from Q4’s set of unrivaled products.
What you'll do
- Retention – Proactively drive connection with customers to understand their evolving business circumstances and ensure Q4 remains their choice for their Investor Relations solution needs. Be an active team member with your CSM understanding customer sentiment and overcoming challenges that would lead to customer churn including the preparation of business cases for retention needs
- Renewals – Own the renewals process including negotiations, solutioning and contracting. Deeply understand our product offerings and price book and work with your customers to extend their commitments with Q4 for maximum value and length
- Expansion – Hunt in your book of business. Identify the highest value expansion opportunities and engage your customers to help them understand the value and ROI associated with bringing more of their Investor Relations spend to Q4. Understand your customer’s workflows and jobs, tailor your outreach across the quarter to match their needs in those periods, and deliver maximum new bookings through a professional and personalized outreach strategy
- Voice of the Customer – Bring back information from your customer conversations in actionable ways to the organization. Whether it is competitive information, pricing insights, product needs or investor relations trends you will help Q4 stay close to the emerging industry changes so we can meet customers where they are
Qualifications
- Bachelor's degree or equivalent
- Minimum of 3+ years with a proven track record for success with sales or account management in a SaaS based environment
- Proven track record of success and exceeding expectations selling to and developing lasting relationships with your customers’ senior management.
- Experience successfully managing and growing revenue with customers in an assigned territory or book of business
- Strong listening and deduction skills with the ability to pick-up on possible obstacles or opportunities in customer conversations
- Knowledge of how to accurately forecast revenue levels and achieve sales targets in a high-growth environment.
- Strong negotiations skills and the ability to build and present business cases both internally and externally
- Demonstrated hustle and pursuit history with high outreach motor and high contact and conversion rates
- Ability to manage a busy calendar. We want to talk to our customers every quarter!
- Experience using Salesforce.com, SalesLoft, Gong and LI Sales Navigator.
Additional Skills
- The ability to work across an organization in partnership
- A strong belief in accountability and one who takes great pride in the quality of the products and the efficiency of the team
- Strong motivation, self-confidence, and sense of ownership
- Creative sales professional that leverages all available resources for finding opportunities