Account Manager, Mid-Market

About the role

At Bluebeam, we empower people to advance the way the world is built. We create smart software solutions that make construction sites more efficient, connected, and safe and improve the lives of design and construction professionals everywhere. The Account Manager, Mid-Market works with a dedicated list of named Major Accounts. These organizations are 500+ or more employees, less than 50% opportunity saturation and are primarily in the AEC industry. The Account Manager, Mid-Market is also tasked with uncovering new customers and opportunities with organizations of 500+ or more employees in their designated territory. Hot Leads with 500+ employees are periodically discovered by our lead generation team. Those leads are passed along to the Account Manager, Mid-Market based upon assigned geography. This role partners with the other teams at Bluebeam, including but not limited to, Customer Success, Sales Operations, Technical Support, Marketing, Professional Services and Legal/Security to effectively guide customers through purchases of Bluebeam products and services. The Account Manager, Mid-Market is primarily responsible for selling new and upsell business, as well as renewing and growing their assigned Major Accounts. Properly executed, efforts will result in revenue growth, logo acquisition and retention and customer satisfaction.

Responsibilities

• Grow and renew current book of assigned accounts
• Penetrate new logos via non-Bluebeam customers via ADR’s assigned list or other new leads
• Ensure 100% of annual quota is attained or exceeded
• Ensure all new leads are contacted within 24 hours
• Maintain a pro-active consultative approach with all customers on assigned list
• Be initial Bluebeam contact point for all assigned accounts
• Effectively negotiate value-based agreements with all customers
• Proficiently use SFDC to record events in assigned accounts and individual key metrics
• Accurately forecast via SFDC
• Partner and develop professional working relationships and initiatives with other Bluebeam internal business partners

Requirements

• 3+ years in full cycle professional sales role preferably within the AEC/O software space
• Strong communication, written and verbal
• Strong problem-solving skills and comfort with change
• Experience in using Salesforce or other CRM
• Firm understanding of all other internal software applications that allow for enhanced territory management including Microsoft Office, Salesforce, PowerBI, Slack and etc.
• Ability to effectively present to all levels of a business including the C-Suite
• Ability and willingness to travel (up to 50%). Travel is primarily domestic with the majority being in assigned territory. Customer visits to locations including professional office buildings, construction site offices or active construction sites are required. Attendance at trade shows and industry events is also required.

Benefits

• People-focused, entrepreneurial culture with the backing of a stable, global, corporate entity – The Nemetschek Group
• Competitive compensation and benefits package
• Fully vested 401K right from