Senior Account Manager

About the role

This is a remote-based role located in VA or PA with a requirement to travel up to 75% of the time. The Senior Account Manager will deliver against net revenue targets (renewal and upsell) across ViaPath ‘growth’ product categories for existing accounts.

Responsibilities

• Develop and maintain assigned client, customer, and partner relationships.
• Coordinate Buyer / Channel Partner activities.
• Handle client communications and respond thoughtfully, strategically, and in a timely manner, triaging communications as necessary.
• Educate assigned clients, customers, and partners on ViaPath products and services to identify growth opportunities.
• Support the RFP/RFI process using in-depth knowledge of clients, customers, and partners, working with cross-functional teams.
• Manage, document, and forecast a pipeline of opportunities to drive retention and growth of both existing and new business.
• Conduct client and customer success activities to retain and build business, including communicating service requirements.
• Coordinate tradeshow activities.
• Develop and report monthly sales activity documentation – Sales Plays, Account Health, Financial Performance, etc.
• Document quotes and other sales activities in SalesForce.
• Coordinate with internal and external stakeholders to maintain transparency and effective communication.
• Anticipate problems, assess and mitigate risks, and proactively provide solutions.
• Prepare client and team meeting agendas, lead client and team meetings.
• Maintain minimum weekly/daily metrics and ensure quota is met consistently.
• Develop and deliver client reports as needed.
• Understand the changing business and technology issues and needs that customers and potential customers face.
• Partner with Field Services team(s) to ensure overall account satisfaction.

Requirements

• A Bachelor’s degree in Sales, Business Management, or related field is preferred; 4 years of experience required in lieu of degree.
• 5-8 years of client service experience, client management and/or sales experience, or corrections experience working with ViaPath products.
• Demonstrated ability to develop multi-threaded relationships with clients and a proven track record of high customer satisfaction.
• Ability to lead a team of professionals at various career levels to drive the overall strategic account growth plan.
• Ability to manage multiple accounts and varied customer contacts.
• Ability to upsell at existing accounts.
• Recognized as a strong communicator and collaborator.
• Polished and seasoned presenter.
• Relatable and able to carry conversations on a wide range of subjects while adapting to the environment.
• Experience in servicing, supporting, or selling relationship-based services in industries with a long sales cycle and frequent interaction with government entities at a prominent level is preferred.
• Driven individual with the ability to work independently in a competitive marketplace.
• Technical background and/or ability to acquire technical knowledge to break solutions down for non-technical customers.
• Experience with Salesforce.com or similar CRM applications.
• Ability to travel up to 75% monthly.

Benefits

Eligible full-time employees have access to a comprehensive benefits package that includes:

• Medical, Dental & Vision Insurance – Multiple plan options designed to support a variety of coverage needs.
• Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA) – Employer-provided contribution to the HSA for eligible medical plans. Healthcare and dependent care spending accounts available.
• Flexible Time Off (FTO) – Including vacation and sick time.
• Company Holidays.
• Retirement Plan (401(k)) – Traditional and Roth 401(k) options available, including employer matching contributions.
• Life & Disability Insurance – Company-paid basic life insurance and short-term disability; additional voluntary coverage available.
• Employee Assistance Program (EAP) – Free, confidential support for personal, financial, and family matters.
• Additional Well-Being Resources – Includes access to Care.com, Calm, Active&Fit, Telavet, LegalShield, and other lifestyle resources and discounted services.

Eligibility for certain benefits may depend on employee status, work location, and applicable plan documents. Benefits and terms are subject to change.