Strategic Account Manager

About the role

As a Strategic Account Manager you will be responsible for driving revenue growth by building and managing strategic accounts, long-term client relationships, and developing key business relationships. The role requires a strong focus on new business development, in addition to, up-selling and cross-selling to existing clients and securing contract renewals within F100 accounts. This will be achieved through solution selling, account planning, prospecting to identify high-quality clients, qualifying and developing assigned accounts while understanding the client business environment, educating clients on Applause's product offerings, and identifying ways the company can assist clients in solving its application development testing challenges.

Key Responsibilities

• Develops and executes sales plans and coordinates sales efforts to achieve new customer revenue and existing customer up-sell revenue targets for Fortune 100 accounts
• Meets or exceeds defined sales quota through strategic account planning, networking and use of company resources. Strong preference for experience selling technology/managed services.
• Actively participates in regional marketing events for lead generation (industry trade shows, professional associations, etc…)
• Focus on Account Management and Business Development to maximizes Applause's revenue and profitability potential by up-selling to existing clients, driving renewal revenue and ensuring client satisfaction; Involvement in kickoff meetings, major milestone meetings, and opportunistic participation where senior client decision makers are present.
• Sales Leadership - Strategic sales approach, creates value for clients and adds to the company's capabilities and reputation; Maintains a thorough understanding of Applause's product offerings and tailoring its presentation to meet the needs of different types of organizations.
• Assists clients in developing the business case and value proposition for proposed solutions when necessary
• Collaborates with Client Services Team and Executive Leadership Team in executing the company's sales process including proposal development.
• Tracks and maintains all prospect and client activity in Salesforce.com.
• People Development - Contributes to the growth, development and positive experience of the sales team.

Requirements

• BA/BS Degree or equivalent business experience.
• 8+ years of Professional services, Managed services or solution sales experience
• Proven track record of successful customer engagements across a spectrum of enterprise-class verticals.
• Demonstrated success selling to Fortune 100
• A strong foundation for strategic and tactical selling of a solution sale.
• Excellent presentation and negotiation skills.
• Motivated to advance growth in an entrepreneurial, rapidly growing company environment.

Benefits

• Flexible work environment with top talent from across the globe
• Collaborate with an international team of 450+ passionate, talented co-workers
• Expand your portfolio with exciting, hands-on projects providing exposure to well-known, global brands
• Learn and grow through structured onboarding, in-house knowledge sessions and access to thousands of virtual courses available on demand
• Incorporate AI and other exciting technologies into your work, to help you prioritize and boost productivity
• Supportive culture that emphasizes teamwork, innovation and transparency
• Share your voice! Contribute and integrate creative and innovative ideas across roles and departments

Pay

The salary range for this position is $200,000.00-$300,000.00 Total Compensation.