Strategic Account Manager

About the role

Applause is raising the bar for digital quality and employee experience. Recognized as a Top Workplace, Applause provides award-winning software testing and UX research solutions to top brands. Our fully managed services leverage a global team and the world's largest independent testing community. We improve digital experiences for global innovators like Google, Microsoft, PayPal, Starbucks, Vodafone, and BMW.

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
• Actively participates in regional marketing events for lead generation (industry trade shows, professional associations, etc…)
• Focuses on Account Management and Business Development to maximize 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
• 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
• Contributes to the growth, development and positive experience of the sales team

Requirements and preferred skills

• 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

Why Applause?

• 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
• Experience a supportive culture that emphasizes teamwork, innovation and transparency
• Share your voice! Contribute and integrate creative and innovative ideas across roles and departments

Core values

• Be Accountable: You love to take ownership, and hold yourself and others accountable to increase empowerment and success
• Celebrate Authenticity: You love bringing your true self to work and creating genuine and trustful relationships within a diverse environment
• In It Together: You have a team-first mindset and love collaborating with your peers
• Create Value for Our Customers: You love delivering meaningful business impact and being a release partner for all aspects of digital quality
• Crush Your Goals: You always strive for excellence and constantly seek ways to be better, more effective and more efficient

Compensation

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