Enterprise Account Manager

Essential responsibilities:

• Responsible for the sales target for Upsell Sales and Renewals depending on assigned account target list.
• Responsible for identifying customer needs, educating them on potential solutions, demonstrating a potential solution in a live environment, and negotiating with key stakeholders to produce a recurring revenue contract.
• Working alongside Sales to transition responsibility of existing accounts and with Client Success, this role is responsible for renewing existing contracts while looking for opportunities to expand RainFocus solutions into existing events.
• Manage and nurture account relationships resulting in long-term, mutually beneficial strategic partnerships.
• Manage complex enterprise deal cycles.
• Working closely with Client Success, provide account management to existing accounts, not limited to but including a structured quarterly business review with clients.
• Become an expert in RainFocus solutions for conferences and events of all sizes and adapt recommendations quickly to suit varying client needs.
• Work cross-functionally within sales and other functions to drive revenue and increase customer satisfaction.
• Think creatively about ways to increase the company’s value to customers.
• Communicate business trends to the RainFocus product team.
• Work cross-functionally across RainFocus to ensure the very best service to our customers.

Required skills and experience:

• 7+ years of experience in enterprise account management renewing deals in excess of $250K in Contracted Annual Recurring Revenue (CARR).
• Proven track record of exceeding quota on a multi-year basis.
• Proven track record of stability at one, or a few companies, over a career.
• Experience performing software demonstrations in a complex, multi-stakeholder sale.
• Experience creating and responding to RFPs.
• Experience creating MSAs and SOWs, as well as facilitating the legal review.
• BA/BS required.

Personal characteristics:

The best candidates for this position will have strong chemistry and a culture fit within RainFocus. They will need to be comfortable working in a fast-paced, challenging, and dynamic environment. Additional personal qualities include:

• Intelligence
• Resiliency
• Self-motivated
• Strong Communicator

Success measures:

• Developing an accurate sales renewal pipeline.
• Meeting and exceeding renewal targets.
• A leader in collaborative, cross-functional planning.