Strategic Account Manager

Compensation

: $192,290.00 - $192,290.00 /year *

Employment Type

: Full-Time

Industry

: Advertising/Marketing/Public Relations



The Strategic Account Manager (SAM) is a consultative sales and solutions role working with Libris Enterprise and High Value Mid-Market B2B SaaS established customers to deepen and widen our relationships and recognized value so as to

  • Expand new business sales into related parent, child, sibling and associated target accounts
  • Build higher value (LTV) at the customer account and organization as a whole

The role is 70-80% independently prospecting and closing new business from assigned associated and referred accounts, and 20-30% retention and growth of the assigned established customer base in partnership with the Customer Success team. This is a newly created position on the New Business Sales Team that recognizes over half of Libris customers have untapped expansion opportunities.

Successful SAMs are chameleon sellers who know that success comes from proactively driving a schedule of activities to keep one s pipeline full while still approaching each account, relationship and interaction strategically. S/he builds a business growth plan for each multi-account opportunity in collaboration with Customer Success (CS), and executes against it. This often includes switching hats from new business hunter to industry expert to solutions engineer to project manager to teacher to business analyst and problem solver so as to deliver recognized value for users, economic and tech buyers, champions and prospects looking to solve the next level workflow challenges of their visual assets.

What You ll Be Selling and Expanding On

Libris by PhotoShelter is the Digital Asset Management (DAM) platform loved by teams who rely on visuals videos, photos, artwork -- to succeed. How do we know this?

  • We have 1,000+ customers in corporations, professional sports teams, universities, travel and government organizations
  • G2 reviews place us in the upper right quadrant of Leaders
  • Our customer retention rate is 97% five years running

Responsibilities

  • Meet or exceed individual monthly and quarterly New ARR and deal targets plus shared quarterly retention and growth goals (w/ Customer Success) from an assigned territory of Enterprise and High Value Mid-Market established customers and related or associated new business target accounts
  • Develop the established account business plan with Customer Success (CS), and independently drive the related or associated account new business sale cycle from suspect to closed won. While CS manages day-to-day, retention, cross-sell and upsell on the same account:
    • Expand the relationship, value recognition and selling opportunities to parent, child, sibling and associated teams and accounts
    • Prospect, orchestrate the buyer journey across multiple decision-makers and influencers, recommend and propose tailored solutions, and close new business
  • Develop ABRs and QBRs with CS, adding in business impact, ROI and peer industry insights. Co-present for strategic renewals; leverage to demonstrate value with higher level contacts to drive organization-wide opportunities
  • Anticipate, troubleshoot and plan for renewal cycle success in support of CS
  • Manage to an agreed upon set of activities, pipeline development and territory contacts relationship mix to ensure the balance between new business, growth and retention activities that deliver consistent performance excellence quarter to quarter
  • Leverage Sales/CSTech and communications tools, prepare quotes/proposals, and maintain activities in Salesforce to track and scale a predictable and repeatable sales model, delivering on forecast
  • Contribute to PhotoShelter team knowledge and best practices in B2B SaaS new business and expansion sales excellence, industry, market feedback and customer value

Note: This is predominantly an Inside Sales position, with travel encouraged to relevant events and accounts within commuting distance or whose opportunity warrants cross-country travel as pre-approved by the SVP of Revenue

The Ideal Candidate Will Have

  • 3+ years Outbound B2B SaaS Sales or Sales and Customer Success experience in Enterprise and/or Mid-Market accounts selling to Marketing, Communications, Social, Product/Project Management, IT and/or Economic decision-makers often all of them in the same account, and at all different levels in the organization hierarchy
  • A documented track record of meeting and exceeding quotas, and the activities and success metrics that consistently got you there
  • Demonstrated knowledge and stories on how you ve consultatively approached and addressed the needs and workflow challenges of teams with mission-critical roles around visual assets; and, likewise, worked across internal teams -- Sales, CS, Product, Marketing -- to find, build, present and project manage your recommended solutions
  • Maximized time in front of prospects and customers understanding and solving business challenges via the use of video conference, web sharing, phone calls, in person meetings, research tools and other SalesTech
  • Contributed to the success of one s employers by leading in performance and by example, sharing what works in a way that the whole team benefits
  • Passion for and success in a small business or startup culture, succeeding with one s wit, attitude and resources at han

Requirements

  • Meet or exceed individual monthly and quarterly New ARR and deal targets plus shared quarterly retention and growth goals (w/ Customer Success) from an assigned territory of Enterprise and High Value Mid-Market established customers and related or associated new business target accounts
  • Develop the established account business plan with Customer Success (CS), and independently drive the related or associated account new business sale cycle from suspect to closed won. While CS manages day-to-day, retention, cross-sell and upsell on the same account:
    • Expand the relationship, value recognition and selling opportunities to parent, child, sibling and associated teams and accounts
    • Prospect, orchestrate the buyer journey across multiple decision-makers and influencers, recommend and propose tailored solutions, and close new business
  • Develop ABRs and QBRs with CS, adding in business impact, ROI and peer industry insights. Co-present for strategic renewals; leverage to demonstrate value with higher level contacts to drive organization-wide opportunities
  • Anticipate, troubleshoot and plan for renewal cycle success in support of CS
  • Manage to an agreed upon set of activities, pipeline development and territory contacts relationship mix to ensure the balance between new business, growth and retention activities that deliver consistent performance excellence quarter to quarter
  • Leverage Sales/CSTech and communications tools, prepare quotes/proposals, and maintain activities in Salesforce to track and scale a predictable and repeatable sales model, delivering on forecast
  • Contribute to PhotoShelter team knowledge and best practices in B2B SaaS new business and expansion sales excellence, industry, market feedback and customer value

Note: This is predominantly an Inside Sales position, with travel encouraged to relevant events and accounts within commuting distance or whose opportunity warrants cross-country travel as pre-approved by the SVP of Revenue

The Ideal Candidate Will Have

  • 3+ years Outbound B2B SaaS Sales or Sales and Customer Success experience in Enterprise and/or Mid-Market accounts selling to Marketing, Communications, Social, Product/Project Management, IT and/or Economic decision-makers often all of them in the same account, and at all different levels in the organization hierarchy
  • A documented track record of meeting and exceeding quotas, and the activities and success metrics that consistently got you there
  • Demonstrated knowledge and stories on how you ve consultatively approached and addressed the needs and workflow challenges of teams with mission-critical roles around visual assets; and, likewise, worked across internal teams -- Sales, CS, Product, Marketing -- to find, build, present and project manage your recommended solutions
  • Maximized time in front of prospects and customers understanding and solving business challenges via the use of video conference, web sharing, phone calls, in person meetings, research tools and other SalesTech
  • Contributed to the success of one s employers by leading in performance and by example, sharing what works in a way that the whole team benefits
  • Passion for and success in a small business or startup culture, succeeding with one s wit, attitude and resources at hand

Benefits

We're offering:

  • Uncapped Commissions and the opportunity to see your revenue contributions directly impact company wide success. We CHERISH our sales reps!
  • An inspired environment. Inc. Magazine named PhotoShelter one of the fastest growing companies in the US and we ve been awarded one of the Best Places To Work in NYC by InternetWeek with special recognition for our employee happiness scores.
  • Visual Media industry expertise through exposure to amazing photographers and videographers and new trends in the industry.
  • Location. Beautiful views of Trinity Church, The Hudson & East rivers and the Financial District.
  • Food. Lots of it. Always. Usually in combination with photo slideshows and team events.
  • Benefits. We offer the usual good stuff. Competitive annual salary, monthly paid commissions, 401(k) with company match, insurance coverage (health, dental and vision, life), 28 PTO days from year 1, and commuter benefits.
* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.

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