Customer Account Manager

Gainsight is an AI-powered retention engine behind the world’s most customer-centric companies. They are seeking a Customer Account Manager to drive revenue growth by managing the end-to-end sales cycle and building a strong pipeline while collaborating with various teams to enhance customer success.

Responsibilities:

• Follow and manage the Gainsight Sales Process
• Achieve sales quota for assigned territory and/or accounts
• Maintain appropriate proactive sales development activity to ensure healthy pipeline management
• Execute a thorough discovery process understanding customer requirements
• Articulate value messaging related to driving customer outcomes
• Manage complex, multithreaded sales cycles across all stakeholders
• Overcome technical and business objections of prospective customers as necessary
• Conduct online or onsite product demonstrations to qualified prospects as necessary
• Collaborate with Gainsights Customer Success department to drive renewals
• Respond to RFPs for qualified business opportunities where Gainsight is a fit
• Work with Gainsight’s Professional Services organization to evaluate training and consulting needs to support implementations
• Develop and maintain industry and competitive product and market knowledge
• Maintain a thorough understanding of the Gainsight product and services offered
• Gain an understanding of Gainsight’s use in the industry, as well as best practices
• Be a subject matter expert for your designated industries and territory
• Work with Customer Success to define and support prospecting efforts within assigned territory
• Enter new leads, contact data, log calls and other sales information into SFDC for prospects, partners and customers
• Prepare formal proposals, produce price quotes, work with management on contract negotiations, and coordinate the gathering of all necessary paperwork to process orders
• Investigate and resolve customer problems with releases, payments, product use or implementation (as required)
• Provide feedback (customer/prospect needs, industry trends, market perceptions, competitive intelligence, etc.) to company management, Marketing and Product Management teams
• Conduct online webinars as a means of generating qualified leads
• Plan, promote and conduct round table events in key locations within your territory
• Travel to and attend customer and prospect meetings, trade shows, conferences and round tables; 25-30% travel per year

Requirements:

• Bachelor's degree or equivalent experience
• Minimum of five years experience selling Enterprise Solutions (SaaS and services) into Fortune 1000 companies
• Comfort and expertise calling on and presenting to C-Suite level contacts, six figure deal sizes and 6-12 month sales cycles
• Proven track record of identifying business issues and creating value while managing multiple stakeholders and decision makers in a complex sales cycle
• Demonstrated history of quota achievement/overachievement
• Someone who is highly competitive, entrepreneurial and self-driven
• Experience in the Customer Success and Product Experience fields working with key decision makers such as Chief Revenue Officers, Chief Customer Officers, leaders in Customer Success and Product Management and Marketing strategizing to drive for mutual success