SMB & Mid-Market Account Manager, Talent Solutions

Responsibilities:

Understand business priorities and customer needs:

• Prepares for key customer moments and meetings by developing a solid understanding of the customer’s business, priorities, and challenges through discovery, research, and relevant insights.
• Asks thoughtful, open-ended and follow-up questions to understand and clarify customer objectives, priorities, and challenges.
• Drives customer and revenue growth within the assigned book of business by identifying opportunities to deliver greater customer value and demonstrate ROI.
• Manages and prioritizes a book of business effectively, identifying growth opportunities and focusing time and resources on accounts with the greatest potential for upsell and cross-sell

Multi-threading:

• Builds relationships with multiple stakeholders across the customer organization and identifies opportunities to engage additional decision makers and influencers.
• Adapts communication style and content to effectively engage different customer personas and stakeholders.
• Develops stakeholder maps to identify decision makers, process owners, and influencers and proactively builds relationships across relevant stakeholder groups

Solution/ value-selling:

• Is a driven sales professional motivated not only to achieve but to exceed quarterly targets, KPIs, and goals.
• Leads with Solutions, not products, when making recommendations aligned to Customer objectives.
• Bring customized creative solutions that address unique client needs to facilitate closing deals that drive their business growth
• Drives customer decision making by achieving shared vision and proactively considering the value props that tie all stakeholders together.
• Thinks commercially and applies business acumen when crafting & negotiating commercial agreements.
• Uses data and insights to support investment recommendations or overcome customer objections.
• Engages customer throughout the deal cycle and post to confirm and clarify value and adapts strategy when needed to optimize ROI.

Operational rigor and collaboration:

• Proactively mitigates churn risk by adopting a smart, customer-centric approach.
• Applies business acumen in Account Planning by considering economic, industry, and company factors with a customer-centric lens.
• Demonstrate proficiency in utilizing sales processes & tools effectively in every day sales activities.
• Solve problems independently while soliciting the right input & support as needed.
• Delight the customers by demonstrating responsiveness & resourcefulness to fulfil & satisfy diverse customer needs.
• Responsible for ensuring that customers are engaged & fully utilizing LTS solutions to the fullest potential
• Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment.
• Follows best practices when using CRM and other Sales tools in order to manage the Sales and Buyer cycles.
• Minimum 25% travel requirement (1 week per month), which may be revisited based on business requirements
• Practice’s humility and asks for help from colleagues when faced with a challenge or unknown.
• Participates proactively in organizing customer events from small to large scale format with the team.

Basic Qualifications:

• 4+ years of applicable quota-carrying and/or consulting experience
• Fluency in English

Preferred Qualifications:

• Experience with HR software / SaaS / solution selling experience
• Demonstrated ability to find and manage high-level business in an evangelistic sale environment.
• Ability to gather and use data to inform decision making and persuade others.
• Ability to assess new business opportunities and read prospective buyers.
• Proactively identifies and develops new business opportunities within untapped subsidiaries.
• Ability to orchestrate the closure of business with an accurate understanding of prospect needs.
• Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors.
• Understanding of software contract terms and conditions with the ability to create fair transactions.
• Experience carrying a revenue target with the ability to develop strategies that deliver results.
• Strong communication, negotiation and forecasting skills .
• AI fluent.
• BA/BS degree or equivalent in a related field

Suggested Skills:

• Solution Selling
• Multi-threading
• Influencing CxO stakeholders
• Negotiating and managing contracts
• Collaborating with cross-functional partners
• Leading with insights

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