Account Manager

Description

The Account Manager (AM) is responsible for driving revenue retention and growth within an assigned territory of current Pathify customers. The AM owns the commercial aspects of the customer journey post-contract, including contract renewals, upsells, and cross sells. The AM must be comfortable with building relationships with key contacts across the multiple departments within our client base, account planning and execution, onsite and remote presentations, and collaboration with other members of the Pathify team. Account Managers will bring to the table proven experience quarterbacking multiple internal resources toward success in complex customer engagements.

Key Responsibilities

Continually build a strong sales pipeline of revenue expansion opportunities

Develop and maintain strong relationships with a high level of trust with decision makers and influencers across multiple departments, enabling ongoing revenue generation opportunities

Develop and execute an account plan for each customer, including strategy, growth plans, action plans, timeframes, and milestones.

Responsible for ensuring there is up to date inventory of Pathify products and services for assigned customers

Clearly communicate potential use cases and other business concepts needed to create value and attract the attention of the customer

Monitor contractual agreements with the customer and initiate renegotiations when appropriate

Perform daily customer interaction and engagement

Perform modular and use-case specific demos of the Pathify platform to customers

Create quarterly plans in partnership with leadership

Research trends and discover new opportunities to increase sales

Log activities and update pipeline metrics daily

Maintain a strong understanding of the Pathify platform, especially focusing on best practices and valuable use cases

Other duties as assigned

Skills, Knowledge and Expertise

Ability to listen well and communicate effectively orally and in writing with various audiences

Capacity to use initiative and independent judgment appropriately while making decisions quickly and effectively

Rapid mastery of the technology

Willingness to motivate colleagues and teams to work towards shared sales targets and strategies

Unflinching devotion to the front end of the funnel, e.g. prospecting for opportunities

Entrepreneurial spirit, intellectual curiosity, and persuasive confidence

Demonstrated desire for continuous learning and improvement

Trust, positivity, patience, and a desire to learn and have fun

Ability to use standard office equipment, computer equipment and software, including word processing, database management, spreadsheet applications, and electronic mail

Experience with any of the following sales methodologies : MEDDIC, Challenger, SPIN, Solution, Consultative, GAP, Sandler, etc. a plus

Candidates for this position must meet 90% of the following requirements

Education, Experience and Requirements :

5+ years enterprise SaaS software sales experience required

Preferred location of candidate is Southern California or Greater Denver, Colorado

Commitment to sales as a career and a science

Evidence of consistent above quota production in a similar role

Ability to travel occasionally to client sites and conferences as needed

Higher Ed technology experience preferred including demonstrated experience selling into the C-suite

Start-up professional experience

Understanding the value and need of leveraging the CRM to operate your book of business; Salesforce experience preferred

Experience with modern sales outreach tools a plus

Proven experience managing a book of business of 30+ customers

Benefits

• 401(k)
• 401(k) matching
• Dental insurance
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Parental leave
• Tuition reimbursement
• Vision insurance

It’s time to change the way we think about the higher ed digital ecosystem. The truth is, there’s a massive void at the center of the higher ed digital ecosystem because there’s no centralized user experience unifying everything. Pathify is an innovative engagement hub that delivers a dynamic, personalized, and centralized experience to every user on any device. No more searching aimlessly for the right information. Pathify actively surfaces the personalized info and tools each user needs, from any school system. Create a clear path to student success and enrich your school identity with a meaningful and engaging digital campus experience — for the entire student lifecycle. Better technology and a better experience = happier students.