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Enterprise Account Manager

Relay Network

Relay Network

Sales & Business Development
Radnor, PA, USA · Remote
Posted on Monday, December 11, 2023

Relay, one of the fastest growing and most highly decorated technology companies in the Philadelphia region, is looking for an experienced Account Manager to join its fast-paced team. Our vision is to fundamentally change the way that businesses and their customers communicate. Our mission is to give businesses the power to create the easiest, most convenient customer interactions. Our success is marked by the millions of people who use the Relay communications platform everyday to connect and communicate with the most important businesses in their lives.

Job Responsibilities

We are looking for an experienced Account Manager to create long-term, trusting relationships with our clients. As a Relay Account Manager, you will manage a portfolio of enterprise clients, and be responsible for achieving client growth goals, developing new revenue opportunities, and successfully renewing client contracts. A successful Account Manager will collaborate with our sales team to achieve quotas, while keeping our clients satisfied and engaged with our products and services in the long run. Toward these goals, you will:

  • Develop, execute, manage, and own long-term account strategies and partnerships for our enterprise customers
  • Retain and expand accounts in addition to driving adoption
  • Negotiate contracts and close agreements to maximize revenue
  • Manage complex sales cycles for renewals and expansions
  • Develop trusted advisor relationships with key accounts, client stakeholders, and executive sponsors
  • Ensure the timely and successful delivery of our solutions according to client needs and objectives
  • Understand the business and value experiences while also serving as an advocate for additional experiences to drive customer value and expansion
  • Work closely with Client Success Managers to analyze engagement data
  • Identify and develop areas of growth and improvement to meet goals and quotas
  • Identify and develop new business opportunities within existing clients (i.e. additional lines of business)
  • Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders by preparing and delivering account status reports
  • Forecast and track key account metrics (e.g. quarterly results and annual forecasts)
  • Provide detailed, accurate, and timely sales forecasting
  • Liaise with cross-functional internal teams to improve the entire customer experience

Indicators of Success

The ideal candidate will be an ambitious individual who embraces the start-up mentality and the "agile" work environment of a growth-oriented business. Ultimate success will be measured by delivering on commitments, exceeding goals, and achieving both with integrity and respect for co-workers. In addition, the ideal candidate will have:

  • An ability to develop a business focused justification for the purchase of Relay that helps customers get their proposals funded and approved
  • Strong verbal and written communication skills
  • Knowledge of how to meet ambitious individual and team-wide sales quotas

Relevant Experience

  • Proven work experience and an Account Manager or relevant role
  • 8-10+ years of experience selling enterprise software solutions that require consensus-building within a buyer's organization
  • Proven history of exceptional quota attainment
  • Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail
  • Demonstrate ability to communicate, present, and influence key stakeholders at all levels of an organization, including executive and C-level
  • A track record of successful enterprise software sales to multiple industries
  • Familiarity with customer experience management solutions, customer journeys, and customer satisfaction survey technologies (e.g. Net Promoter Score)
  • Experience in the consulting industry, or in an analytical, consultative role
  • Experience in one of our core verticals (healthcare, financial services)
  • SaaS experience, is a plus