The Manager, Account Management will lead and manage a team of Account Managers responsible for retaining and growing Everbridge’s customer base. As the leader of this team, you will support the department's strategy to ensure sustainable high performance. Success in this role is measured by achieving 96+% retention rates and driving revenue growth within the account base. The Everbridge Account Management team is collaborative, results-driven, and high-performing. It is responsible for the retention and incremental growth of Everbridge’s customer relationships.
What you'll do:
- Leadership and Team Development: Recruit, train, and develop a team of Account Managers, setting revenue targets focused on customer retention and account growth.
- Strategic Planning: Design and execute strategies to upsell existing accounts and identify new opportunities for the Account Executive team.
- Retention and Growth: Develop and implement strategies to increase and sustain retention, understand the competitive landscape, and emphasize Everbridge's differentiators.
- Campaign Implementation: Implement campaigns and training programs to enhance the Account Managers’ solution-selling abilities, focusing on increasing customer adoption and usage of Everbridge solutions.
- Cross-Functional Collaboration: Cultivate a collaborative culture with other teams, especially the Sales team, to improve customer experience and loyalty.
- Sales Support: Support key sales opportunities, help Account Managers demonstrate the value of Everbridge solutions, negotiate contracts, and close deals.
- Territory Planning: Lead regular account and territory planning meetings to achieve revenue goals.
- Performance Monitoring: Conduct regular sessions to review pipeline/forecasts and provide necessary guidance to achieve growth and retention quotas.
- Communication and Reporting: Proactively communicate relevant information to senior leadership, provide accurate revenue forecasts, and identify risks and opportunities.
- Quota Attainment: Consistently meet or exceed quota and non-quota-based performance objectives.
- Sales Distribution: Establish sales territories, quotas, and goals.
- Product Expertise: Maintain expertise in Everbridge’s and competitors’ products/services.
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What you'll bring:
- Educational Background: Bachelor’s Degree in Finance, Economics, Marketing, Business, Communications, or a related field preferred.
- Team Management: 3-5 years of proven success managing a Sales or Account Management team in a SaaS environment, driving retention and growth, with 5-7 years of overall sales experience in software sales.
- Sales Leadership: Proven track record of training, mentoring, and hiring top Sales or Account Management professionals to meet quota and customer experience objectives.
- Sales Skills: Strong hunting, prospecting, relationship-building, and retention skills.
- Campaign Implementation: Experience implementing scalable outreach programs or campaigns.
- Performance Under Pressure: Strong work ethic and proven ability to perform under pressure.
- Communication Skills: Fluency in English with excellent verbal and written interpersonal, presentation, and communication skills.
- Consultative Selling: Demonstrated ability to identify and sell to multiple buyers within an organization.
- Sales Techniques: Background in consultative/solution sales environments; proficiency in blueprinting, prospecting, and cold calling.
- Opportunity Management: Ability to manage a high volume of opportunities.
- Motivation and Initiative: Must be dedicated, motivated, and a self-starter.
- Analytical and Problem-Solving Skills: Strong analytical, negotiation, and creative problem-solving skills.
- Travel Requirement: Willingness to travel approximately 30-40%.
- Technology Proficiency: Proficiency in Salesforce and Gainsight.
- Industry Experience: Experience in sales of telecommunication services, business continuity planning, disaster recovery products, or related products is highly desirable.
- Sales Methodologies: Experience with Sandler Selling, SPIN Selling, or Solution Selling is a plus.
The reasonably estimated salary for this role at Everbridge ranges from $95,000 - $128,000 and may also include variable compensation. Actual compensation is based on factors such as the candidate's skills, qualifications, and experience. In addition, Everbridge offers a wide range of best in class, comprehensive and inclusive employee benefits for this role including healthcare, dental, parental planning, and mental health benefits, disability income benefits, life and AD&D insurance, a 401(k) plan and match, paid time off, and fitness reimbursements.