Senior Manager, Account Management

Role Responsibilities

• Hire, develop, and mentor a high-performing team of Account Managers.
• Proactively build strong relationships with customers to understand their changing business needs and ensure Q4 remains their preferred Investor Relations solution.
• Partner with Customer Success  Leadership and coach your team to work with their Customer Success partners to understand customer sentiment and overcome challenges that would lead to customer churn including overseeing the preparation of business cases for retention needs.
• Lead the renewals process for your team’s portfolio of accounts, providing guidance on negotiations, solution development, and contract management. Gain a deep understanding of our product offerings, competitors, and pricing strategies to help secure long-term, high-value customer commitments with Q4.
• Drive segmentation and high-value expansion targeting within-in the base.  Identify the highest value expansion opportunities and manage your team’s funnel of opportunities to move with speed and convert at a high rate. Understand your customer’s workflows and jobs, tailor your team’s outreach across the quarter to match their needs in those periods, and deliver maximum new bookings through a professional and personalized outreach strategy
• Gather valuable insights from your team’s customer conversations and bring them back to the organization in actionable ways. Whether it's competitive intelligence, pricing trends, product feedback, or shifts in investor relations, you’ll help Q4 stay aligned with emerging industry trends and ensure we are meeting customers where they are.

Qualifications

• Bachelor’s degree or equivalent
• Minimum of 10 years sales/account management and 4+ years sales/account management leadership experience with a proven track record for success with sales or account management in a SaaS based environment
• Positivity in leadership.  Ability to set goals and galvanize teams to deliver results
• Strong leadership and coaching background with demonstrable outcomes resulting from your leadership
• Expertise using Salesforce.com with the ability to create reporting and identify trends and insights in your team’s data
• Team player, self- motivated with high emotional IQ (EQ) and excellent presentation skills
• Critical thinking and analytical skills, with extensive expertise in preparing win-win renewal scenarios
• Proven track record of success and exceeding expectations selling to and developing lasting relationships with your customers’ senior management.
• Experience successfully managing and growing team revenue with customers in an assigned territory or book of business
• Strong listening and deduction skills with the ability to pick-up on possible obstacles or opportunities in customer conversations
• Knowledge of how to accurately forecast revenue levels and achieve sales targets in a high-growth environment.
• Strong negotiations skills and the ability to build and present business cases both internally and externally
• Demonstrated hustle and pursuit history with high outreach motor and high contact and conversion rates
• Ability to manage a busy calendar.  We want to talk to our customers every quarter!

Additional Skills

• Alignment with Q4’s values - customer obsession, integrity, bringing big ideas to life and making impacts together 
• Proven ability to foster collaboration across departments.
• Strong sense of accountability and ownership over team success and product quality.
• Highly motivated, self-confident, and driven to achieve exceptional results.
• Resourceful and creative in prospect identification and opportunity generation.
• Experience navigating the fast-paced environment of a successful startup.
• Self-starter with a positive "can-do" attitude.
• Service-oriented approach for fostering positive relationships with internal and external stakeholders.