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Role Description

The Account Manager is responsible for driving revenue growth by developing deep and lasting relationships with clients and proactively developing, shaping, and closing new and repeat business. This position develops demand for short-term training programs and long-term consulting services, leading the client through the sales cycle from prospect to contract closure.

• Developing and maintaining a robust pipeline through a consultative sales approach.
• Qualifying and understanding buyer criteria to ensure maximum resource alignment & low-risk engagements.
• Creating value propositions & proposals at the board room level.
• Identifying, qualifying, and leading the sales cycle to close with strong contract negotiation and client management skills.
• Developing ongoing business strategies with appropriate accounts and stakeholder management plans.
• Precision in pipeline management, meticulous account planning, and aggressive field sales prospecting.
• Experience developing and delivering sales presentations in the C-suite and Boardroom.

Qualifications

• Bachelor’s Degree.
• 4+ years experience in B2B sales or consulting services sales or training services sales.
• B2B and Fortune 500 sales experience within service-based industries such as Consulting, Advisory, Technology, SaaS, or solution/consultative based sales roles.
• Demonstrated experience working in a fast-paced account model selling environment.
• Demonstrated ability to consistently achieve revenue commitments at the monthly and quarterly level.

Requirements

• Proven ability to manage and forecast a complex sales process.
• Ability to assess organizational, leadership, and training needs and develop solutions/programs.
• Provides proactive demand generation and closure of services engagements.
• Develops Account Plans, Pursuit Plans, and Stakeholder Management Plans.
• Maintains a full calendar of client meetings that drive business.
• Demonstrates strong time management, executive presence, and self-starter approach.
• Maintains impeccable account data and sales reporting.
• Coordinates Delivery Services resources for accurate scoping of business.
• Researches and analyzes account information to identify new business opportunities.

Benefits

• 401(k) plan.
• Stock purchase plan.
• Discounts at Marriott properties.
• Commuter benefits.
• Employee assistance plan.
• Childcare discounts.
• Medical, dental, vision coverage.
• Health care flexible spending account.
• Dependent care flexible spending account.
• Life insurance, disability insurance, accident insurance.
• Adoption expense reimbursements.
• Paid parental leave and educational assistance.