Strategic Account Manager

About the role

Customers have significant expansion opportunities that require additional sales cycles. This opportunity is oftentimes not evident at the time of the original sale, or a compelling/business takes place subsequently. This role would work hand in hand with our Customer Success Managers to upsell to a client base of about 100 customers. Building executive relationships, multi-threading and aligning on key business goals is essential to ensure they get maximum value across all of Tipalti's solutions.

Responsibilities

• Execution: Strategic account planning and execution skills that lead to consistent quota attainment, pipeline generation, and forecast accuracy
• Product / Applied Knowledge: Tech Savvy, proficient using SaaS applications and translating technical features into business concepts. Able to utilize deep understanding and knowledge of the Tipalti products, as well as Finance / Payments industry trends
• Strong sales acumen: skillful prospecting, negotiating and closing, based on Tipalti Sales playbook. A strong consultative selling approach is a must.
• Professional presence and confident, articulate communication skills - ability to initiate and direct discussions with Executive-level decision makers
• Problem solving capabilities, highly organized, detail-oriented, and strong time-management skills
• Proactive, self-starting individual who can identify opportunities and run with it.
• System and Data Driven: Accurately maintain account and opportunity information within our internal CRM systems. Able to effectively leverage systems and tools to engage with customers, manage pipeline and track deal progress. Able to use data to inform and enable effective decisions
• Accountability: Highly motivated, goal-oriented, and competitive. Persistence and tenacity is key for success in this role
• Customer Focus: Maniacal focus on Customer Success and Expansion, delivering impactful business benefits
• Flexibility and Adaptability - things move fast around here!
• Team Player - Collaborative, holds themselves and others accountable.

Requirements

• Minimum 4+ years of experience in Software/SaaS or Financial Tech sales with a successful track record of consistent quota achievement
• Previous experience selling to C Suite - Emerging Technologies, Digital Economy and Global Organizations strongly preferred
• Demonstrated ability to sell large scale solutions and achieve sales revenue targets through increased adoption and expanded use of technology in existing customer base
• Skilled at fostering and leveraging strong working relationships with cross-functional teams to develop and execute customer success strategies
• Driven to achieve aggressive goals combined with equal passion for customer success
• Ability to travel up to 25% to nurture relationships with customers in territory
• Bachelor's degree preferably in Finance, Economics or Accounting. Management consulting background is a plus
• Please note, this is a hybrid position and requires you to be in the office Monday, Tuesday, Thursday
• Our Mission
• Our mission is to elevate how finance teams operate in the global economy. We empower our customers to scale faster and smarter by removing the complexities of doing global business and accelerating their finance operations efficiency. We are the AI-powered platform that automates finance.
• Accommodations
• Tipalti champions inclusive teams, in which every voice counts. We are committed to recruiting diverse candidates with varied personal experiences and abilities. We welcome applications from candidates

Additional Information

We are looking for a Strategic Sales Account Manager to further develop our relationships with existing customers, partners, and resellers. The Strategic Sales Account Manager will focus on prospecting into our existing customer base to uncover pipeline, drive sales cycles and close business. The Strategic Sales Account Manager will develop, own and execute against account success plans. They will work closely with internal teams such as Solution Consultants, Customer Success, Implementation, Operations, Product, to help ensure overall expansion

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