What are the responsibilities and job description for the Strategic Account Manager position at BlackLine?
Make Your Mark::
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Salary Range:: USD $144,000.00 - USD $170,000.00
The Strategic Account Manager is responsible for renewal, retention, optimization and upsell of BlackLine products and services to Controllers and CFOs in our MEGA segment of Clients. This role requires a balance of strategic thinking, relationship management and operational execution to deliver exceptional results for both the client and Blackline.
You'll Get To::
- Serve as the primary point of contact for 10-15 large enterprise accounts, fostering strong long-term relationships with senior finance and procurement leaders.
- Develop and execute Account plans to meet and exceed revenue targets for both upsell and renewal opportunities.
- Collaborate with client procurement teams to negotiate contract terms that aling with both client needs and Blackline’s business objectives.
- Travel onsite to client sales meetings, workshops and Blackline internal Quarterly Business review meetings.
- Work closely with Blackline’s partner ecosystem to leverage partner relationships expanding the footprint within accounts and identify new opportunities.
- Act as a trusted advisor, provide insights into industry trends, best practices and strategic recommendations for leveraging Blackline’s solutions.
- Establish effective sales strategies and tactics that result in new business generation and expand current business within assigned accounts.
- Document daily activity in SalesForce.com and Clari forecasting tool to track performance.
- Partner with internal teams (i.e. customer success, professional services, marketing and implementation) to deliver cohesive, high impact client experiences.
- Achieve annual sales targets and average monthly revenue quotas on a consistent basis.
- 10 years of proven experience managing a portfolio of large enterprise accounts, with a track record of driving revenue growth, securing renewal and building long-term client relationships.
- Strong skills and demonstrated success in consultative selling, identifying upsell opportunities and closing complex deals with senior level stakeholders in large enterprise organizations.
- Demonstrated ability to negotiate and manage complex contracts with procurement teams ensuring mutually beneficial outcomes.
- Familiarity with finance software, SaaS solutions or enterprise technology along with a deep understanding of the challenges faced by CAOs and CFOs in large organizations
- Demonstrated experience selling at the C-Suite level and Fortune 500 companies
- Ability to be a knowledgeable adviser to clients and prospects with a well-developed consultative selling style
- Experience working with a partner ecosystem to co-develop strategies, execute joint initiatives and leverage partner relationships for client success
- Proficiency in developing and executing strategic account plans, including goal setting, risk mitigation and identifying growth opportunities.
- People-oriented professional with strong relationship building skills and a proven track record of growing a territory
- Proficiency with CRM tools (e.g. Salesforce, Clari, GONG) and familiarity with tools for account planning and data visualization
- Demonstrated success in understanding the Value Based sales cycle (Discovery to Close)
- Bachelor’s degree in Business, Finance or a related field (MBA a plus)
- A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
- A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
- A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.
BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.
BlackLine recognizes that the ways we work and the workplace itself have shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 2 days a week.
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Salary : $144,000
