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Job Description
Overview
The Enterprise Account Manager is responsible for the entire sales and relationship management process within a portfolio of existing customers. This role focuses on the retention and growth of BlackLine's products within large corporations with annual revenues exceeding $750 million. The Account Manager is assigned a book of business to manage, develop, and strategically grow. Working in collaboration with sales leadership and the customer success team, the Account Manager engages with VP, Sr. VP, and C-level contacts to deepen relationships, drive adoption, and expand BlackLine's footprint to secure renewal and upsell opportunities.
Responsibilities
- Achieve annual sales targets and revenue quotas on a consistent basis by renewing and expanding business within your assigned accounts.
- Sell on value and return on investment vs. technical functionality to drive deeper adoption.
- Build credibility and trust while influencing buying decisions across multiple levels of the customer's organization.
- Uncover new business initiatives and pain points to map back our solutions across multiple lines of business.
- Build strategic account and territory plans for your book of business.
- Collaborate with and leverage Customer Success, Marketing, & Value Engineering to maximize customer value and revenue production.
- Create expansion demand by uncovering new business problems and matching them to our value proposition.
- Have a deep understanding of the way your customers' businesses operate, and the priorities that drive decisions from the C-level.
- Collaborate with other BlackLine teams including pre-sales, value engineering, product, operations, and legal.
- Ensure opportunities are accurately reflected and maintained in Salesforce.
- Participate in higher level sales training as defined by the RVP that is commensurate with current sales experience.
- Be a helpful and collaborative teammate within your sales team and the greater BlackLine team.
- Travel required, approx. 40%
Qualifications
- Exhibits a customer-centric and strategic mentality, with an outstanding ability to grow and retain accounts.
- People-oriented professional with strong relationship-building skills and a proven track record of growing a portfolio of accounts.
- Strong account planning and execution skills.
- History of successfully selling to the C-Level and across both IT and business units within existing customers.
- Strong technical aptitude.
- A proven track record of driving and closing complex renewal and expansion deals.
- Consistent overachievement of quota and revenue goals.
- Strong time management skills.
- Excellent verbal and written communication skills.
- Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement.
- Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.
- Ability to adapt in a changing environment with a rapidly growing SaaS organization.
- Adherence to the highest standards of integrity and professionalism.
- Ability to listen and apply new learnings from your manager and teammates.
- Experience selling SaaS software to large corporations.
Salary Range
USD $119,000.00/Yr. - USD $140,000.00/Yr.
Employee Referral Bonus Amount
$1,000