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Canadian Sales Manager, Emerging and Mid-markets

7 months ago

King, Canada Blackbaud Full time

**About the role**:
The **Enterprise Account Management Senior Director **for Corporate Impact is responsible for developing and implementing scalable and efficient strategies throughout the customer lifecycle, including onboarding new customers, driving continuous value and adoption, creating upsell opportunities and meeting customer retention goals. The Senior Director, Enterprise Account Management owns a defined set of the largest and most complex Enterprise accounts and manages Enterprise Account Management team members that both support and manage additional Enterprise accounts. This role plays a critical role in achieving the team goals for renewals and expansions.

**What you'll be doing**:

- Manage a portfolio of key accounts for some of our most complex partnerships and delegates responsibilities to other members of the Account Management team
- Coach, mentor, manage a team of Enterprise Account Managers within the assigned set of accounts
- Maintain timely and accurate pipeline, customer, and forecast data in our Customer Relationship Management (CRM) system
- Act as Executive Support for key customer renewal and expansion conversations
- Establish a regular and organized cadence of engagement with customers to understand their needs, provide consistent updates about products and capabilities, use data and other tactics to ensure the customer is getting maximum value from their partnership with EVERFI, and achieve 100% on-time account renewals and a 90%+ renewal rate with growth
- Navigate complex, matrixed organizations, identify champions internally, and develop new relationships in accounts in conjunction with revenue lead
- Anticipate and articulate customer needs to become a trusted advisor, solutions oriented and strategic business partner
- Recruit and attract high potential individual contributors into team
- Coach and develop new team members to operate as high performing individuals and to identify expansion opportunities and provide guidance on best ways to utilize internal support systems and customer services to deliver against customer needs and revenue goals
- Foster an environment of collaboration and ongoing learning within the team and across the Enterprise Account Management organization
- Partner with key revenue stakeholders and leadership to ensure that renewal targets are met, partnership goals are executed against, and that there is a clear path of a long-term expansion for all accounts owned within the team
- Manage each customer’s business and account plan that uses relevant data around the customer, market, landscape, and persona to map a strategy that delivers against goals and objectives, identifies key risks, and lays out a path towards renewal and future growth opportunities across all of EVERFI’s products.
- Provide feedback to internal teams to help inform go-to market strategy and future directions in the product development.
- Maintain a strong understanding of all EVERFI offerings and services and proactively identify solutions and opportunities that address key needs.

**What we'll want you to have**:

- Bachelor's degree or equivalent experience; MBA a plus
- 7 years of experience in account management, customer success or sales roles focusing on upsells and renewals, including 3 years of experience withing SaaS organizations
- Experience leading a customer success, account management or commercial team within a SaaS organization
- Proficiency with Customer Relationship Management (CRM) system to forecast and track activities and opportunities, Salesforce preferred
- Ability to develop and maintain long-standing relationships with C-level stakeholders
- Ability to effectively present to individuals and groups at all levels and create rapport and engagement
- Ability to create account plan and tailored strategy that delivers against customer objectives and growth opportunities
- Experience analyzing data and deriving recommendations
- Experience developing compelling presentations and sales materials
- Superior negotiation and objection handling skills
- Strong collaboration skills
- Strong business acumen and ability to navigate large complex organizations
- Strong attention to detail, problem solving skills, and time management skills
- Strong communication and active listening skills
- Ability to travel 30% of the time

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Blackbaud is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability,