Strategic Territory Manager

3 weeks ago

Toronto, Canada Xello Full time

Xello is looking for a Strategic Territory Manager
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Who are you?

You are a natural relationship builder. You’re a Strategic Territory Manager with a proven track record of results, preferably in SaaS. You are a strategic thinker who sees the bigger picture and can use this vision to reduce churn, build relationships, and identify growth opportunities. Your empathy and service-oriented mindset help make clients feel like they’ve found a trusted advisor - someone who values their success as much as they do. Above all, you identify with our mission of empowering educators with the tools they need to help students plan their successful futures.

Leading a cross-functional team, as a Strategic Territory Manager, you’re responsible for overseeing the growth and success of high priority states. Able to see the big picture, you establish the territory strategy and plan that will win new clients, retain existing accounts, and grow business. With an intimate understanding of territory needs, you deliver value to clients with each interaction. In your enthusiasm and eagerness to help, you uncover creative approaches to move the business forward and develop the strategies needed to increase Xello’s foothold. As an expert multitasker, you’re able to manage renewals, drive incremental revenue, and identify and pursue new business opportunities. Never satisfied with the status quo, you’re passionate about finding new ways to support Xello in our own quest for continual improvement by analysing our processes, finding efficiencies, and shaping consistently high-quality interactions for every client.

Sound exciting to you? Read on

What you’ll do

Coordinate the efforts of our success and sales team members in key territories to ensure the achievement of business goals
Build and maintain relationships with state, provincial and district administrators to deepen Xello’s presence in key territories and solidify its position as a strategic partner.
Understand how Xello supports education policy and share this information with staff and clients to help them improve the quality of territory specific interactions.
Identify barriers to the achievement of business goals in assigned territories and develop sales and success action plans to overcome these barriers
Develop, maintain and oversee the implementation of territory strategic plans
Share best practices with our clients for successful implementation of Xello and create achievable action plans that fit the clients’ resources
Nurture account retention by proactively engaging with clients to gain insights, communicate new and improved product functionality, undertake analysis, identify opportunities for increasing usage, and foster add-ons and upselling
Clearly and compellingly articulate the Xello value proposition through update sessions, phone calls, webinars, and other client communication venues
Coordinate, schedule, and facilitate web-based training sessions and in-person product demonstrations
Bring forward opportunities for territory specific campaigns, and collaborate with key stakeholders on execution.
Monitor client health across assigned territories, diagnose problems and implement corrective actions collaboratively with team members
Identify product and service improvement opportunities that solve technical and/or business issues of varying complexity
Support quarterly account reviews (QBR’s) between the client and key Xello staff, including contract status, product visioning, account usage statistics and issue reviews
Identify and pursue expansion opportunities with existing clients and new business opportunities in conjunction with our Sales team
Document all client interactions in Salesforce (CRM)
Assess and report product bugs
Attend client and industry-related events, such as conferences, throughout the year
Share insights, experiences, and lessons learned with your team

What we’re looking for

Minimum 4 years of demonstrated experience managing accounts with high levels of satisfaction, retention and growth, preferably in a SaaS environment
Proven track record of success establishing new relationships in addition to having a strong client service orientation
Strong problem solving, decision making, and analytical skills, with the ability to think creatively and be resourceful when assisting clients
Demonstrated experience managing client expectations and having difficult conversations, with a focus on reaching positive outcomes
Persuasive presentation skills with excellent written and verbal communication skills
A keen attention to detail, passion for user insights and customer value, and astute business judgment
Comfortable speaking to groups of people and to those in positions of top-level authority
Proven ability to develop materials and presentations that drive client engagement, adoption, and success
Experience using Salesforce or a similar customer relationship management (CRM) system
Proficiency with Microsoft Office suite
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