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About Us
Diligent is a global leader in modern governance, providing software solutions across governance, risk, compliance, audit, and ESG. Our mission is to empower leaders with the technology, insights, and connections they need to drive greater impact and accountability. We foster a diverse and inclusive team that is passionate about making a positive difference in the world.
We are a team of innovative collaborators who thrive in exploring new ideas and solutions to help our clients. Our flexible work environment, global days of service, comprehensive health benefits, meeting-free days, generous time-off policy, and wellness programs make us a great place to work.
Job Summary
We are seeking a highly motivated and results-driven Sales Account Manager to join our team. As a Sales Account Manager, you will be responsible for leading clients through a software solution upgrade/migration sales process. You will be responsible for a defined client base who have been designated with a Continuity Brand.
Key Responsibilities
- Exceed targets for gross upgrades, revenue retention, and expansion sales
- Lead with a disciplined sales process and management resulting in a predictable sales engine
- Effectively forecast upgrade/migration sales and bookings
- Lead sales via a consultative advisor approach by utilizing Challenger and Command of the Message sales methodologies
- Lead sales activities from client outreach to product demonstrations and webinars to sales meetings culminating in deal closing
- Effectively leverage company resources and collaborate with cross-functional teams to continually drive performance and success
- Establish rapport and trust with clients, position the benefits and positive outcomes of upgrading to a new software solution
- Establish expertise in Diligent products' and our clients' organization and business
- Maintain in-depth understanding of competitive conditions, industry practices, market opportunities, and partner requirements
- Accurately record activity in sales systems, ensure accurate reporting of sales and upgrade/migration opportunities, and keep leadership well informed
- Work closely with key stakeholders to evaluate business needs and foster innovation
- Provide constant feedback on product, design, marketing, and customer/market behaviors to support our innovation and delivery of leading solutions and experiences for our customers
Requirements
- Excellent communication and interpersonal skills, including verbal and written
- Ability to write professional, articulate, and compelling business letters and proposals
- Ability to effectively interact and lead discussions via phone, video, and in-person
- Excellent formal presentation skills before small and large groups
- Excellent sales, account management, and customer relationship management skills
- Proven track record of consistently exceeding defined sales targets
- Successful client-facing new logo or expansion sales background within the SaaS industry
- Excellent organizational and time management skills
- Highly motivated, self-driven, and results-oriented
- Strong analytical, problem-solving, and conceptual skills
- Ability to prioritize, organize, and focus on results in a fast-paced environment
- Estimated travel of 25-40% required for business meetings, client meetings, and/or conferences
- Proficient with Microsoft Office Suite and Salesforce
- Ability to quickly upskill in product and feature knowledge in order to project sales credibility
