Account Manager

Summary

Join Skillsoft as an Account Manager to manage a portfolio of existing accounts, exceeding targets for revenue retention and growth. Consult with clients to understand their workforce upskilling needs and develop account strategies. Establish strong customer partnerships throughout the customer lifecycle, generating and closing renewal and expansion opportunities. Provide guidance and resources to ensure customer value realization. Maintain CRM hygiene and manage renewal timelines effectively. Achieve annual certification in Skillsoft methodologies and tools. Skillsoft offers transformative learning experiences and empowers 36 million learners.

Requirements

• 3 – 5 years proven track record in sales, account management, customer success, and/or customer renewals
• Demonstrated experience with renewal and upgrade forecasting, quoting, opportunity management, pricing, and contracting
• Experience in managing customer relationships in a B2B environment
• Proficiency in Microsoft Office products
• Formal understanding of Solution/Consultative Selling
• Must possess formal understanding of the stages involved in a sales cycle and how to leverage each stage to advance the sale
• Ability to work with cross-functional departments and roles to manage all aspects of the customer life cycle
• Excellent ability in analyzing opportunities for cross-sell and upsell potential within existing books of business
• Proven ability to prospect and manage a designated territory to maximize revenue growth
• Ability to manage multiple relationships within an organization
• Strong relationship-building and consulting skills
• Operates with a sense of urgency and has a positive, winning attitude
• Excellent written / verbal communication skills to interact with all levels of leadership
• Experience using tools to conduct virtual client meetings and presentations

Responsibilities

• Exceed quarterly and annual targets for retention and growth including quota, GRR, NRR, cross-sell, and upsell for assigned accounts
• Consult with economic buyers, champions, and other stakeholders to understand the customer’s workforce upskilling and reskilling needs, business challenges, and key goals
• Develop and execute account strategies aligned with customer workforce transformation needs and utilizing key customer and industry data points
• Establish strong customer partnerships spanning the lifecycle (e.g., onboarding, adoption, expansion, renewal) and leverage internal resources appropriately to meet customer needs
• Generate, update, and close renewal and expansion opportunities to ensure forecast accuracy and meet targets
• Provide guidance, tools, resources, best practices, and business reviews across multiple Skillsoft products and solutions, ensuring each customer achieves value realization, leading to renewal and expansion
• Meet all requirements related to CRM hygiene including account health, account plans, close plans, activities, contacts, communications records, NPS, etc
• Manage renewal timelines effectively including reassessing needs, issuing prompt and accurate quotes, responses, and proposals, and executing contracts
• Achieve annual certification in the use of Skillsoft methodologies, models, and tools used to drive value realization, renewals, and growth

Preferred Qualifications

• Bachelor’s degree preferred
• Sales experience in a technology-oriented field is preferred
• Working knowledge of Salesforce.com is preferred
• Familiarity with MEDDPIC is preferred