Global Account Manager

Summary

Join Model N as a Global Account Manager (GAM) and be responsible for prospecting and closing new business within the Top 100 customer base. Manage key accounts, acting as the primary customer contact to close complex deals. Build and execute sales strategies, demonstrating product knowledge and Model N's value proposition. Foster strong customer relationships and leverage internal teams to drive sales and deliver business value. Lead strategic planning and quarterly reviews to maximize customer investment and adoption of new capabilities. Advocate for customer needs within Model N, championing product and process improvements. Maintain accurate account data in Salesforce and consistently meet or exceed sales quotas. Utilize Model N's sales methodology and generate new leads through upselling and cross-selling. Assist with customer renewals as needed. This role requires significant travel.

Requirements

• Minimum of 5+ years of experience in a quota carrying sales role for enterprise software / SaaS companies; bachelor’s degree or equivalent practical experience
• Successful track record selling complex solution suite such as ERP or Quote to Cash desired
• Experience selling into large enterprise [Life Sciences][High Tech] customers and managing and negotiating larger enterprise deals
• Challenger sales experience leveraging provocative method to inspire customers to change and be a trusted advisor throughout the solution sales process
• Ability to drive the sales process effectively through phone calls, emails, and virtual and on-site meetings
• Strong leadership and interpersonal skills, with the ability to motivate and guide team members
• Experience using Salesforce.com
• Ability to travel ~25-50%

Responsibilities

• Build, own, and execute a sales strategy for all assigned accounts (Parent & Subsidiaries) including cross sell of new products to existing customer base
• Demonstrate product and industry knowledge and understanding of Model N’s unique Value Proposition
• Build strong long-term relationships with external key stakeholders as the primary point of contact on behalf of Model N to drive buy-in and ultimately adoption of Model N’s solutions
• Organize and leverage various internal Model N teams (Solutions, Partners, Support, Professional Services, etc.) in appropriate phases of the sales cycle to drive discovery and deliver compelling business value propositions
• Own and lead the joint strategic plans and quarterly strategic business reviews with customers to ensure they are maximizing their current Model N investment and taking advantage of new and future product capabilities to support their ever-changing business needs
• Serve as a customer advocate within Model N, championing changes to the product and internal processes that will increase usage, success, and satisfaction
• Regularly maintain contacts and accurate Account/Opportunity data in Salesforce for assigned territory
• Meet and exceed an annual sales quota for ARR, annual and quarterly funnel targets
• Adopt and utilize the “Model N Way” of selling including tools and resources for each phase of the sales cycle
• Generate new leads and opportunities within an assigned territory via upselling and cross-selling
• Assist with a customer renewal process as needed

Benefits

Medical, dental, vision, health savings, flexible savings, commuter benefits, matching 401K, PTO, VTO, life insurance, pet insurance, employee assistance programs, mental health programs, charitable giving, coaching, career growth