Lead - Account Manager

Summary

Join Freshworks as an Enterprise Account/Portfolio Manager and become a resident expert on the Freshworks platform, expanding cloud-based software usage in existing customers. Drive expansion through upselling and cross-selling to exceed revenue targets while professionally managing a portfolio of accounts. Demonstrate value to key stakeholders using Customer Success Plans and strategies, maximizing revenue and customer satisfaction. Gain a thorough understanding of client needs to ensure successful product adoption and deployment. Create compelling value conversations with C-level stakeholders and collaborate with internal teams to close large, complex deals. Exceed activity, pipeline, and revenue goals, building strategies to generate and maintain a strong pipeline. Analyze sales data to evolve your strategy, assist customers with use cases, and develop long-term strategic relationships.

Requirements

• Proven expertise in growth & expansion strategies of accounts (farming) and customer success strategies
• Experience selling to VP or C level executives in companies
• 7+ years of overall experience in sales. 4+ years of SAAS sales experience/solution based selling experience
• Experience in driving expanded usage in existing customers
• Track record of success selling into Mid Market and Enterprise companies
• Experience managing and closing complex sales-cycles using solution selling techniques
• Proven track record of consistent account growth and quota achievement
• Thorough understanding/experience in related technology in the CRM/EX/CX space
• Experience with account portfolio planning, management, and prioritization
• High attention to detail and willingness to get “in the weeds” to fix a problem
• Knowledge of customer success best practices
• Experience driving client adoption of technology or software product
• Skilled in virtual presentations, online web demos, remote sales processes
• Strong interpersonal skills, ability to convey and relate ideas to others
• Vibrant and energetic attitude, willingness to perform and get things done

Responsibilities

• You’ll become the resident expert on the Freshworks platform and will expand our cloud-based software usage in existing customers
• Drive expansion through upsell and cross-sell to meet or exceed revenue targets
• Professionally manage relationships with a portfolio of assigned accounts
• Demonstrating / selling value to key stakeholders within the accounts with Customer Success Plans and strategies
• Build a plan to maximize revenue, and customer satisfaction within your accounts
• Gain a thorough understanding of assigned client’s needs, objectives, and processes to ensure that they successfully adopt and deploy Freshworks suite of products
• Create & articulate compelling value conversations with C-Level stakeholders also work in  alignment with inside stakeholders namely Implementations, Billing, Support, deals teams etc
• Close large, complex deals involving multiple executive level stakeholders
• Collaborate with and lead a larger cross functional team to the closure of large complex deals
• Demonstrated experience managing complex sales cycles and negotiating win-win agreements based on value based selling
• Exceeding activity, pipeline and revenue goals on a quarterly basis
• Build strategies and execute on the plan in the assigned territory with the goal of generating and maintaining 4x pipeline
• Analyze sales/metrics data from your accounts to help evolve your strategy
• Assist customers in identifying industry relevant use cases and educate customers to make a  strong business impact
• Develop long-term strategic relationships with key accounts

Preferred Qualifications

• Bachelor’s Degree/Master’s degree preferred
• A technical background is a plus