Manager, Account Management

What You'll Do:

• Leadership and Team Development: Recruit, train, and develop a team of Account Managers, setting revenue targets focused on customer retention and account growth.
• Strategic Planning: Design and execute strategies to upsell existing accounts and identify new opportunities for the Account Executive team.
• Retention and Growth: Develop and implement strategies to increase and sustain retention, understand the competitive landscape, and emphasize Everbridge's differentiators.
• Campaign Implementation: Implement campaigns and training programs to enhance the Account Managers’ solution-selling abilities, focusing on increasing customer adoption and usage of Everbridge solutions.
• Cross-Functional Collaboration: Cultivate a collaborative culture with other teams, especially the Sales team, to improve customer experience and loyalty.
• Sales Support: Support key sales opportunities, help Account Managers demonstrate the value of Everbridge solutions, negotiate contracts, and close deals.
• Territory Planning: Lead regular account and territory planning meetings to achieve revenue goals.
• Performance Monitoring: Conduct regular sessions to review pipeline/forecasts and provide necessary guidance to achieve growth and retention quotas.
• Communication and Reporting: Proactively communicate relevant information to senior leadership, provide accurate revenue forecasts, and identify risks and opportunities.
• Quota Attainment: Consistently meet or exceed quota and non-quota-based performance objectives.
• Sales Distribution: Establish sales territories, quotas, and goals.
• Product Expertise: Maintain expertise in Everbridge’s and competitors’ products/services.

What You'll Bring:

• Educational Background: Bachelor’s Degree in Finance, Economics, Marketing, Business, Communications, or a related field preferred.
• Team Management: 3-5 years of proven success managing a SLED Sales or Account Management team in a SaaS environment, driving retention and growth, with 5-7 years of overall sales experience in SLED software sales.
• Sales Leadership: Proven track record of training, mentoring, and hiring top Sales or Account Management professionals to meet quota and customer experience objectives.
• SLED Experience: Proven track record of working with State and Local Government and/or Higher Education accounts.  Experience responding to and writing RFP responses.
• Sales Skills: Strong hunting, prospecting, relationship-building, and retention skills.
• Campaign Implementation: Experience implementing scalable outreach programs or campaigns.
• Performance Under Pressure: Strong work ethic and proven ability to perform under pressure.
• Communication Skills: Fluency in English with excellent verbal and written interpersonal, presentation, and communication skills.
• Consultative Selling: Demonstrated ability to identify and sell to multiple buyers within an organization.
• Sales Techniques: Background in consultative/solution sales environments; proficiency in blueprinting, prospecting, and cold calling.
• Opportunity Management: Ability to manage a high volume of opportunities.
• Motivation and Initiative: Must be dedicated, motivated, and a self-starter.
• Analytical and Problem-Solving Skills: Strong analytical, negotiation, and creative problem-solving skills.
• Travel Requirement: Willingness to travel approximately 30-40%.
• Technology Proficiency: Proficiency in Salesforce and Gainsight and/or Totango.
• Industry Experience: Experience in sales of telecommunication services, business continuity planning, disaster recovery products, or related products is highly desirable.
• Sales Methodologies: Experience with Sandler Selling, SPIN Selling, or Solution Selling is a plus.