Description:
We’re looking for a Sales Manager – Account Management
Entrust Digital Security Sales is actively seeking an experienced Sales Manager to join our Account Management team, to drive continued growth and expand our relationships with existing clients. Reporting to the Director of Account Management, you will manage a team of Account Managers responsible for a segment of our Enterprise accounts. This position plays a key role in the organization by providing sales leadership for SSL, PKI, and Identity software renewals, motivating the team to attain new sales within existing accounts, and increasing market share.
- We offer flexibility
- We offer a diverse work environment
- Futureproof your career with a job in information security
How You Will Make An Impact
Account Management
- Lead and mentor a high-performing account management team, responsible for a sector of our Enterprise customers, that is aligned with Entrust’s mission and values, to deliver a consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.
- Responsible for ensuring your team drives customer retention, NRR/GRR revenue growth, and relationship growth across their portfolio of assigned enterprise customers.
- Manage your team to apply the AMT framework for delivering a stellar customer renewal experience and selling expansions within Entrust’s Digital Security Portfolio, including Certificate Services SSL, PKI, and Identity.
- Prepares and briefs internal leadership on overall account health, pipeline projection, and areas of improvement to deliver better outcomes for customers.
- Collaborate with cross-functional teams, including Sales, Marketing, Product, and Support, to ensure a seamless customer experience.
- Takes ownership of customer renewal escalations and issues, analyses, decides and/or proposes course of action, and executes solution in the best interest of the customer.
- Develop and implement strategies to ensure customer satisfaction and retention for the portfolio of accounts within your team.
- Continuously monitor and improve processes to streamline account management operations and improve efficiency collaborating with the Director of Account Management to improve the internal processes and systems (Salesforce, Sales Ops, Order Management, finance, etc.), with a strong focus on improving efficiency and effectiveness across the team. This is to include restructuring of Salesforce components, translating changes to the team and serving as conduit into the internal groups.
- Demonstrate a Customer First mindset, keeping the customers top of mind in everything you do. You put immense value on every customer relationship. You serve as the primary point of contact for escalations within your team, ensuring their needs are met and issues are resolved in a timely manner.
Leadership & People Management
- Perform general management responsibilities such as hiring, performance management, performance reviews, individual development activities, etc.
- Monitor team performance against department standards, and ensure that these standards are consistently met or exceeded
- Act as escalation point for issues and provide leadership and guidance to team
- Provide necessary work direction and manage projects effectively through planning, organization and project management
Qualifications
Basic Qualifications
- 10 years’ experience in a quota-carrying role and 3 years in Account Management Leader role in the Enterprise B2B SaaS space with a proven track record of leading teams that drive revenue growth through upsell and cross-sell initiatives of existing customers.
- Consistent performance track record as demonstrated by attainment of annual sales metrics.
- Bachelor’s degree in business or another relevant field
- Experience working with Salesforce a must.
- Business acumen and strong analytical skills (financial, business, operational, etc.)
- Ability to work under pressure, manage priorities while meeting deadlines.
- Strong change agent with particular focus on process improvement
- Ability to work cross functionally at both senior and individual contributor levels.
- Experience managing both local & remote team members in a complex matrix environment.
- Proven ability to thrive selling technical products to technical decision makers.
- Excellent presentation and communication skills, both verbal and written
- Must be able to lawfully work within Canada