Senior Account Manager, MM/ENT

What you will do :

• Upsell and Cross sell, and expansion of additional products and services in assigned customer book of business
• Partner with sales leader, BDR’s and CSM’s to create and execute sales strategies to grow revenues within the customer base 
• Maintain an adequate number of client meetings and continuously build pipeline to exceed quarterly and annual business objectives
• Articulate the value of Emburse Solutions with strong presentation skills in the context of customer business problems and outcomes
• Effectively lead sales opportunities throughout the entire sales process leveraging GAP Selling sales methodology
• Work collaboratively in a team selling environment in a lead role on the team and partner with Client Success, Solutions Consulting, Overlays and other key internal stakeholders 
• Mentor new employees as requested by manager
• Serve as a subject matter expert on spend management from both an Emburse and industry perspective
• Collaborate with sales management on sales opportunities and obstacles and develop strategies to maximize wins
• Consistently document sales status, contacts and communications within Salesforce.com
• Constantly manage sales pipeline and forecast with a high degree of accuracy
• Learn and effectively use all available sales tools, and assist other team members as requested by manager
• Mentor new sales executives as requested by manager`
• Travel required; overnight travel required occasionally
• Annual quota of $1.4M

What are we looking for :

• Education:
Preferred:  A undergraduate college degree is strongly preferred


• Experience:
Required: 
• Minimum of 15+ years of experience selling SaaS solutions to companies with a minimum of 1000 employees or in a relevant specialized vertical; minimum of 4 years selling financial SaaS solutions
• Proven track record of closing 5 and 6 figure ARR deals
• Experience working successfully in a team selling environment
Preferred: 
• Proven track record of consistently finishing above quarterly and annual goals
• Demonstrated success carrying and exceeding an annual quota of over $1M
• Knowledge of travel and expense and/or AP/Payments management industry highly preferred
• Knowledge of GAP Selling, Challenger Sale, SPIN or equivalent sales methodology 


• Certifications:
Required: None


• Additional Eligibility Qualifications
Required:
• Strong prospecting skills and ability to direct prospecting efforts of others
• Strong listening skills and ability to ask probing questions 
• Ability to set, manage and document agreed outcomes to drive a sales process
• Strong business acumen and ability to understand the customer’s business and their key strategic business objectives and specific AP/Finance/Expense operations objectives and serve as an advisor on how Emburse can help them achieve their goals
• Strong presentation skills- including one on one and in front of a larger group, both virtually and in person.  Ability to lead executive level conversations and presentations.  
• Excellent communication skills both written and verbal to different types of stakeholders
• Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed
• Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse
• Ability to drive a team strategy and coordinate and work with internal and external partners to a mutually agreed outcome
• Ability to solve problems as they arise in a calm, professional manner, and work collaboratively as needed to determine creative solutions.
• Ability to build and maintain effective relationships with co-workers and customers
• Ability to quickly adapt to a changing environment
• Ability to collaborate effectively with management work under moderate supervision
• Operate with a sense of urgency
• Accountable to sales outcomes and commitments
• Establish Executive Sponsorship
• Justify Value
• Discover & Define Problems
• Introduce New Products
• Domain Expertise
• Handle Objections
• Sales Execution
• Resourcefulness