Strategic Account Manager

6 days ago

Houston, United States Continuum Solutions Full time

Job Title: Senior Account Manager (SAM)

Location: Houston, TX 77042

Reports to: VP of Sales

Travel: 15%


Company Overview:

Our client, founded in 1996 and acquired by Private Equity in 2022, is a leading SaaS provider specializing in pipeline engineering and midstream software solutions for the oil and gas industry. The organization values a strong company culture built on integrity, resilience, and a results-driven work ethic.


Role Overview:

As a Strategic Account Manager (SAM), you will manage a portfolio of large, high-revenue accounts with significant potential for growth. Your focus will be on expanding relationships within these accounts by identifying opportunities for new users, new products, and higher-tier solutions. The role involves developing champions within accounts, uncovering business challenges, and building compelling ROI/business cases to drive account growth. You will follow the MEDDICC sales methodology to navigate complex sales cycles and work closely with the Marketing and Product teams to ensure the success of Account-Based Marketing (ABM) strategies. This position requires a blend of strategic thinking, relationship-building, and tactical execution to achieve your growth objectives.


Key Responsibilities:

  • Account Management: Own and manage a portfolio of 25-30 high-value accounts (typically Fortune 3000 or larger), ensuring customer satisfaction and identifying expansion opportunities.
  • Account Growth: Drive year-over-year growth in annual recurring revenue (20% growth target per account) by identifying new users, products, and higher-tier solutions within your assigned accounts.
  • Sales Process: Follow the MEDDICC sales methodology to uncover business challenges, develop internal champions, and build business cases for account expansion.
  • Collaboration: Work closely with the Marketing and Product teams to align on account strategies and ensure the success of Account-Based Marketing initiatives.
  • Outreach & Prospecting: Make an average of 35 calls per day (175 calls per week) and secure approximately 10 meetings per week to generate $110,000 in monthly pipeline.
  • Strategic Planning: Identify key groups, power users, and business units within your accounts that have the potential to drive maximum revenue and profitability.


Qualifications

  • Education: College degree preferred, but not required.
  • Experience:
  • Sales experience in tech or oil & gas industries is preferred.
  • Proven success in managing large, complex accounts and driving expansion.
  • Familiarity with sales methodologies like MEDDICC is a plus.
  • Skills:
  • Strong communication and relationship-building abilities.
  • Ability to think strategically and execute on tactical plans.
  • Motivated, self-starting attitude with a focus on achieving results.
  • Resilience and adaptability in overcoming obstacles and driving success.

Additional Requirements

  • Willingness to travel up to 15% during the first year.
  • Comfortable working in a fast-paced, high-growth environment.


Why Join Us?

  • Compensation: Competitive base salary with a generous commission structure.
  • Benefits: Comprehensive benefits package, including health, vision, dental insurance, and 11 paid company holidays.
  • Career Growth: Be part of a fast-growing company with ample opportunities for advancement.
  • Culture: Work with a team that values integrity, resilience, and a commitment to excellence.


Our client is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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