International Client Relationship Manager

2 weeks ago

Washington, Washington, D.C., United States DomainTools Full time
Position Overview

DomainTools is seeking a seasoned International Client Relationship Manager to empower our customers in maximizing the value derived from our data services. The ideal candidate will excel in building relationships and possess a profound enthusiasm for technology, ensuring the highest standard of customer support.

Your extensive background and consultative selling expertise will be pivotal in articulating our solutions to a technically sophisticated audience at some of the world's largest enterprises. You will oversee the maintenance of relationships with our clients to promote high retention rates and effectively position DomainTools as an essential component of their security framework.

Your responsibilities will encompass managing accounts from the initial onboarding phase through to securing renewals, while also focusing on expanding and enhancing bookings within your accounts.

We are looking for a collaborative and dynamic individual who will foster exceptional customer engagement. This role will contribute to the overall go-to-market (GTM) strategy, operate in a fast-paced environment, and relay messaging and product insights back to the broader organization.

Key Responsibilities

  • Oversee the customer lifecycle, including onboarding, adoption, usage, and training for active contract clients following a formal transition from the Account Executive (AE) to ensure sustained high retention rates.
  • Act as a trusted advisor and customer advocate, nurturing relationships with key clients and cultivating new champions within accounts.
  • Drive account expansion, managing the sales process from prospecting to closure, including forecasting, opportunity qualification, and achieving quota targets related to Upgrades, New Departments, and Growth within your assigned Book of Business.
  • Maintain regular customer engagement throughout the year via quarterly business reviews (QBRs), product roadmap updates, and feature release notifications.
  • Ensure timely completion of renewals for all active contracts within your assigned Book of Business.
  • Conduct effective discovery calls with clients, ideally utilizing Force Management Command of Message and Command of Sales (MEDDICC) methodologies.
  • Collaborate with the Sales team and other stakeholders to guarantee that the existing customer base is receiving the anticipated value from their scoped and designed solutions.
  • Develop and maintain expertise in Cyber Threat Intelligence and DomainTools' data, as well as the competitive landscape.
  • Utilize Salesforce and Vitally, the Customer Success Software, to ensure accurate and timely customer engagements, customer health, pipeline management, opportunity management, and forecasting data.

Qualifications

  • 12+ years of experience in global multinational account management roles focusing on technology solutions.
  • Direct account experience with the largest global organizations and governmental entities.
  • Experience with cybersecurity solutions, with a preference for DNS-specific knowledge.
  • Proven track record in SaaS offerings, particularly in retention and expansion within U.S. Federal Governments.
  • Ability to influence key decision-makers and negotiate effectively based on value and time to closure.
  • An analytical approach to customer engagement, pipeline management, and enhancing overall customer success and support.
  • Capacity to multitask and manage multiple priorities efficiently, collaborating internally to achieve objectives and being accountable for performance against assigned goals.
  • Willingness to travel as needed to represent DomainTools at trade events and exhibitions to drive pipeline growth and enhance DomainTools' brand visibility.
  • In-depth knowledge of working with Federal Government Agencies, including but not limited to DoD, DHS, and CISA.
  • Understanding of budgetary and contracting/procurement processes specific to government agencies.
  • Preferred experience working with Federal Partners and system integrators.
  • Ability to meet or exceed role-specific KPIs.

Benefits

DomainTools is the global leader in internet intelligence, serving as the primary resource for security practitioners seeking to understand external risks, investigate threats, and proactively safeguard their organizations in an ever-evolving threat landscape. We continuously monitor the Internet, aggregating the most comprehensive and trusted domain, website, and DNS data to deliver immediate context and machine-learning-driven risk analytics in near real-time.

DomainTools provides a comprehensive benefits package that includes fully covered medical, dental, and vision insurance premiums, a 401k retirement plan with company matching, basic life insurance, flexible PTO, and additional well-being benefits.

DomainTools is committed to diversity, equity, and inclusion as an equal opportunity employer. We cultivate teams that foster creativity and innovation, believing that inclusivity and equity drive growth and innovation. We encourage individuals from all backgrounds, ages, perspectives, and skill sets to apply, and we do not discriminate based on age, religion, color, national origin, gender, sexual orientation, gender identity, marital status, veteran status, disability, or any other characteristic protected by law.

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