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Strategic Account Manager

2 months ago

Quincy, Massachusetts, United States RapidRatings Full time
Job Description

RapidRatings is revolutionizing the way leading companies manage supply chain and third-party risk by providing sophisticated analysis of the financial health of public and private companies worldwide. We offer predictive analytics and powerful technology that provide deep insight into financial health and the likelihood of partners continuing to perform. Financial health is the window to see suppliers, vendors, and other third parties with clarity, enabling you to know which partners you can rely on.

We are seeking an experienced and results-driven Enterprise Client Growth Specialist to join our team. In this role, you will be responsible for managing a portfolio of key accounts, focusing on both retention and expansion strategies. As a quota-carrying individual contributor, you will play a critical role in driving revenue growth across the portfolio and retaining key clients. The ideal candidate will have a strong background in enterprise account management, a proven track record of meeting and exceeding revenue targets, and excellent relationship-building skills.

Key Responsibilities:
  • Portfolio Growth: As the account lead for a territory of clients, you will engage in a range of important activities to grow the business, including the development of strategic account plans, business reviews, networking across each organization to develop new opportunities, and ensuring renewal of services happens in a timely manner.
  • Demonstrate Business Acumen & Critical Thinking: Develop knowledge and understanding of a client's business through rigorous discovery that uncovers customer needs and aligns to RapidRatings solutions.
  • Retention Strategy: Working in conjunction with a Client Success Manager, develop and execute comprehensive retention strategies to ensure high levels of customer satisfaction and minimize churn.
  • Expansion Opportunities: Develop and manage strategies for account expansion and upselling additional products or services to existing clients.
  • Sales Forecasting & Reporting: Document and track opportunities in Salesforce to support corporate reporting, and regularly brief senior Sales and Client Success leadership on risks and opportunities.
  • Cross-Functional Collaboration: Collaborate closely with internal teams, including sales, client support, and product, to drive client engagement and satisfaction.
  • Contract Negotiation: Lead contract negotiations with existing clients, ensuring favorable terms and conditions while maximizing revenue potential.
  • Client Advocacy: Act as a client advocate within the organization, representing the needs and interests of your clients to internal teams.
Requirements:
  • Bachelor's Degree: In business, finance, or a related field.
  • Experience: 5+ years of verifiable success in account management or sales role selling to enterprise clients.
  • Commercial Relationships: Experience managing commercial relationships with enterprise engagements.
  • Upsell and Expansion: Proven track record of successful upsell and expansion experience.
  • Negotiation Experience: Deep negotiation experience.
  • Technical Skills: Experience with Salesforce, Gong, and other GTM tech stack solutions.
  • Communication Skills: Outstanding verbal, written, presentation, and communication skills.
  • Business Acumen: Strong technological and financial acumen.
  • Entrepreneurial Thinking: Entrepreneurial thinker with solid analytical skills.

Salary: $125,000 - $175,000 base

About RapidRatings: We foster an environment where employees feel recognized for their contributions, appreciated for their individuality, and empowered to do their best. We know that bringing together employees with diverse backgrounds, perspectives, and experiences sparks innovation, promotes better decision making, and yields the creative problem solving that is critical to our long-term success. We offer an attractive compensation and incentive program, benefits package, flexible work environment, self-managed PTO, continuous education and learning, and much more. With us, you are not just a number – we value people who are working hard and strive to make a real difference.