Manager, Account Executives

  • Access Information Protected
  • Woburn, MA, USA
  • Apr 03, 2020

Job Description

About Access: As the largest privately owned Records and Information Management player in North America, we support our clients across the entire document lifecycle; in the physical document world, in digital transformation initiatives, via software for automating workflows including document management software for HR and AP, conversion services, and information governance. We combine rock solid cloud technology and advanced physical records management capabilities with a highly energized, talented team to deliver a competitively unique set of offerings. We have the energy and innovative spirit of a start-up, with the financial stability and growth that has earned us a spot, for ten consecutive years, on the Inc. 5000 “Fastest Growing Companies in America” list. Our value proposition hinges on key drivers that matter: information security, productivity, records and document compliance and risk mitigation. We sell to and support multiple departments and teams within our client base, which is robust. Access’ sales leadership brings significant digital asset and technology sales experience and is transforming our sales and product organizations to succeed in the fast changing information landscape. Are you ready to join us on our amazing journey as we change the way the worlds most successful companies do business? Job Summary The Managerof Inside account management will lead a team responsible for increasing net revenue growth within a defined portfolio of accounts and delivering client experiences consistent with Access’ commitment to delivering the best service in the industry. Critically, this leader will be instrumental in developing and nurturing talent that will become key contributors in other Access sales roles as they grow and gain experience. The Manager will be expected to motivate the team, build confidence and enthusiasm, provide guidance, and collaborate with marketing team as well as sales leadership to meet or exceed targets. Primary Functions: Build and lead a team of up to ten Inside Account Managers. Establish activity metrics and success criteria for the team and regularly report ongoing progress achievements and learning. Lead and train the team on expert use of SFDC for insights leading to increasing opportunity creation. Define processes that enable the team to scale and onboard new Inside Account Managers quickly and effectively. Partner with Client Experience, Operations, Marketing and Sales to align and develop effective cross functional relationships. Engage, coach, mentor and interact with the team to provide feedback and direction on a daily basis. Establish a team culture of success, accountability, purpose and fun. Be able to train the team to articulate compelling value propositions around Access services and solutions. Lead the team in develop a pipeline to support and exceed annual quotas; hold team accountable for updating pipeline and forecast sales activity in salesforce.com Provide feedback and suggestions for program improvement. Meet or exceed team Sales / revenue targets. Enforce and hold team accountable for following Access’s sales methodology to maximize win rates, revenues, and profitability. Train team to use consultative selling techniques ensuring clients recognize and agree our solutions meet and exceed their needs. Partner with Sales Operations to train team and continue to improve the Use sales force automation tools to develop and update ROI/funnel reporting and dashboards for management and sales visibility. Position Requirements: Education and Years of Experience: Bachelor’s Degree 5+ years in sales with at least 2+ years managing an Inside Account Management or Customer Success Team. Knowledge, Skills and Abilities: You have a zest for market insight, competitive movement & customer buying trends; and the ability to quickly assimilate and apply new information Previous account management experience with a track record of over achievement Proven success managing and coaching a 10+ person Inside Account Management Team Prior experience selling business services and SaaS solutions in B2B markets Experience in a fast-growth environment You are a master at mobilizing available internal resources to achieve sales and organizational goals Ninja capabilities with Salesforce and Excel. Strong PowerPoint and Word skills Experience with marketing automation systems and sales prospecting tools Strong ability and desire to coach, develop, and train team members in sales fundamentals Hard-working, self-driven, competitive, organized, and a team player Strong problem solving skills with solution oriented focus. Advanced Excel Skills We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.