iCIMS Principal Account Manager, Enterprise (Central Territory) in Boston, Massachusetts
Job Overview At iCIMS, we are helping our clients to build their winning workforce. Our Enterprise Account Management Team has a key role in helping customers unlock their full potential in their efforts to attract, engage, hire, and advance top talent. As an Account Manager (Enterprise), you’ll be responsible for building best-in-class consultative relationships with clients within an assigned geographic territory. In this role, you will maintain the existing business relationship and look to provide additional value, with additional iCIMS solutions. You will work closely with clients to fully understand their business strategies, expectations and needs, ensuring renewal of current agreements, expansions, and ensuring overall satisfaction. To succeed, you’ll need to be able to readily identify growth opportunities and potential risks to the partnership, as well as expertly navigate executive-level conversations. Equipped with your knowledge of the iCIMS Talent Cloud, customer success stories, and a strong book of business, you’ll have the support you need to achieve growth and retention quotas. Advancement opportunities are numerous and include Account Executive, Strategic Account Management and leadership opportunities as we grow globally! This position will call on accounts in the Central region of the United States. About Us When you join iCIMS, you join the team helping global companies transform business and the world through the power of talent. Our customers do amazing things: design rocket ships, create vaccines, deliver consumer goods globally, overnight, with a smile. As the Talent Cloud company, we empower these organizations to attract, engage, hire, and advance the right talent. We’re passionate about helping companies build a diverse, winning workforce and about building our home team. We're dedicated to fostering an inclusive, purpose-driven, and innovative work environment where everyone belongs. Responsibilities + Proactively solicit and drive new business within assigned accounts. + Creates, monitors and manages a sales pipeline to ensure consistent achieve of quotas and metrics for assigned accounts. + Leads the entire contract renewal process, including coordinated efforts with marketing, pre sales, sales management, accounting, services, legal and technical groups. + Maintains accurate and timely customer, pipeline, and forecast data. + Through a consultative approach, uncovers customer business issues and crafts value based proposals as a trusted advisor. + Research target accounts to identify and assess customer needs and effectively links product value, features/benefits to those needs. + Works with internal resources to present and position company products and services to new divisions of existing clients. + Develops and maintains current product knowledge and can explain the business value of our offerings. + Prepares presentations, demonstrations, investment summaries, and sales contracts. + Conducts Executive Business Reviews, to develop a deep understanding of the client’s needs and pain points. Links iCIMS’ products back to key business issues. + Proactively engages with clients to determine ongoing satisfaction, provide demonstrated value of iCIMS products and services and emphasizes the client’s return on investment Qualifications + 5+ years of account management, customer relationship management or sales experience. + Proven success in consistently achieving retention and growth sales quotas. + Demonstrated ability of basic sales acumen and drive to participate in a sales environment with quota responsibilities + A passion for helping customers solve business issues with advanced technology solutions. + Ability to effectively communicate with customers, build relationships, and uncover opportunities with a value based approach. + Displays negotiation skills and ability to navigate a customer’s internal organization (ex: finance, legal, IT). + Ability to clearly present material and effectively overcome objections. + Able to communicate with and influence multiples layers within organizations, including Senior Leadership. + Ability to work both independently and within a team environment. + Proficiency with Microsoft Office products such as Powerpoint, Word and Excel. EEO Statement iCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS. We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at firstname.lastname@example.org . Compensation and Benefits The target total compensation for this role is $132,000 - $176,000 iCIMS offers the following benefits: medical, dental, vision, 401(k), an open vacation policy, sick days, short-term disability, long-term disability, maternity/bonding and parental leave, tuition reimbursement, flexible savings accounts, paid holidays, life and AD&D insurance.
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