LRN Commercial Account Manager in NEW YORK, New York
LRN is seeking a Commercial Account Manager to join our dedicated Sales and Engagement Management team. This is an exciting opportunity for a seasoned and highly motivated individual with sales acumen to focus on finding growth opportunities and driving renewals within our existing partner base. The right candidate will be experienced in all aspects of account management and sales and is comfortable working with all areas of the business including Sales, Service Fulfillment, Support, Pricing and internal management to maximize upsell and renewal opportunities.
Specific responsibilities for a Commercial Account Manager include, but are not limited to:
Executing commercial processes:
Managing all commercial aspects for any renewal, expansion and/or growth opportunities including getting appropriate approvals from management, handling pricing and confirming T&Cs.
Developing and managing a growth pipeline and conducting regular reviews of pipeline and growth opportunities with Engagement Managers and leadership.
Accurately forecasting renewal targets and expansions opportunities, as well as growth opportunities, of assigned partner portfolio
Providing continuous feedback to the team on?both successes and challenges of the business
Finding and executing upsells within your customer base:
Meeting and exceeding growth targets and wallet retention/expansion expectations to maximize renewal value
Partnering with Engagement Managers to identify target growth accounts and executing on a target growth plan with clients in assigned coverage areas
Working with Content and Product teams to help scope potential revenue opportunities and go-to-market strategies
Supporting Engagement manager with pricing, proposal and contract as needed to address Partners initiated service requests
Managing the renewal process in a SaaS environment:
Driving and executing timely renewals and working closely with Engagement Managers, and other internal stakeholders, to ensure optimal engagement with partner in advance of and during the renewal cycle
Maximizing annual contract value, securing long-term (3 year or more) renewal contracts.
Identifying ?at-risk? renewal clients early in?the cycle and creating an action plan to ensure a successful, timely?renewal. Collaborating with assigned partner?s Engagement Managers to proactively ensure effective management of issues and exceptions that may delay or inhibit renewals
Rescoping engagement(s) where necessary and re-enlisting partners on the most appropriate LRN solution(s) at most current commercial terms
Achieving 100% wallet retention
The right candidate for this role will have the following qualifications and skills:
8+ years of account management with extensive experience retaining and expanding a book of existing accounts
Ability to bring clarity, structure and discipline to a variety of situations and environments and experience working with complex projects
Extremely effective written, oral, and presentation communication skills
Strong Microsoft Office skills and a working knowledge of technology and system interfaces
Familiarity with Salesforce.com
Knowledge of the Ethics and Compliance space and/or working with a Learning Management System a plus
A customer centric self-starter with high energy and a positive attitude
High degree of ethics and integrity and as desire to help organizations do the right thing and to pursue LRN?s mission of inspiring principled performance.