Strategic Account Manager

American Society of Crime Laboratory Directors (ASCLD)

Strategic Account Manager for Versaterm, focusing on large accounts and consultative selling in public safety technology. Driving migrations and enhancing operational efficiency through SaaS solutions.

Posted 7/2/2026full-timeRemote • Arizona • 🇺🇸 United StatesSeniorLeadWebsite

About the role

Key responsibilities & impact

Drive migration opportunities from legacy or competitive systems to vCAD/vRMS.
Promote adoption of vMobile applications to enhance operational efficiency and officer mobility.
Conduct Core Viability Assessments for customers using only Enterprise products to identify upgrade paths.
Lead structured RFP responses, discovery sessions, and competitive displacement strategies.
Apply MEDDPICC for rigorous deal qualification and progression.
Use Challenger Sale principles to uncover customer pain points, teach new perspectives, and tailor solutions that solve critical problems.
Focus on large accounts and foundational systems that create long-term partnerships.
Develop and execute strategic account plans to drive whitespace growth and multi-year relationships.
Partner with internal teams (Solutions Engineering, Customer Success, Marketing) to deliver compelling proposals and presentations.
Influence product roadmap through customer insights and competitive intelligence.
Maintain accurate pipeline data and forecasting in CRM.
Track MEDDPICC checkpoints and Challenger behaviors for continuous improvement.

Requirements

What you’ll need

Bachelor's degree in Business, Marketing, Communications, or related field (or equivalent experience).
12-15+ years of related experience with at least 7 years of experience in sales, preferably in a Saas environment.
Experience with MEDDPICC and Challenger Sale frameworks.
Proven success leading complex, multi-stakeholder deals in the Public Safety SaaS space.
Deep, strategic understanding of CAD/RMS migrations and mobile application workflows.
Demonstrated ability to develop, own, and execute long-term account strategies.
Highly skilled at engaging senior decision-makers and building alignment and consensus across diverse stakeholder groups.
Demonstrated success consistently meeting sales quotas and crafting/growing pipelines in net new territories.
Outstanding interpersonal skills to support complex sales transactions and provide clarity and transparency throughout the deal cycle or during issue resolution.

Benefits

Comp & perks

Competitive salary
Comprehensive benefits offering
Variable compensation such as incentive plans or discretionary performance bonuses

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Sales Quota AchievementPipeline ManagementCore Viability AssessmentsRFP Response LeadershipCompetitive Displacement StrategiesOperational Efficiency EnhancementStrategic Account PlanningDeal QualificationCustomer Insights AnalysisForecasting in CRM

Soft Skills

Interpersonal SkillsConsensus BuildingClarity and TransparencyProblem SolvingCommunication Skills