Channel Account Manager
Endor Labs
Cyber Security
Strategic Customer Success Account Manager
Docusign
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $106,200 - $151,525 per year
Job Level
SeniorLead
Tech Stack
React
About the role
- Prevent risk and drive growth in our top customers through early engagement, driving value, engaging with key collaborators and mapping our customers to our executives as measured by renewal outcomes
- Achieve financial and strategic revenue, bookings and billings targets
- Maintain and update a rolling forecast of your territory and communicate any renewal risk to internal resources in order to develop resolution strategies, up to and including Executive Engagement
- Own and implement win/win negotiation strategies for Docusign’s strategic renewals while protecting and enhancing customer trust
- Conduct regular business reviews with our customers to ensure that they are adopted and deriving value from our product, and we are aligned with our customers primary objectives
- Be accountable for the full adoption strategy, using key partners across the Docusign ecosystem to deliver comprehensive paths for success
- Serve as the primary point of contact and facilitation on behalf of our customers for any escalation concerns
- Collaborate with internal resources such as, but not limited to, Sales, Customer Success, Pricing, Legal, Revenue Operations and Product Management to develop growth and risk mitigation strategies for key accounts
- Discuss and advise on core functionality and features beyond the fundamentals, and be able to effectively communicate the art of what is possible
- Act as a Docusign expert for our customers, identifying process gaps and coordinating with Docusign resources to ensure successful adoption and deployment
- Improve account growth by taking a major role within the account team, helping to identify incremental growth opportunities within the account, and involving the appropriate internal resources where applicable
Requirements
- 8+ years of experience within Sales, Renewal Management, Account Management and/or Customer Success
- Experience with quota-carrying roles and proven history of meeting key performance indicators
- Experience with deal negotiation cycles with a successful track record, ability to navigate across internally and with the customer in a trusted advisor/consultative approach and establishing credibility quickly with senior level executives across the organizations
- BA/BS degree or equivalent work experience
- Strong contract negotiation skills with experience driving high value contracts to completion on-time
- Experience with leading an adoption strategy across organizations, serving as a change agent for the customer
- Ability to demonstrate a strategic approach to enable persuasive value conversations with customers at an executive level
- Ability to interact with and influence all levels from individual contributors to executives
- Ability to react and adapt to potential rapid shifts in priorities
- Strong level of urgency, organization and prioritization skills
- Salesforce experience
- Excellent written and verbal communication skills
- Ability to conduct value analysis around ROI
Benefits
- Paid Time Off: earned time off, as well as paid company holidays based on region
- Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
- Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
- Retirement Plans: select retirement and pension programs with potential for employer contributions
- Learning and Development: options for coaching, online courses and education reimbursements
- Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
SalesRenewal ManagementAccount ManagementCustomer SuccessContract NegotiationValue AnalysisQuota ManagementPerformance IndicatorsAdoption StrategyNegotiation Strategies
Soft skills
CommunicationInfluencingOrganizationPrioritizationStrategic ThinkingAdaptabilityTrust BuildingCollaborationPersuasionChange Management
Certifications
BA/BS degree
