CD Account Manager- SMB

Overview: This role focuses on existing Public Sector customers in the SMB & Commercial Business Development space. The ideal candidate is a self motivated, strong team player with a proven track record of generating upsell conversations that lead to additional services and business in Public Sector accounts. A good understanding of the corporate technology stack and SaaS computing is beneficial. The role supports a fast paced, agile sales environment that is regularly reinventing itself, with support from Customer Success, partner, channel, technology, and marketing teams. The goal is to deliver service excellence, retain each assigned Public Sector base, and grow this base by identifying and selling new products to existing customers.

• Identify sales opportunities and strategy in assigned accounts
• Implement solutions selling strategies into existing accounts
• Implement solutions selling strategies via government purchasing contracts and vehicles
• Achieve monthly, quarterly, and annual new business and upsell targets
• Retain and minimize downsell and churn within the assigned base
• Work with Partner / Channel Development team to develop and execute account plans
• Develop and execute sales activity plans to achieve agreed targets
• Build and maintain relationships with customers
• Manage business administration, generate reporting of key performance indicators and conduct CRM housekeeping, including use of tools such as GonG and Expansion AI
• Sign up to and execute against an end to end sales methodology and process
• Monitor and report on activities and provide relevant management information
• Liaise and attend meetings with other company functions as necessary to perform duties and support business development
• Attend trainings and develop relevant knowledge and skillsTrack weekly end user activities
• Add new qualified opportunities to the pipeline in existing base
• Maintain pipeline statistics and movements, ensuring forecasting accuracy

• Degree level education (preferred but not required)
• 2-4+ years IT sales experience (ideally within Email, Data Compliance, Messaging, Security, Storage, but not essential)
• Proven target achievement in SMB/Commercial accounts against set targets
• Experience with both direct and indirect sales roles
• Understanding of Public Sector contracts, cycles, and buying processes

• Strong business and commercial acumen
• Strong communication and presentation skills (written and verbal)
• Strong team player

• Results oriented with a positive outlook
• Forward planner who critically assesses own performance and that of team members
• Curiosity and a "can do" attitude
• Problem solver
• Proven team player
• Presentable, articulate, and adaptable
• Tenacious
• Comfortable in a high performance, dynamic environment

We're proud to be an Equal Opportunity and affirmative action employer. We encourage applicants from all backgrounds, especially those from traditionally underrepresented groups. We consider everyone equally: your race, age, religion, sexual orientation, gender identity, disability, marital status, nationality, or any other protected characteristic will not affect your application. Due to certain obligations to our customers, a job offer will be contingent upon successful completion of applicable background checks, in accordance with local law. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.