Customer Account Manager 🔥
Responsibilities:
- Establish a professional working relationship with day-to-day users within existing client base up to the executive level
- Become a trusted business partner to clients by understanding their business goals and recommending suitable solutions, using expert knowledge of Avalara’s suite of products and services.
- Articulate and present the value delivered by Avalara products and services to various levels within an organization to ensure renewal and expansion sales
- Manage a pipeline of add-on and upsell opportunities within a set of existing accounts and deliver results against a quota
- Responsible for customer retention (dollar and logo) throughout the renewal sales cycle
- Provide timely forecasts and risk analysis to direct manager as well as track customer and partner interaction, leveraging Salesforce
- Work in a collaborative team environment with a Customer Success Manager to promote client retention and satisfaction
- Create a win-win environment for the client and Avalara by professionally and ethically negotiating issues related to contracts, pricing and service fees.
- Leverage the broader internal team and partner ecosystem to address client satisfaction issues Present a professional image via communication skills, both proactively and when under duress
- Grow relationships with key client contacts to ensure we add value at every step and ultimately get a client to promote us to their peers
- Build client references and uncover client success stories to share with the sales and CAM team
- Develop subject matter expertise and deep product knowledge in order to provide valuable actionable recommendations to clients related to best practices in managing sales and use tax
Qualifications
- Bachelor's degree (B.S. or B.A.) from an accredited college or university, or equivalent career experience
- Minimum 3-5 +years of successful Business to Business consultative sales experience of complex products or services
- Professional, polished and engaging communication including, interpersonal, organizational and presentation skills.
- Digital-minded and tech-savvy
- Experience working with senior executive level personnel
- Experience negotiating contracts or facilitating resolution to customer problems
- Efficient organization and work habits that allow for a significant level of multi-tasking
- Proven track record of achieving performance goals including quotas, revenue targets or other key performance indicators
Preferred Qualifications
- Experience up-selling complex SaaS, Cloud, or software-based solutions into existing client accounts
- Specialized knowledge of compliance services, including sales and use tax calculation, exemption certificate management, filing and remittance, and related services would be a distinct advantage