Commercial Account Manager

Job description

ABOUT DECODED

We are Decoded and we make technology education human. We help some of the largest and most technologically progressive organizations in the world up-skill and inspire their employees through training programs and workshops. We democratize cutting-edge data skills, help transform traditional businesses into tech companies, and give our learners the skills and confidence to embrace the future of work.


OVERVIEW

Decoded is looking for a Commercial Account Manager to join our Commercial Team! Decoded’s Commercial Account Manager is responsible for driving revenue growth within an assigned territory from a mix of existing clients, dormant clients and net new accounts. They are accountable for the full sales cycle including prospecting, calling and closing sales to generate growth for the business in the corporate market space.

This role will engage with customers via inbound requests, outbound prospecting and cold calling to develop sales opportunities, identify, penetrate and close revenues with existing, dormant and new accounts. The role will be responsible to effectively communicate internally and externally and exhibit strong opportunity and pipeline management, forecasting and sales target attainment.


SPECIFIC ROLE & RESPONSIBILITIES

As a Commercial Account Manager at Decoded, you’re accountable to:


Meet and exceed sales quotas

Close customer contracts ranging in size up to $1M, build and grow pipeline, accurately forecast, cold call and prospect. This role is responsible for growing revenues with existing clients, reigniting spend with dormant clients and new business acquisition, where some of your time will be spent in prospecting new clients in the corporate space. Understand the quote to cash process (Quote, PO, Invoice, Payment).


Grow your portfolio: Increase sales, develop leads, and close opportunities

Develop territory strategy plan and specific account plans, growing existing clients and acquiring net new customers, create and execute demand generation plans within territory. Be able to deliver compelling presentations to senior executives and decision makers. Travel up to 50%.


Establish yourself as a trusted advisor
Build relationships with customers through all phases of the sales life cycle, identify and care for customer needs, maintain accuracy in our company CRM, develop processes for meaningful customer experience, Prospecting, developing, managing and executing a territory plan to support lead generation, full sales cycle management.


Leverage internal and external tools
Maximize success with sales toolkit (access to CRM, Salesloft. Sales Navigator etc), provide feedback on pre-sales issues and competitive trends, use sales tools to identify and profile new leads. Accurately develop client quotes and curate customer testimonials. Plus, organize your daily execution while balancing multiple priorities simultaneously.

Requirements

SKILLS & BEHAVIORS

  • Background in business development including prospecting with the ability to create new opportunities within existing clients and net new clients.

  • Sales cycle expertise - sales process planning, forecasting, prospecting, communication, negotiation, presentation.

  • Developing sales pipelines, accurately forecasting penetrating new accounts, driving the sales process within a relationship selling environment

  • Sold into C-Suite and with customers through all phases of the life cycle.

  • Experience negotiating multi-year revenue contracts and sales cycles.

  • 3+ years of relevant job experience in a similar role, B2B sales or account management within technology or software industry.

  • Track record of exceeding quota.

  • Solution sales experience in identifying market size and focus.

  • Solid understanding of relevant technology and platforms.

  • Strong verbal and written communication skills, especially at the executive level

  • Strong business acumen and ability to analyze data to address customer situations

  • Understanding of value drivers in recurring revenue business models

  • Experienced in negotiations.


WHO ARE YOU?

  • You thrive off of extreme ownership of the business

  • You are competitive with yourself, yet collaborative with other team members up, down and across the business

  • You are autonomous - you like to understand the guidelines for success, partner with the business to get what you need, and then work entrepreneurially to get it done.

  • You are driven to acquire new business and identify new opportunities.

  • You are a consultative seller who is seen as a trusted advisor

  • Enthusiastic, independent, friendly, engaging, reliable, driven, competitive and have a positive attitude.

  • Self motivated, goal and detail oriented, persistent and dependable

  • Strong verbal and written communicator, especially at the executive level

  • You are hungry for feedback and coaching


TEAM REPORTING & STRUCTURE

This role will report into our Global Sales Director. You will work closely with our Global and Regional New Business and Account Management teams.


BENEFITS 

  • 20 days of flexible time off, plus additional days off for public holidays
  • 100% coverage of our base medical, dental and vision plans
  • Retirement plan with a company match
  • Cutting-edge software and kit, always
  • NYC dog-friendly dedicated company office (with a view!)
  • Flexible work from home and remote working
  • Casual dress every day and frequent team social events
  • Work with an inquisitive, collaborative and caring team.
  • News subscriptions to keep you up-to-date on the tech industry


INTERVIEW PROCESS

  1. Recruiter Chat: You’ll speak to our people team and be asked a series of questions about your background and experience, while learning about the role and Decoded.
  2. Interview Challenge: You’ll be sent some pre-work to assess your prospecting skills and client acquisition approach, which you’ll then review on Google Hangouts with our US Managing Partner.
  3. Final Interview: You will be invited to a Google Hangout with our Global Sales Director. By the end of this process, you will come away with informative insights on the role and life at Decoded.
  4. Last Steps: We will wrap up the interview process with a call with US team leadership to talk through any remaining questions you may have.