Archer Enterprise Account Manager - Remote New York

Job Details

Description

Archer Enterprise Account Manager - Remote New York Location: Remote - New York, New Jersey, Connecticut, or Eastern Pennsylvania Archer is the leading provider of integrated risk management (IRM) solutions. We enable our customers to improve strategic decision-making and operational resilience with a modern technology platform that supports qualitative and quantitative analysis driven by both business and IT impacts. As true pioneers in GRC software, Archer’s team of GRC professionals remains solely dedicated to helping customers manage risk and compliance domains, from traditional operational risk to emerging issues such as ESG. With more than 20-years in the risk management industry, the Archer customer base represents one of the largest pure risk management communities globally, with more than 1,300 customers including more than 50% of the Fortune 500. Learn more at www.ArcherIRM.com.

Responsibilities

The Account Manager is responsible for managing, renewing and growing relationships with named, strategic, enterprise accounts across the full suite of Archer’s products and services. These targeted, Fortune 500, accounts are regionally based across a variety of industries. Principal Accountabilities:

• Account Manager is responsible for retaining existing and winning new business from Executive level buyers and influencers among their named accounts.
• Strategically identifies a territory management approach with focus to growing business with named accounts.
• Develops account presence by creating a high added value working relationship with senior client personnel.
• Understands customers’ business and solutions requirements.
• Territory/account management, including account planning and sales forecasting.
• Customarily and regularly engages with decision makers at client facilities in performing primary duties.
• Leads sales process and utilizes all available resources to manage accounts.
• Skillfully overcomes objections and removes obstacles / eliminates barriers to gain commitment; understands the difference between a stall and an objection.
• Updates CRM tools regularly and in a timely manner, according with company standards. Ensures high forecasting accuracy and consistency.
• Self – starter, ability to leverage resources cross-functionally and maintain white space analysis and execution to drive expansion within existing clients.
• Maintains a strong knowledge of Archer’s products through commitment to ongoing training.
• Understands Software as a Service Business Model.
• Ability to run and control the sales process at every stage through contract signing.
• Works with Partners, Marketing and leadership to service and grow client relationship.
• Maintain 4 rolling quarters pipe coverage adequate given quota and win rates.
• Identifies long-term and short-term sales opportunities. Focuses on sales activities that produce results in the short term as well as the long term.
• Transfers customer information and market knowledge to various cross-functional teams to improve overall development and positioning of offerings within the Archer portfolio.
• Sales growth is attained through new solutions, additional client teams, professional services, and set training sales.
  
  

Principal Responsibilities

• Supports ~20 enterprise accounts.
• Gains access and manages relationships with senior level leaders and executives.
• Strong understanding of the Archer product and services portfolio.
• Demonstrated working understanding of risk, compliance, audit, ESG, cyber risk, vendor risk, business continuity domains.
• Converts inbound leads and obtains outbound leads that results in ample 4 rolling quarter pipe coverage.
• Maintains partner, reseller, and distributor relationships.
• Interfaces directly with customers to ensure satisfaction with Archer solutions and services.
• Identifies appropriate products and services to meet the full range of customer needs.
• Identifies cost effective and practical alternatives for the assigned business area by bundling products/service “solutions” to maximize our opportunity while meeting customer’s needs.
• Seen as an expert in a given segment and/or channel.
• Point of contact for escalated issues.
• Skillfully negotiates with others to achieve desired results/meet customer needs.
  
  

Skills

• Ability to work in a high-pressure environment.
• Recognized internally and externally as a thought leader on GRC and technology products and services.
• Result-driven mindset with a proven track record of consistently achieving or exceeding sales targets.
• Strong Knowledge of SaaS sales methodologies, best practices, and industry trends. Competence in strategic planning.
• Advanced oral, written, and presentation communication skills to interact with upper leadership, staff, vendors and clients.
• Time management and multitasking skills in order to handle numerous tasks and clients at one.
• Strong organizational skills and attention to detail.
• Microsoft Excel skills.
  
  

Education & Experience

• Typically requires 8+ years of field sales experience in an account management / relationship selling role with a bachelor’s degree.
• Demonstrated achievement in complex sales cycles / enterprise software/IT sales.
  
  

About Archer’s Culture And Work Environment

Our people, team collaboration and dynamic leadership is the centerpiece of our great culture and the reason for Archer’s 25 years of success. Over the years, many companies and global organizations have been faced with tough decisions. Layoffs, reorganizations, acquisitions, and mergers. Yet, throughout these challenging times, Archer has exemplified strong innovation and growth and a commitment to our employees.

Why is this possible? Collaboration is the key to our success. It inspires great innovation and innovative ideas. It is why Archer's is a household name in the GRC space. Companies, from F500 – F1000, come to Archer first - for our thought leadership and for our ability to meet customers where they are.

As we continue to grow and evolve, our focus will remain the same: continue innovating, support our customers and employees and continue driving the risk management industry to new levels.