• Account Manager - Recruitment Marketing Suite (Remote)

    Location US-CA-San Jose
    ID
    2019-7964
    # of Openings
    1
    Category
    Sales
    Department
    ACS and RMS Sales
    Posting Level
    Experienced
  • Job Overview:

    Are you a seasoned B2B seller who’s managed a significant book of business? Do you have HR/HCM or Software-as-a-Service (SaaS) selling experience? We’re looking for a highly motivated self-starter and skilled closer to join our team as an RMS Account Manager, where you’ll be responsible for expanding our footprint with our current customers. In this role, you’ll identify upsell and cross-sell opportunities within a specific book of business, selling our recruitment marketing and advanced communication solutions into our existing customer base. We’re looking for someone with an innate ability to drive decisions—someone who’s an exceptional presenter who knows how to command a room. If you’re a dynamic, expert influencer with significant gravitas, then you’re exactly who we’re looking for.

     

    We are considering remote candidates for this opportunity! 

    About Us:

    iCIMS is a high-growth Software-as-a-Service (SaaS) company headquartered in Holmdel, NJ. Eight-times voted a Best Place to Work by NJBIZ and #16 on Glassdoor’s 2019 Best Places to Work list, we are the industry’s #1 recruitment software provider, delivering technology that supports approximately 4,000 contracted customers around the globe. Dedicated to maintaining an inclusive, inspirational and innovative work environment, and committed to our consistent growth, we have a wide range of opportunity for career advancement within our organization. Come grow with us—apply today!

    Responsibilities:

    • Drives customer growth within assigned territory
    • Builds and maintains relationships with customers at all levels, including senior leadership and C-suite, to assess needs and effectively link product value, features/benefits to those needs. Works internally to align appropriate team sell-approach.
    • Follows well defined sales methodology to ensure prospects are a good fit for iCIMS’ long term.
    • Understands big picture of iCIMS’ product suite and how it can fit into client organization. Closes deals while setting stage for additional product sales within organization.
    • Ability to sell any of the iCIMS portfolio solutions dependent on customer’s maturity and specific needs based on thorough discovery and existing technology landscape.
    • Presents and positions iCIMS’ products/services to prospective customers via on site visits. Represents the iCIMS organization with professionalism and integrity.
    • Builds sales funnels through efforts including but not limited to client referrals, regional networking, webinars and cold calling.
    • Follows-up and actions on new leads and referrals resulting from marketing and prospecting activity.
    • Develops and maintains detailed product and marketplace understanding to help prospective customers make well informed buying decisions.
    • Plans and organizes personal sales strategy by thoroughly understanding prospective customer’s business cycles and timing.
    • Prepares presentations, demonstrations, investment summaries, and sales contracts.
    • Closes deals of significant size, complexity and sales cycle length.
    • Effectively builds and maintains partnerships with clients, prospects and people at all levels across the company. Contributes to team and company success.
    • Consistently targets and closes deals of significant complexity while setting stage for additional product sales within organization.
    • Effectively interfaces with multiple departments within client organization including C – Suite.
    • Mentors and motivates other members of the AM team.
    • Consistently ensures that business is conducted with integrity at all times and that behavior aligns with iCIMS’ core competencies, policies and procedures.

    Qualifications:

    • Bachelor's degree preferred or equivalent combination of education and work experience.
    • A minimum of 12 years of sales experience desirable, preferably in the HR / HCM space, Software, or Software-as-a-Service industry, but not essential.  
    • At least 5 years of Enterprise sales or account management experience required.
    • Superior knowledge of the practices and principles related to sales techniques.
    • Skilled at closing deals that are more advanced in scope and size.  Customers consistently have significant elements of complexity (i.e. decentralized or with multiple business units / brands, global presence).
    • Adept at transferring knowledge and passion for sales to junior staff.
    • Consistently applies strategic approach to deal crafting and relationship building.
    • Proven track record in soliciting and closing B2B sales against a quota.
    • Demonstrated effectiveness in new business development strategies and lead qualification.
    • Ability to multi-task and handle multiple prospective clients and issues simultaneously.
    • Proven ability to leverage established relationships and proven sales techniques for success.
    • Ability to clearly present and effectively overcome objections.
    • Demonstrated aptitude for problem-solving.
    • Able to work both independently and within a team environment.
    • Computer literate; proficiency with Microsoft Office (PowerPoint, Excel, Outlook).
    • Excellent communication and interpersonal skills.  Articulates thoughts and ideas clearly, concisely, and persuasively with appropriate empathy.
    • Ability to work effectively within a fast paced, changing environment that is going through high growth.
    • A self-starter with the demonstrated ability to take initiative.
    • Understands how to approach sales from a strategic perspective.
    • Strong Results Orientation with a focus on closing long term sales cycles.
    • Demonstrated customer service orientation.  Creates and sustains ongoing forums that encourage two-way communication opportunities.
    • Able to communicate with and influence multiples layers of organizations, including Senior Leadership. Through a constant presence, becomes aware of changes in a customer’s organization and alters sales plan accordingly.
    • Effective at developing and maintaining client relationships at senior management (C– Suite) levels within Enterprise sized companies.
    • Ability to travel up to 25-40%

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