Vp, Account Management Jobs

Sphera is a leading global provider of enterprise software and services that enables companies to manage and optimize their environmental, health, safety and sustainability. Our mission is to create a safer, more sustainable and productive world.
Sphera is a portfolio company of Blackstone, a U.S.-based alternative asset investment company that focuses on private equity, technology and innovation, and more. Blackstone businesses succeed through strong partnerships, a personalized approach and a commitment to exceptional performance with uncompromising integrity. Sphera and Blackstone are leaders in the Environmental, Social and Governance (ESG) space.
We are guided by our core values of Customer Centricity, Accountability, Bias to Action, Innovation, and Collaboration. These values help us recruit the right talent to join our rapidly expanding team around the globe. It is important to us that each and every Spherion is not only eager to challenge themselves and knows how to get work done but is an awesome addition to our company culture.
The VP, Account Management, will direct new business for sales teams towards achieving rapid growth and successful achievement of Sphera’s overall goals and objectives. This position will drive their team to manage a a book of business that amounts to approx. 60 existing clients. The VP role is to help our clients continually drive value from their investments in Sphera’s technology/expertise and to make sure these accounts positively view Sphera.
 
It is recognized that as a senior sales leader you will be confident and comfortable in a fast-paced, dynamic environment that requires drive, operational discipline, outstanding problem solving, flexibility and leadership both internally and externally in the market.
The VP, Account Management in North America is responsible for leading their team of Account Managers (currently 17 total). They will provide guidance and coaching to their team to ensure they meet their quarterly and yearly goals related to growth, retention, and referenceability. You will work closely with the Chief Revenue Officer and sales leadership team to ensure your teams success.
Your team’s responsibilities include renewing clients (annual software service fee “support and maintenance”) on multiyear agreements. Account Managers are also responsible for identifying upsell and cross-selling opportunities (white space) in their assigned accounts and perform the appropriate account planning, supporting/facilitating requests for additional services, and consulting.
Primary measures of performance will be client/account growth, satisfaction, and retention.
Responsibilities

• Managing and motivating team to support client renewals and negotiations
• Managing team and individual rep metrics and performance
• Collaborate with a broad set of colleagues to establish and maintain client satisfaction.
• Driving processes, tactics and materials necessary to grow the current account base
• Support the client at risk/escalation process and resolve client issues
• Manage all system records that need completing as part of the process, i.e. SalesForce entries and SharePoint; and
• Attend and support strategic business reviews with clients
• Participating in regular company meetings to share team/program progress, identify blockers and advance efforts
• Developing and executing a comprehensive sales strategy and a sales plan which ensures consistent achievement of objectives over the short and long term
• Motivating and coaching the team to reach peak performance levels
• Hiring, lead and mentor a team of Account Managers, including quarterly reviews and associated management processes
• Reporting on weekly, monthly, quarterly, and YTD performance, including measurement of team’s impact on revenue
• Lead the facilitation of the Account Management team working with the various internal stakeholders
• Assist in identifying opportunities, positioning in accounts and facilitate the upsell and cross-sell of other modules, software offerings, and services

Key Skills And Attributes

• Ability to work the SaaS software renewal cycle from quote creation to closing the multi-year renewal in a business-to-business environment;
• Excellent relationship and interpersonal skills;
• Ability to work with all levels of stakeholders, incl. internal and external at a C level;
• Ability to travel domestically and internationally.
• Confident using SaaS technology and apps, ability to learn new applications; and
• Self-disciplined with good time management and organizational skills, able to work independently and towards common goals in a group sales environment;
• Highly motivated, resilient, and results-oriented;
• Negotiation skills;
• Good listening and comprehension for a clear interpretation of the clients need;

Required Qualifications

• IT literate, Office 365 and SalesForce CRM
• Confident presentation and negotiation skills;
• Ability to hire, manage, and coach a sales team with established metrics using sales management expertise in the software or broader technology market
• Demonstrable knowledge of planning, prospecting, opportunity progression and closing;
• Ability to establish links between key information and people in order to identify opportunities and execute effectively
• Managing performance of a team using incentives, technology, and data
• Detail-orientation, operational focus with an ability to coach sustained professional improvement
• TRAVEL: 30% of the time
• Ten (10) plus years of sales management experience
• Previous experience of managing a CSM or Account Management team and driving goal attainment for growth and retention;
• Experience in customer success management, account management, or sales in Software industry;

Pay
$151,000.00 - $282,000.00
Benefits
Commensurate with relevant qualifications and experience

• 401(k) Retirement Plan with Company Match
• Life and Disability Insurance
• Health Savings Account
• Flexible Working Schedule
• Accident Insurance
• Hospital Indemnity Insurance
• Flexible Spending Account
• Paid Time Off and Holidays
• Critical Illness Insurance
• Medical, Dental, and Vision Insurance

Sphera is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.