Principal Account Manager

Job Summary

As a Principal Account Manager, you'll be responsible for maintaining best in class relationships with iCIMS most clients in an assigned territory. The Principal Account Manager will develop, nurture, and sustain positive and productive long-term relationships to optimize client’s return on investment in iCIMS products / services and to promote renewals, expansion and customer satisfaction. The Principal Account Manager will fully understand the customer’s business, people strategies and needs, both now and in the future, and will effectively partner with a Customer Success Manager and Technical Account Manager Customer.  

Responsibilities

• Trusted advisor to large / strategic customers through the development of exceptional relationships with stakeholders and executives. 
• Manages some of iCIMS largest enterprise accounts including the “parent” and “child” relationships on a global basis. 
• Manages revenue performance against established customer renewal and customer growth metrics, inclusive of accurate forecasting. 
• Manages the selling, renewal, and all contracting processes. 
• Focuses on customer satisfaction, provides demonstrated value of iCIMS products / services, and emphasizes the client’s return on investment. 
• Partners with internal cross-functional teams to understand – and strategically influence - customer goals and key performance metrics; Works closely with Customer Success and Solutions teams. 
• Conducts account reviews to focus on client’s needs to innovate in partnership 
• Creates success via innovative solutions to customer issues. 
• Consistently ensures that business is always conducted with integrity and that behavior aligns with iCIMS’ core competencies. 

Qualifications

• 6+ years of account management or customer relationship management experience desirable. 
• Experience selling in Software-as-a-Service, or Recruitment/HR services or equivalent HR talent platform.  
• Passionate about problem solving, relationship building and creating customer loyalty. 
• Exceptional written and verbal communication and interpersonal skills. Articulates thoughts and ideas clearly, concisely, and persuasively. 
• Skilled at managing relationships with senior level executives within moderately complex organizations. 
• Ability to effectively overcome customer concerns and create a win-win outcome. 
• Exceptional time and project management skills. Ability to manage workload while understanding return on time investment. 
• Able to communicate with and influence multiple layers of organizations, including Senior Leadership. Through a constant presence, one becomes aware of changes in a customer’s organization. 
• Ability to travel 25-30% and work flexible hours when needed.