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Team Lead, Account Management

Experienced

Cvent | Sales | London, England

The Team Lead of Account Management will report directly to a Manager of Account Management for the Company. This Team Lead position requires a dynamic and experienced candidate who can manage a team of newly trained Account Managers who oversee the entire lifecycle of the customer including product adoption, upsell, cross sell and renewal. This person will also be charged with identifying and closing sales opportunities with the clients directly assigned to them. They will manage things such as contract renewals, up-sells, cross-sells, etc. You will be required to demonstrate solution-selling skills and effectively manage internal relationships with the Sales and Client Services departments to ensure complete customer satisfaction and meet sales objectives as well as assisting and coaching your account managers with the same. The Account Managers that the Team Lead oversees, with rely on them for exposure to updates and directives that typically come from direct managers. 

What You Will Be Doing

  • Directly manage a team of newly trained Account Management professionals to achieve and surpass individual and department goals
  • Coach, mentor, provide feedback and improve the skill set and productivity of the team
  • Identify, innovate and execute business ideas to improve division goals and targets, specifically around renewal rates, logo retention, account stickiness, and upsell targets
  • Involvement in appraisal and career planning of employees
  • Recruit and train future team members
  • Ensure relationships with key decision-makers for accounts are continuously developed and relationships are strengthened and grown
  • Identify and close sales opportunities with our clients, such as contract renewals, cross-sells, and up-sells (such as adding additional apps to clients’ packages), etc.
  • Work with Sales and Client Services teams to ensure complete customer satisfaction with the Cvent product and organization 
  • Call on existing clients in an effort to meet and exceed individual and department revenue expectations
  • Set aggressive goals for annual revenue achievement against each account 
  • Accurately forecast sales opportunities via pipeline report
  • Effectively and accurately manage personal revenue pipeline, including the pipeline that belongs to your account managers to maximize all business opportunities
  • Monitor and report sales activity within the system
  • Perform other duties as assigned

What You Will Need

  • Bachelor's degree or equivalent
  • Relevant professional experience in high performance sales/account management environments; software industry experience highly preferred
  • Experience in customer-facing, revenue-generating role (more is welcomed)
  • Ability to multi-task and ability to work in a dynamic, fast-changing entrepreneurial environment
  • Ability to integrate knowledge across disciplines to include customer retention, consultative selling, product demonstrations, closing contracts, operation/process flow, and product function
  • Proven ability to identify, target and secure key business relationships
  • Previous track record of directly developing relationships over the phone, and face to face with customers
  • History of consistently achieving or exceeding quota for individual sales performance
  • Comfortable using online software sales automation products such as Salesforce.com and web collaboration tools like WebEx