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Account Manager

Experienced

Regulatory DataCorp | Sales/Marketing | ,

Regulatory DataCorp, Inc., (RDC), the Smarter Screening™ company, delivers powerful, decision-ready intelligence and world-class risk and compliance protection, allowing global organizations to identify banned/suspect entities, strengthen fraud protection, ensure regulatory compliance, manage supply and distribution risk, and protect their brand equity. With the world’s largest open source risk-relevant database, RDC provides AML/KYC compliance; Politically Exposed Persons (PEP) protection; emerging market intelligence; corruption, fraud and crime protection; and vendor screening and monitoring to a wide range of clients worldwide. Founded by 20 of the world’s leading financial institutions, today RDC is a Vista Equity Partners portfolio company

 

As part of our global expansion we have an immediate opening for a strategic SaaS Account Manager in London to service EMEA business/market areas.  The key activities for the Account Manager is to maintain customers, grow revenue and strengthening the overall relationship with existing customers.

 

Responsibilities

  • Learn and maintain subject matter expertise in product set / solutions; participate in ongoing sales training and workshops
  • Understand RDCs value proposition to reinforce the value of the customer’s purchase/ROI
  • Undertake a strategic account planning approach to assigned customer portfolio; author a plan for retaining and growing customer relationships year over year
  • Collaborate with Director of Customer Success and sales executives to define clear revenue and relationship goals, as well as associated tasks required to achieve goals
  • Monitor sales performance, including producing reports and forecasts; perform quarterly business reviews (QBRs) to ensure account plans are on track
  • Call on assigned accounts to build relationships with key decision makers and connect our customers' business needs /goals with core RDC product and services
  • Identify and develop new revenue opportunities
  • Act as a liaison between the customer and internal teams; share customer feedback with product and R&D teams to make our product set the very best
  • Conduct whitespace analysis to sell more to existing customers by identifying potential customers within accounts and/or determine where additional products or services could offer more value to the customer to help solve business challenges
  • Partner with sales executives for follow-on sales to ensure new clients are on-boarded effectively, and operational issues/concerns of the customer are addressed promptly
  • Inform customers of new features and service offerings that might be a good fit
  • Monitor the customer’s business by following industry news, networking and maintaining good communication with users
  • Monitor and analyze customer’s usage of our product
  • Identify and track opportunities and risks within assigned customer base
  • Manage and track customer data in SF, including client contacts, org. charts, and contacts (i.e., master service agreement and SOWs)
  • Partner with marketing on various campaigns and targeted customer events
  • Coordinate customer-facing initiatives with other RDC teams (i.e., connect marketing with users for testimonials, connect product development with beta testers, etc.) 
Skills & Requirements

Key skills:

  • Proven experience in account management / account sales
  • Demonstrated success in B2B SaaS or enterprise software sales
  • Experience using a CRM (ideally Salesforce) to facilitate pipelining and forecasting
  • Experience conducting effective software product demonstrations and sales presentations
  • Advanced knowledge of Microsoft Office (Word, Excel, and PowerPoint) and online meeting software
  • Excellent oral and written communication skills, including the ability to communicate easily senior executives and C-level decision makers
  • Customer focused and highly responsive
  • Excellent interpersonal skills
  • Organized and analytical with the ability to identify and eliminate sales and product obstacles creatively and quickly
  • Skilled negotiator
  • Ability to travel 30-50% of the time
  • BS/BA degree strongly preferred