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The Role
Manage enterprise account renewals, upsells, and revenue expansion for named accounts. Responsibilities include complex deal-cycle management, software demonstrations, RFP responses, contract negotiations, quarterly business reviews, account relationship development, and cross-functional collaboration with Sales, Client Success, Product, Services, and Legal. The role focuses on exceeding renewal targets, increasing customer satisfaction, and expanding RainFocus solutions within global events programs.
Summary Generated by Built In
RainFocus, one of the most innovative software companies, is in search of an exceptional Enterprise Account Manager.
About RainFocus
RainFocus cares about its employees, customers, and the world in which we live. Our rapidly growing team serves Fortune 500 companies like Adobe, Cisco, IBM, Oracle, VMware, and others to prepare and execute in-person, virtual, and hybrid events, across the world. Those events are delivered through our industry-disrupting software platform, with groundbreaking business intelligence, to elevate the attendee experience, streamline event operations, and accelerate marketing results. We are well-funded, growing fast, and building a company that is changing the market — it will be challenging, fun and exciting.
About the Role
As part of the sales organization, this role is responsible for account renewal and upsell, as well as expansion of revenue within a specific named account list. Partnering with RainFocus Marketing and Client Success, this position will focus on identifying a solution to customer challenges in enterprise event management, event content management, and exhibitor management in support of the client’s global events program. This role will also work very closely with the Product and Services teams to ensure customers are highly satisfied with the outcome, as well as the process.
Essential responsibilities:
- Responsible for the sales target for Upsell Sales and Renewals depending on assigned account target list.
- Responsible for identifying customer needs, educating them on potential solutions, demonstrating a potential solution in a live environment and negotiating with key stakeholders to produce a recurring revenue contract.
- Working alongside Sales to transition responsibility of existing accounts and with Client Success, this role is responsible for renewing existing contracts while looking for opportunities to expand RainFocus solutions into existing events.
- Manage and nurture account relationships resulting in long-term, mutually beneficial strategic partnerships.
- Manage complex enterprise deal cycles.
- Working closely with Client Success, provide account management to existing accounts, not limited to but including a structured quarterly business review with clients.
- Become an expert in RainFocus solutions for conferences and events of all sizes and adapt recommendations quickly to suit varying client needs.
- Work cross-functionally within sales and other functions to drive revenue and increase customer satisfaction.
- Think creatively about ways to increase the company’s value to customers.
- Communicate business trends to RainFocus product team.
- Work cross-functionally across RainFocus to ensure we are providing the very best service to our customers.
Required skills and experience:
- 7+ years of experience in enterprise account management renewing deals in excess of $250K in Contracted Annual Recurring Revenue (CARR)
- Proven track record of exceeding quota on a multi-year basis
- Proven track record of stability at one, or a few companies, over a career
- Experience performing software demonstrations in a complex, multi-stakeholder sale
- Experience creating and responding to RFP’s
- Experience creating MSA’s and SOW’s, as well as facilitating the legal review
- BA/BS required
Personal characteristics:
- Intelligence
- Resiliency
- Self-motivated
- Strong Communicator
The best candidates for this position will have strong chemistry and a culture fit within RainFocus. They will need to be comfortable working in a fast-paced, challenging, and dynamic environment. Additional personal qualities include:
Success measures:
- Developing an accurate sales renewal pipeline.
- Meeting and exceeding renewal targets.
- A leader in collaborative, cross-functional planning.
Location/Travel
This is a remote role and travel is required.
Why work at RainFocus?
At RainFocus we delight millions of attendees at large-scale events by delivering better insights, experiences, and marketing. We were able to pivot our product and services offering in 2020 to continue growing and serving new clients and events.
As a member of the RainFocus team, you will have the opportunity to experience first-hand the impact of our platform at events around the world. Additionally, RainFocus offers competitive salaries, competitive benefits, 401k, generous PTO, and countless other team building activities.
What are you waiting for? Apply today! We need more talented, hard-working, fun-loving team members just like yourself!
Skills Required
- 7+ years of enterprise account management experience renewing deals exceeding $250K in Contracted Annual Recurring Revenue
- Proven track record of exceeding quota over multiple years
- Proven career stability at one or a few companies
- Experience conducting software demonstrations in complex, multi-stakeholder sales
- Experience creating and responding to RFPs
- Experience creating MSAs and SOWs and facilitating legal review
- Bachelor of Arts or Bachelor of Science degree
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The Company
What We Do
SaaS event marketing platform that simplifies management, personalizes experiences and consolidates data for significantly better events.
