Senior Account Manager (Top tier)

Company Description

Freshworks makes it fast and easy for businesses to delight their customers and employees. We do this by taking a fresh approach to building and delivering software that is affordable, quick to implement, and designed for the end user. Headquartered in San Mateo, California, Freshworks has a global team operating from 13 global locations to serve more than 65,000 companies -- from startups to public companies – that rely on Freshworks software-as-a-service to enable a better customer experience (CRM, CX) and employee experience (ITSM).

Freshworks’ cloud-based software suite includes Freshdesk (omni-channel customer support), Freshsales (sales automation), Freshmarketer (marketing automation), Freshservice (IT service desk), Freshchat (AI-powered bots), supported by Neo, our underlying platform of shared services.

Freshworks is featured in global national press including CNBC, Forbes, Fortune, Bloomberg and has been a BuiltIn Best Place to work in San Francisco and Denver for the last 3 years. Our customer ratings have earned Freshworks products TrustRadius Top Rated Software ratings and G2 Best of Awards for Best Feature Set, Best Value for the Price and Best Relationship.

Job Description

We are looking for an experienced and strategic Enterprise Account/Portfolio Manager who has a knack in building deep customer relationships and driving incremental business in existing Freshworks customers by delivering value.  They should have a consultative sales approach, a successful track record retaining, growing and on-boarding clients with polished presentation skills. This person must demonstrate all the behaviours associated with a high performance sales and customer success culture, specifically managing a pipeline of business opportunities and delivering results against a quota. This individual will provide the best consultative experience possible for our customers.
 

Responsibilities:

• You’ll become the resident expert on the Freshworks platform and will expand our cloud-based software usage in existing customers

• Drive expansion through upsell and cross-sell to meet or exceed revenue targets

• Professionally manage relationships with a portfolio of assigned accounts

• Demonstrating / selling value to key stakeholders within the accounts with Customer Success Plans and strategies

• Build a plan to maximize revenue, and customer satisfaction within your accounts

• Gain a thorough understanding of assigned client’s needs, objectives, and processes to ensure that they successfully adopt and deploy Freshworks suite of products

• Create & articulate compelling value conversations with C-Level stakeholders also work in  alignment with inside stakeholders namely Implementations, Billing, Support, deals teams etc.

• Demonstrated experience managing complex sales cycles and negotiating win-win agreements based on value based selling

• Exceeding activity, pipeline and revenue goals on a quarterly basis

• Build strategies and execute on the plan in the assigned territory with the goal of generating and maintaining 4x pipeline

• Assist customers in identifying industry relevant use cases and educate customers to make a  strong business impact

• Develop long-term strategic relationships with key accounts

Qualifications

• Proven expertise in growth & expansion strategies of accounts (farming) and customer success strategies

• 3 - 6 years of SAAS sales experience/solution based selling experience

• Experience in driving expanded usage in existing customers

• Track record of success selling into SMB, Mid Market and Enterprise companies

• Experience managing and closing complex sales-cycles using solution selling techniques

• Proven track record of consistent account growth and quota achievement

• Thorough understanding/experience in related technology in the CRM/EX/CX space

• Experience with account portfolio planning, management, and prioritization

• High attention to detail and willingness to get “in the weeds” to fix a problem

• Knowledge of customer success best practices

• Experience driving client adoption of technology or software product

• Skilled in virtual presentations, online web demos, remote sales processes

• Strong interpersonal skills, ability to convey and relate ideas to others

• Vibrant and energetic attitude, willingness to perform and get things done

• A technical background is a plus

Additional Information

At Freshworks, we are creating a global workplace that enables everyone to find their true potential, purpose, and passion irrespective of their background, gender, race, sexual orientation, religion and ethnicity. We are committed to providing equal opportunity for all and believe that diversity in the workplace creates a more vibrant, richer work environment that advances the goals of our employees, communities and the business.