iCIMS Sr. Principal Account Manager, Enterprise (Central) in Topeka, Kansas
Job Overview At iCIMS, we are helping our clients to build their winning workforce. Our Account Management Team has a key role in helping customers unlock their full potential in their efforts to attract, engage, hire, and advance top talent. As an Account Manager in Enterprise Core Segment, you’ll be responsible for building best-in-class consultative relationships with clients within an assigned geographic territory. In this role, you will maintain the existing business relationship and look to provide additional value, with additional iCIMS solutions. You will work closely with clients to fully understand their business strategies, expectations and needs, ensuring renewal of current agreements, expansions, and overall satisfaction. Equipped with your knowledge of the iCIMS Talent Cloud, customer success stories, and a strong book of business, you’ll have the support you need to achieve growth and retention quotas. Advancement opportunities are numerous and include Account Executive and management opportunities as we grow globally! An ideal candidate is an effective communicator, who is eager to identify sales opportunities, has experience fostering lasting business relationships, and the ability to influence multiple layers within the organization, including C-Suite. You are a tested sales professional and consistently achieve customer retention and growth sales quotas. You demonstrate basic sales acumen, good negotiator, and communicate with influence. You can clearly present material, communicate value, and overcome objections. Most importantly, you are passionate about helping customers solve business challenges. This position will call on accounts in the Central region of the United States. This is a remote position that may require travel up to 35 - 50% (Once travel resumes) About Us When you join iCIMS, you join the team helping global companies transform business and the world through the power of talent. Our customers do amazing things: design rocket ships, create vaccines, deliver consumer goods globally, overnight, with a smile. As the Talent Cloud company, we empower these organizations to attract, engage, hire, and advance the right talent. We’re passionate about helping companies build a diverse, winning workforce and about building our home team. We're dedicated to fostering an inclusive, purpose-driven, and innovative work environment where everyone belongs. Responsibilities + Proactively solicits and drives new business within assigned accounts. + Creates, monitors, and manages a 3X sales pipeline to ensure consistent achievement of quotas and metrics for assigned accounts. + Leads the entire contract renewal process, including coordinated efforts with marketing, pre-sales, sales management, accounting, services, legal and technical groups. + Through a consultative approach, uncovers customer business issues and crafts value-based proposals as a trusted advisor. + Researches target accounts to identify and assess customer needs and effectively link product value, features/benefits to those needs. + Works with internal resources to present and position company products and services to new divisions of existing clients. + Develops and maintains current product knowledge and can explain the business value of our offerings. + Prepares presentations, demonstrations, investment summaries, and sales contracts. + Conducts Executive Business Reviews, to develop a deep understanding of the client’s needs and pain points. Links iCIMS’ products back to key business issues. + Proactively engages with clients to determine ongoing satisfaction, demonstrated value of iCIMS products and services, and emphasizes the client’s return on investment. Qualifications + 7+ years of B2B account management, customer relationship management, or sales experience. Preferred + Experience with Salesforce + Experience with 360-degree selling methodology + Experience in the HR services / Software-as-a-Service/ Technology industry EEO Statement iCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS. We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at firstname.lastname@example.org . Compensation and Benefits The target total compensation for this role is $148,000-$198,000. Your estimated compensation will be based upon your experience. iCIMS offers the following benefits: medical, dental, vision, 401(k), an open vacation policy, sick days, short-term disability, long-term disability, maternity/bonding and parental leave, tuition reimbursement, flexible savings accounts, paid holidays, life and AD&D insurance.