Lead - Account Management

Freshworks; Chennai; On-site; INR 2,200,000 - 3,500,000; Full time

Job summary

Freshworks in Chennai, India seeks an experienced Enterprise Account/Portfolio Manager to expand usage within existing customers, upsell and cross-sell, and deliver value through consultative engagement with VP and C-level stakeholders.

You will manage a portfolio, build Customer Success Plans, and align with implementations, billing and support to drive adoption and revenue growth. 7–9 years in sales with SAAS experience required, night-shift readiness for US clients.

Qualifications

• Experience selling to VP or C level executives in companies.
• 7-9 years of overall experience in sales. 5+ years of SAAS sales experience/solution based selling experience.
• Experience in driving expanded usage in existing customers.
• Track record of success selling into Mid Market and Enterprise companies.
• Experience managing and closing complex sales-cycles using solution selling techniques.
• Consultative sales skills and ability to construct and articulate strong business cases and ROI, strategic account planning and execution skills.
• 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.
• Strong project management capability and ability to multitask.
• 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.
• Flexibility to work in the US shift (Night Shift).

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.

Skills

SaaS sales

Enterprise sales

Account management

Consultative selling

ROI justification

C-level selling

Pipeline management

Cross-selling

Customer success

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 behaviors 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

Qualifications

• Experience selling to VP or C level executives in companies
• 7-9 years of overall experience in sales. 5+ years of SAAS sales experience/solution based selling experience
• Experience in driving expanded usage in existing customers
• Track record of success selling into Mid Market and Enterprise companies
• Experience managing and closing complex sales-cycles using solution selling techniques
• Consultative sales skills and ability to construct and articulate strong business cases and ROI, strategic account planning and execution skills.
• 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
• Strong project management capability and ability to multitask
• 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
• Flexibility to work in the US shift (Night Shift)

Additional Information

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.