Strategic Account Manager

Blackline Systems Inc; United States; On-site; USD 145,000 - 170,000; Full time

Job summary

BlackLine seeks an energetic Strategic Account Manager to drive new subscription business in our SaaS model. You will manage end-to-end enterprise account sales, build high-value relationships with C-level executives, and lead responses to RFIs/RFPs across Fortune 500 and large private organizations.

You will collaborate with pre-sales, product, finance, marketing, and legal teams, while traveling up to 50% to nurture key relationships and secure long-term contracts.

Qualifications

• 10+ years of experience selling complex enterprise cloud software.
• Bachelor's degree in Business, Accounting, Economics, IT, Finance or MBA preferred
• ERP, CRM, HCM solution knowledge
• Hunter mentality with proven ability to close
• Experience selling to CFO buying centers is a plus
• Account planning, relationship mapping and sales methodologies
• Strong communication and cross-functional collaboration

Responsibilities

• Utilize networking and prospecting to generate leads and identify strategic opportunities.
• Develop high-value relationships with key stakeholders.
• Own entire sales process from prospecting to closing.
• Coordinate and lead responses to RFIs/RFPs/RFQs.
• Travel to cultivate relationships with customers and partners.
• Provide weekly updates and quarterly forecasts to management.

Skills

Hunter mentality

Close sales

Lead generation

Relationship building

Consultative selling

Data analysis

Cloud SaaS

Sales process

Executive communications

Education

Bachelor's degree or MBA in Business/Accounting/IT/Finance

Tools

ERP

CRM

HCM

Job description

Make Your Mark:

BlackLine is seeking an energetic, self-starting, entrepreneurial Strategic Account Manager. The BlackLine Strategic Account Manager will be responsible for generating BlackLine's most strategic accounts. Through a strategic approach, this individual will establish sales priorities, action plans and deliver/exceed on sales goals. This person will be assigned accounts to target and market BlackLine's solutions in order to secure new subscription business in our Software-as-a-Service(SAAS) business model. They will develop high value relationships with key stakeholders and will be responsible for negotiating and managing large contracts. They will work on bringing in new large strategic accounts (i.e. Fortune 500 and Large Privately-held organizations, too).

You'll Get To:

• Utilize networking and prospecting skills to generate leads and identify strategic solution-based sales opportunities.
• Develop and manage high-value relationships with key stakeholders.
• Have a deep understanding of the way businesses operate, and the priorities that drive decisions from the C-level
• Provide leadership and guidance to other team members on enterprise accounts and participate in providing input on sales and marketing collateral.
• Own entire sales process from prospecting to closing business.
• Coordinate and lead responses to RFIs/RFPs/RFQs.
• Present BlackLine's proposals in a professional manner to prospects.
• Provide feedback to management and Marketing teams on prospects reactions and questions about BlackLine's solutions.
• Collaborate with other BlackLine teams including pre-sales, product, value engineering, operations, finance, marketing, and legal.
• Travel to cultivate relationships with customers, partners, and related associations.
• Ensures opportunities are accurately reflected and maintained in Salesforce, providing weekly updates, monthly projections and quarterly committed forecasts of sales activity and volume to BlackLine NA Sales management team.
• Achieve annual sales targets and average monthly revenue quotas on a consistent basis
• Collaborating with and leveraging Marketing & Business Development to maximize revenue production

What You'll Bring:

Required Qualifications Years of Experience in Related Field: 10+ years of experience selling complex enterprise cloud software, working with large high-profile accounts Education: Bachelor's degree in Business, Accounting, Economics, IT, Finance or MBA preferred Technical/Specialized Knowledge, Skills, and Abilities:

• Exhibits a hunter mentality and possesses outstanding ability to close sales.
• Proven record and strong capability to generate leads, pursue opportunities and sell.
• Experience selling business applications to business users
• ERP, CRM, HCM solution knowledge
• Strong background or experience selling to the CFO buying center is a big plus.
• Experience with comprehensive account planning, relationship mapping, and business strategy mapping following sales methodologies like Target Account Selling or similar
• Possesses strong sensibility for technology.
• Ability to solve customer-related problems in a positive manner.
• Strong in consultative and insight-based selling.
• Experience articulating complex solutions to decision makers and executives.
• Proven ability to grow revenue and manage accounts
• Knowledge of Cloud SaaS industry
• Experience analyzing data trends
• Strong time management skills
• Excellent verbal and written communication skills
• Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
• Adhere to the highest standards of integrity and professionalism
• Willingness to travel up to 50 percent of the time.

We're Even More Excited If You Have:

• Knowledge of cloud SaaS industry, accounting background a bonus
• Proven, award-winning, closer of the largest companies globally
• Independent personality, detail-oriented, clear communicator, and knows and meets deadlines inside of BlackLine as well as with/for our clientele

Thrive at BlackLine Because You Are Joining:

• A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
• A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
• A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.

BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.

BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week.

Salary Range:

$144,500.00-$170,000.00

Pay Transparency Statement:

Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location.

In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.

We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model - for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.

BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.

Accommodations:

BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.