Job OverviewIn this role, you will manage and grow existing customer relationships by delivering additional value through ICIMS solutions. You'll partner closely with customers to understand their business strategies, priorities, and needs, ensuring successful renewals, expansion opportunities, and overall customer satisfaction.
With a strong understanding of ICIMS solutions, proven customer success stories, and a well-established book of business, you'll have the tools and support needed to achieve both growth and retention targets. This role also offers advancement opportunities across Account Executive, Strategic Account Management, and leadership pathways as we continue to expand globally.
This position supports enterprise accounts across the United States and is remote, with up to 25% travel required.
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- 5+ years of account management, customer relationship management or sales experience in Software-as-a-Service required.
- Shown success in consistently achieving retention and growth sales quotas.
- Demonstrated ability of basic sales acumen and drive to participate in a sales environment with quota responsibilities
- Ability to effectively connect with customers, build relationships, and uncover opportunities with a value based approach.
- Displays negotiation skills and ability to navigate a customer's internal organization (ex: finance, legal, IT).
- Ability to clearly present material and effectively overcome objections.
- Able to connect with and influence multiples layers within organizations, including Senior Leadership.
- Proficiency with Microsoft Office products such as Powerpoint, Word and Excel.
Preferred- Experience with Salesforce and Clari
- Experience with 360 degree selling methodology
- Experience in the HR services / technology industry
Compensation and BenefitsWe accept applications for this position on an ongoing basis until the position is filled. Applications will be reviewed as they are received, and qualified candidates may be contacted throughout the posting period.
The anticipated base salary range for this position is $90,000-$100,000. In addition, the estimated on-target earnings ("OTE"), which includes base salary and commissions, is $180,000-$200,000.
Actual compensation will depend on various job-related factors, including but not limited to, location, experience, and job qualifications. This range aligns with our commitment to equitable and transparent compensation practices, as required by applicable law.
Competitive health and wellness benefits include medical, dental, vision, 401(k), dependent care, short term and long-term disability, life and AD&D insurance, bonding and parental leave, mindfulness resources, an open vacation policy, sick days, paid holidays, quiet hours each workday, and tuition reimbursement. Benefits and eligibility may vary by location, role, and tenure. Learn more here: https://careers.icims.com/benefits
