Senior Account Manager
Morning Consult
Sales & Business Development
Chicago, IL, USA
Posted on Saturday, September 7, 2024
About Morning Consult:
Morning Consult is a global decision intelligence company changing how modern leaders make smarter, faster, better decisions. The company pairs its proprietary high-frequency data with rigorous analysis to better inform decisions on what people think and how they will act.
Our award-winning and modern, open concept offices are located in Washington, DC, Chicago, IL and New York, NY. All three offices are accessible by public transportation and in close proximity to great restaurants and shopping.
Join us in the office for Bagel Tuesdays, catered lunch on Wednesdays or grab a beverage from the fridge for an impromptu after-work happy hour!
The Role:
We are seeking an experienced and talented Senior Account Manager to join our dynamic commercial team. As a Senior Account Manager, you will play a crucial role in retaining and growing our existing client base by building strong relationships with our largest clients (and internal partners), understanding their business needs, and facilitating contract renewals and upsell opportunities. This is the first team of its kind at Morning Consult, so you’ll work closely with our Director of Account Management to ensure efficient renewal pipeline management, accurate forecasting, risk mitigation and overall success of your territory. You will play a vital part in setting the standard at which this new team operates and directly contribute to the overall retention and growth of our business.
You will manage a portfolio of key client accounts and build collaborative partnerships with our Customer Success Managers, who are product experts focused on increasing client engagement, value, and satisfaction. As you familiarize yourself with our clients, you’ll identify ideal client profiles for upselling and cross-selling across your territory. Working directly with major Fortune 500 brands as a strategic partner, you will contribute to business outcomes that have a wide-reaching impact. You will be an ambassador for Morning Consult, living our values and executing our mission by helping improve how global business, financial and government leaders make decisions.
You’re motivated by your own success, your team’s success, and by building long-term relationships with clients as you help them achieve their goals. You’re curious about different verticals and will ask questions to help uncover nuanced business needs. You’re coachable and open to feedback because you know it accelerates your (and our!) growth. You enjoy collaborating with internal partners as much as you enjoy working 1:1 with clients.
The Account Management Team at Morning Consult:
The Account Management team is the newest addition to the Commercial Division at Morning Consult. Senior Account Managers are both experts in Morning Consult Intelligence product offerings and strategic partners to clients. They work closely with Customer Success Managers, who focus on supporting clients with their product expertise to achieve critical business needs and goals. Our team mission is to drive customer engagement, retention and revenue expansion by helping clients best leverage their subscriptions to Morning Consult’s syndicated solutions.
What You’ll Be Working On:
- Proactively managing a portfolio of key client accounts to drive renewals and upsells
- Developing strong relationships with stakeholders within client organizations to understand their business needs, use cases and satisfaction with our products
- Acting as the primary point of contact for clients throughout the contract renewal process, addressing any concerns or issues and providing solutions that yield on-time renewals
- Preparing and delivering renewal proposals, contracts and presentations to clients, highlighting the value of our solutions and leading all pricing and negotiation discussions
- Collaborating closely with Sales, Customer Success, Product, Business Operations, Legal and Finance teams to identify/close upsell and cross-sell opportunities within existing accounts
- Utilizing CRM software to track customer interactions, forecast renewals and maintain accurate account/opportunity records
- Monitoring customer usage and engagement metrics in partnership with assigned CSMs to identify potential risks and opportunities for proactive intervention
- Staying informed about industry trends, competitive landscape and commercial best practices to continuously improve our renewal processes and client experience
- Performing such other tasks and duties as may be required or assigned from time to time in the Company’s discretion
About You and What You've Done:
- Bachelor’s degree or the equivalent combination of education and experience
- 7+ years of progressive experience in key account management, sales or contract renewal management - preferably in the SaaS or technology industry
- Experience managing complex, enterprise-level or global accounts and related strategy
- Proven track record of meeting or exceeding renewal revenue targets (NRR) in a B2B environment
- Strong communication, negotiation and interpersonal skills - with the ability to build rapport and influence decision-makers at all levels
- Excellent organizational skills, territory management and attention to detail - with the ability to manage multiple accounts and priorities simultaneously
- Experience working with CRM software (bonus points for Salesforce CPQ!)
- Self-motivated and results-oriented, with a passion for delivering exceptional customer experiences and driving business growth
- Willing to take feedback, learn and grow; an ethos of continuous self-improvement
The expected salary range for this position is $93,300 - $150,100, with a midpoint of $121,700.
In most cases, we target the midpoint of our salary ranges for new hire compensation. This placement is reflective of full proficiency in a role. This role is eligible for additional variable compensation and an equity grant, which will be discussed in your initial recruiter conversation. Please see an overview of Morning Consult’s benefits on our Career Page.
We are committed to a work environment that is inclusive to all and free of discrimination. It is our policy to be an equal opportunity employer without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity or expression, genetic predisposition or carrier status, veteran status, citizenship status or any other factors prohibited by law. Morning Consult will provide reasonable accommodations for qualified individuals.
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