Global Account Manager

About Responsive

Responsive, formerly RFPIO, is the market leader in an emerging new category of SaaS solutions called Strategic Response Management. Responsive customers including Google, Microsoft, Blackrock, T.Rowe Price, Adobe, Amazon, Visa and Zoom are using Responsive to manage business critical responses to RFPs, RFIs, RFQs, security questionnaires, due diligence questionnaires and other requests for information. Responsive has nearly 2,000 customers of all sizes and has been voted “best in class” by G2 for 13 quarters straight. It also has more than 35% of the cloud SaaS leaders as customers, as well as more than 15 of the Fortune 100. Customers have used Responsive to close more than $300B in transactions to-date.

About the Role

The Global Account Manager position is a quota-bearing role, responsible for managing relationships with our top global clients. The GAM will own and orchestrate all cross-selling and upselling revenue opportunities within this book of business, working collaboratively with other internal teams (including professional services, solutions consulting, account development, and customer success) to optimize opportunities. A successful candidate brings a strategic mindset, exceptional communication skills, and a deep understanding of complex account management principles. This individual will be the main contact for all business conversations for the account. They‘re responsible for establishing and maintaining strategic and executive-level relationships with these top customers directly, as well as working with the wider Responsive sales team and internal entities.

As a member of this rapidly growing team, our Global Account Manager will have a direct impact on Responsive’s go-to-market strategy and will provide prospective and current customer feedback that will directly impact the development and improvement of the company’s cornerstone software and full platform.

Essential Functions

• Achieve or exceed monthly revenue targets
• Cultivate and maintain strong relationships with key stakeholders within our Enterprise customers (3000+ employee size).
• Serve as the primary point of contact for all strategic and operational matters related to the assigned accounts.
• Understand the clients’ business objectives, challenges, and needs, and align Responsive’s solutions to solve those needs effectively.
• Drive revenue growth by identifying upsell and cross-sell opportunities within the assigned accounts.
• Collaborate with internal teams, including sales, product development, and customer support, to ensure the delivery of exceptional service to clients.
• Develop and execute account plans, including strategic account reviews, business reviews, and performance evaluations.
• Monitor market trends, competitor activities, and industry developments to identify potential risks and opportunities within the accounts as a true strategic partner.
• Negotiate contracts, pricing, and terms with clients to maximize value and profitability.
• Adhere to MEDDPICC sales methodology
• Map out key players and their goals or motivators in assigned accounts
• Establish regular communication with Customers — operational and executive — to ensure Customers are actively utilizing the full functionality of Responsive’s software with a positive user experience.
• Visit customers on-site as needed.
• Manage the upgrade/renewal process and work with the Contract Department to finalize agreements
• Provide senior management with an accurate forecast and risk analysis of all assigned accounts within the team

Other Duties

• Remain current on competitive products, RFP processes and account business objectives
• Proactively uncover potential sales opportunities through outbound calling, written communication and referrals from technical support/professional services
• Drive new product adoption by presenting value-added services
• Work closely with the Customer Success team to increase and ensure key customer retention
• Normalize product costs and price increases for renewing customers
• Other duties as assigned

Qualifications

• Bachelor's degree in Business Administration, Marketing, or a related field. MBA preferred.
• Minimum of 10 years experience in account management, including 5+ years in SaaS with strategic ENT accounts included in managed book of business
• Proven track record of successfully managing large enterprise accounts (3000 seats and above) and driving revenue growth.
• Strong business acumen with the ability to understand complex business challenges and develop strategic solutions.
• Excellent communication, negotiation, and presentation skills.
• Ability to build rapport and establish trust with clients at all levels of the organization.
• Highly organized with the ability to manage multiple priorities and meet deadlines in a fast-paced environment.
• Willingness to travel domestically and internationally as required.
• Experience responding to RF(x)’s or proposal management is a plus
• Must be capable of working on multiple projects concurrently with minimum supervision
• B2B sales methodology, MEDDPICC preferred
• Demonstrated ability to manage a global account base
• Capable of making detailed presentations to large groups of people
• Have a strong work ethic and is able to drive sales efforts independently
• Able to effectively address challenging questions and provide innovative solutions to complex problems

Additional Information

The compensation range for this role is $320,000-360,000 On-Target Earnings (OTE, Uncapped), depending on experience and location

At Responsive, our mission is to establish ourselves as one of the best places to work by building trust, respecting personal boundaries, valuing work-life balance, promoting diversity, and inclusiveness, and instilling a true sense of ownership and belonging among every employee that will transcend to delighting customers and creating true market value.

People feel empowered, supported, and included

Trust and transparency are built into the way we work

Creativity, curiosity, and continuous improvement are encouraged and nurtured

US-Based Employees can look forward to the following benefits:

• Competitive Compensation, Company Bonus
• 401k with company matching
• Unlimited professional development and ongoing learning through LinkedIn Learning Solutions
• 4 weeks of paid vacation, paid sick days, and paid bereavement
• 4 week sabbatical after 5 years of service
• Weekly virtual yoga sessions
• Mental Wellness Program (EAP) to support your well-being and self-care
• Team events, such as happy hours, off-sites, and team building events
• Best-in-class health benefits, company paid for employee and company contribution for family coverage
• Associates based outside of the US will enjoy similar benefits, comparable and specific to their national standards

Responsive is committed to building and fostering a diverse and inclusive culture that we can all be proud of. We encourage people of all cultures, ethnicities, ages, backgrounds, races, national origins, genders, sexual orientations, religions, and abilities to apply for our open positions. If you are also committed to this kind of culture and see yourself joining our team, please apply - we look forward to learning more about you!