Account Manager

About ControlCase

ControlCase is the leading global certification, cybersecurity, and continuous compliance services provider. ControlCase is committed to empowering organizations to develop and deploy simplified, cost-effective, and comprehensive strategic information security and compliance programs in both on-premises and cloud environments. ControlCase offers certifications and a broad spectrum of cybersecurity services that meet the needs of companies required to certify to PCI DSS, HITRUST, SOC 2 Type II, ISO 27001, PCI PIN, PCI P2PE, PCI TSP, PA DSS, CSA STAR, CMMC, HIPAA, GDPR, SWIFT, FedRAMP, and numerous others.

Overview

The sales team is the engine that drives the global reach of our audit, compliance, cybersecurity, and professional services offerings. We are seeking a qualified Account Manager who can help keep this engine running with their own sales skills and the collaborative expertise of both our GTM team and the channel partner teams we work with. The ideal Account Manager has deep experience with the entire sales process, excelling in customer relationships, partner relationships, prospect outreach, upselling, pipeline management, and deal closing. We’re looking for a quick learner who has exceptional hunting skills, top-notch relationship skills, and a world-class track record meeting and beating targets.

Job Description

This position requires a highly motivated team player with excellent interpersonal skills. You will be the face of ControlCase to our customers and channel partners and, in turn, be their voice within ControlCase. This position is remote and sits within our sales team. As an Account Manager (AM), you are the primary sales and relationship liaison between ControlCase and our customers. You will provide direction to our customers related to their IT Security Compliance roadmap and their professional services needs. Having a project management mindset is helpful as there are lots of moving parts on a day-to-day basis. You will be tasked with developing a relationship and becoming a trusted advisor to our customers and a highly collaborative co-seller with our partners.

Key Responsibilities

• Attain the annual sales quota established for your defined set of clients.
• Develop and maintain executive and departmental relationships with assigned clients.
• Establish and implement short- and long-range goals and objectives for each account.
• Perform regular reviews of client agreements to look for opportunities to expand or refresh.
• Gather internal & external information to create quarterly and annual client working budgets.
• Actively seek ways to drive success and expansion within the existing customer base.
• Develop and present project, service, and product quotes and proposals to clients.
• Provide a consultative approach to customer relationships.
• Always have an eye on upsell and expansion opportunities.
• Deliver proactive outreach to customers regularly.
• Address and follow up on all client-escalated issues.
• Deliver Strategic Business Reviews multiple times a year internally, to clients, and to partners.
• Monitor customer health on their own and through the internal dashboard and proactively work with internal teams and customers to reduce churn and preserve at-risk clients.
• Maintain sales forecasts, key contacts & roles, account notes, and other related documentation in Salesforce for all assigned accounts.
• Quickly close any reactive tickets assigned to AM from ConnectWise (ticketing system).
• Have visibility into the support status of each account and assist as required or wanted.
• Have visibility into accounts receivable status and assist where needed for any delinquencies.

Requirements

Do you have a background in leading complex sales processes and fostering relationships with diverse teams? We want intellectually curious, entrepreneurial professionals who enjoy being outside their comfort zones, thrive amidst change, and obsessively conspire for one another’s success.

Qualifications

• 3 – 7 years work experience in a quota-carrying account management role.
• Understanding of technology, including knowledge of cybersecurity & network postures.
• Ability to navigate demanding customers and situations.
• Ability to travel to client, partner, and conference sites.
• Strong written and verbal communication.
• Solid customer service and organizational skills.
• Customer-first approach.
• Active approach to solving problems and receiving feedback.
• Exceptional work ethic.
• Salesforce and ConnectWise experience a plus.
• 4-year bachelor’s degree from an accredited institution.

Benefits

At ControlCase we prioritize empowering our employees by furnishing them with the essential tools for success. Experience the autonomy of a fully remote work environment, complete with a company-provided computer, monitor, and peripherals. We offer mileage and travel reimbursement for business obligations. We offer 21 days of paid time off annually plus most standard local holidays. Additional benefits include medical insurance, dental and vision, a flexible spending account, professional development assistance, an employee assistance program, and monthly telephone/internet reimbursement.