Job OverviewOur Enterprise Account Management team has a key role in helping customers unlock their full potential in their efforts to attract, engage, hire, and advance top talent. As an Enterprise Account Manager, you’ll be responsible for building outstanding consultative relationships with clients within an assigned geographic territory. In this role, you will maintain the existing business relationship and look to provide additional value, with additional iCIMS solutions.You will work closely with clients to fully understand their business strategies, expectations and needs, ensuring renewal of current agreements, expansions, and overall satisfaction. Equipped with your knowledge of the iCIMS Talent Cloud, customer success stories, and a strong book of business, you’ll have the support you need to achieve growth and retention quotas.In this position, you will manage a book of customer accounts with 500 - 5,000 employees or 5,000+ employees within an assigned region (West, Central or East) of the United States.This position will call on accounts in the West, Central or East regions of the United States and is a remote position that may require travel up to 25%.About UsWhen you join iCIMS, you join the team helping global companies transform business and the world through the power of talent. Our customers do amazing things: design rocket ships, create vaccines, deliver consumer goods globally, overnight, with a smile. As the Talent Cloud company, we empower these organizations to attract, engage, hire, and advance the right talent. We’re passionate about helping companies build a diverse, winning workforce and about building our home team. We're dedicated to fostering an inclusive, purpose-driven, and innovative work environment where everyone belongs.Responsibilities
Proactively solicits and drives new business within assigned accounts (500-5,000 FTEs or 5,000+ FTEs).
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
3-5+ years of B2B account management, customer relationship management, or sales experience.
A passion for helping customers solve business-critical issues with advanced technology solutions.
Ability to effectively uncover and engage various buyer personas to build the right relationships and close new growth deals using a value-based approach.
Able to communicate with and influence multiples layers within organizations, including Senior Leadership through C-level.
Ability to work both independently and within a team environment.
Proficiency with Microsoft Office (PowerPoint, Excel, Outlook).
Preferred
Experience with Salesforce
Experience with 360-degree selling methodology
Experience in the HR services / Software-as-a-Service/ Technology industry
Experience partnering with Customer Success Managers
EEO StatementiCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS.We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at careers@icims.com .Compensation and BenefitsThe target total compensation for this role is $165k-220k OTE. Compensation will be based upon experience.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/benefit s
