The posting
Make Your Mark:
The Account Manager, SAP serves as the client advocate, providing customers with a consistent level of professional support in an effort to develop and maintain relationships throughout the lifecycle of the account. A key role of this position is setting and communicating expectations, both within the organization and externally with the client.This role is selling BlackLine’s products to Controllers & CFOs of corporations in the US with annual revenue of $750 million to $10 Billion. The Account Manager, SAP is assigned an account list to manage, develop and market BlackLine’s solutions to secure new business in our Software-as-a-Service business model. Working in collaboration with sales leadership and the sales operations team, the Account Manager, SAP engages with VP, Sr. VP and C-level contacts within prospective customers developing relationships and closing business at or above expected and assigned levels per period.
You'll Get To:
- Manage client relationship throughout lifecycle of account as a dedicated customer resource.
- Ensure client satisfaction and client retention.
- Schedule and complete weekly activities which include working assigned leads from existing accounts and proactively contacting clients on a regular rotational basis by email and phone no less than once a quarter and before renewal.
- On an ongoing basis, maintain account, contact, activity and reference information in internal customer relationship management system. Stay current on assigned account activity.
- Keep abreast of assigned clients' business situation and follow-up accordingly (i.e., mergers, acquisitions, divestitures, parent and sister companies, etc.).
- Assist in establishing effective sales strategies and tactics that result in expanding current business and update sales opportunities regularly to optimize sales results.
- Achieve monthly sales targets and monthly recurring revenue quotas on a consistent basis.
- Work closely with customer success managers and other departments (i.e., Implementations, Training, Support, Sales) in coordinating communication and action items, including transition from Sales, to ensure clients' expectations are met in a timely manner.
- Work as a team with customer success manager to create and maintain Client Roadmap, outlining client goals, usage and application performance needs. Perform account reviews to elicit open communication with respect to the value of products and services BlackLine is providing. Evaluate ROI for client, so full value of software solution is realized and momentum is preserved.
- Sell additional users, upgrades, migrations, module implementations and renewals. Work with Legal and Sales Administration teams to prepare necessary documentation.
- Encourage client awareness and use of BlackLine products, programs and services including, but not limited to, BlackLine U and webinars optimization and diagnostic reviews, implementation services, software upgrades, additional modules, BUGs and the BlackLine Community.
- Coordinate communication with management to resolve customer grievances, billing issues and escalate assistance for incidents that require further action.
- Provide Marketing team with qualified client testimonial leads.
- Follow up on action items from BlackLine Community moderators.
- Attend various Client Roundtables and the Annual User Conference.
What You'll Bring:
- Education: Bachelor's degree in Business, Accounting, Economics, IT, Finance or MBA preferred
- 5+ year's account management or sales experience required.
- Accounting and/or BlackLine experience a plus
- People-oriented professional with strong relationship building skills
- Ability to be a knowledgeable adviser to clients with a well-developed consultative selling style.
- Proven history of meeting quota consistently along with a strong background in selling into the CFO's organization and Accounting/Finance Departments preferred.
- Outstanding analytical and oral and written communication skills
- Keen business sense, with the ability to find creative business-oriented solutions to customer problems
- Proven experience drafting, negotiating and finalizing a variety of client material & documents
- Proven success working in a fast-paced environment
- Strong results orientation with a dedicated client focus
- Demonstrated ability to work efficiently, meet demanding deadlines, prioritize workflow and adjust to frequent workload fluctuations.
- Ability to work independently while also being strong collaborator
- Minimal Travel required <40%
We’re Even More Excited If You Have:
- Independent work ethic with a strong ability to communicate often to/with the RVP
- Clear understanding of a team-based sale, utilizing strong networking skills
Thrive at BlackLine Because You Are Joining:
- A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
- A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
- A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.
BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.
BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week.
Salary Range:
$119,000.00-$140,000.00
Pay Transparency Statement:
Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location.
In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.
We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model – for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.
BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.
Accommodations:
BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.
