The C2 Group

USA

Posted on: 05 October 2023

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Strategic Account Manager

Position Overview | Strategic Account Manager

Position Summary:

The Strategic Account Manager is responsible for the overall business development target achievement in sales to both existing and support of new client bases. The Strategic Account Manager serves as the primary point of contact in the new sales acquisition process, maintaining the relationship in an ongoing account role in the client journey. In both new and existing sales focuses, the Strategic Account Manager will develop high level sales strategies, qualify each opportunity in alignment with C2's sales processes, and deliver sales proposals and contracts utilizing C2's proven process. The role is a member of the Sales and Marketing team and also supports and collaborates with teammates to promote team success against overall sales goals.

About C2:

The C2 Group builds, integrates, and delivers business-critical web solutions that get the most from technologies, tools, and teams. Our primary focuses include UX/UI design, web and application development, cloud hosting, ongoing support, and ROI focused initiatives.

Core Values:

Intentional – Intent drives how we engage our work and interact with others. Deliberate action, focus, willingness, empathy, and staying calm under pressure each exemplify being intentional. We seek to be purposeful in our actions and thoughtful in our delivery.
Enthusiastic – Enthusiasm shapes our actions while demonstrating knowledge, passion, and confidence. Our work requires maintaining a realistic and positive vision for the future. Whether it's in service to team or task, we look to engage with a positive focus and energy.
Low Ego – Maintaining a low ego provides the right context for serving others. While we are all talented and unique contributors, we realize success is ultimately a team pursuit. We aspire to be accountable, receptive to feedback, and team-oriented.

Accountabilities of the Strategic Account Manager:

Develop and close sales qualified leads against quarterly goals set by role level (Sr. vs. Mid)

Convert marketing leads into sales opportunities
Work across departments to scope and sign new business opportunities
Engage in partner networking opportunities as a representative of The C2 Group
Strategic outreach to previous and existing client relationships
Prospect for new opportunities within C2 VTO

Create and maintain account strategies and associated opportunities

Establish annual goals for each account and a plan for how to achieve that goal
Align account strategies against annual existing client sales goals
Responsible for long term client growth against plan

Demonstrate a strategic approach to shaping work, own the project scoping process

Work across departments to shape and present project scope
Execute overall sales management process to allow for internal support of scoping and documentation to close sales

Execute contract management process from creation to signature

Manage contract negotiation process, elevating points as necessary to VP of Growth
Execute legal documentation in support of closure of sales, specifically NDA, MSA and SOW documents
Maintain accurate and current contract templates in contract creation via Proposify

Drive utilization and accuracy of sales tools including HubSpot and Proposify

Track all sales activity, demonstrating results and providing data to inform pipeline management
Maintain sales opportunity pipeline data in Hubspot
Maintain accurate contact information for all leads/sales contacts

Develop and manage proposals / pitch presentations

Drive the creation of sales proposals and pitches
Maintain pitch and proposal materials, working from standard boilerplate and customizing the sales approach to each client
Ensure continuity between marketing messaging and sales materials

Education & Experience:

Bachelor's degree specializing in business administration, IT, computer science or equivalent work experience.
Minimum three (3) years selling custom software solutions.
One (1) to two (2) years of experience managing digital projects and account relationships.
Experience translating technical information to non-technical users.
High level understanding of digital project life cycle and resource allocation.
Experience managing client relationships and overall satisfaction.
Experience delivering sales pitches to clients, or similar experience.
Understanding of resource planning and developing high level plans based on capacity.