Responsibilities
- Develop deep expertise and understanding of Pendo’s products, GTM strategy, and standards for pricing and negotiating renewals and expansion.
- Research customer contracts and purchasing history in order to build timely and accurate quotes for renewals within your book of business.
- Manage your opportunity pipeline from week to week, providing accurate and timely forecasts to management.
- Attain quarterly targets for bookings in your book of business, on-time renewals, and overall critical renewal and expansion metrics.
- Increase penetration in your book of business through existing product portfolio and new offers.
- Participate in account reviews and planning.
- Manage the transaction process from quote through PO.
- Handle billing disputes and questions.
- Identify when technical guidance might be needed to secure a renewal.
- Understand customer procurement process.
- Work cross-functionally to develop renewal and expansion strategy and execution plans.
Minimum Qualifications
- 5+ years experience in an Account Management position or related function (e.g. growth and retention) that includes direct customer interaction
- Strong contract negotiation skills with the ability to discuss and close multi-year deals
- Excellent executive level communication and presentation skills
- Experience territory planning and researching customer value prop
- Technology sales experience in a subscription model environment, with a proven track record
- Competency with sales pipeline management and CRM tools, including salesforce.com
- Bachelor’s degree or equivalent work experience
Preferred Qualifications
- Approaches work with empathy and a creative, problem-solving mindset
- Excellent interpersonal skills with the ability to handle conflict
- Self-motivated, proactive, energetic team player
- Takes an active interest in increasing customer happiness and deepening customer relationships
- Extraordinary time and process management skills, ensuring nothing slips through the cracks
- Treats work like a craft, constantly honing and refining skills to adapt to an ever-changing landscape
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