Account Manager - SMB

The Account Manager - SMB at ZoomInfo is responsible for managing a portfolio of approximately 180 to 220 customer accounts, focusing primarily on retention and growth. Key duties include leveraging existing relationships to uncover new business opportunities, conducting engaging product demonstrations, accurately forecasting growth within Salesforce, and collaborating with a team to close deals efficiently.

To qualify for the Account Manager - SMB position at ZoomInfo, candidates should have at least 2 years of successful Account Management experience, showcasing consistent quota attainment. The role also requires strong communication skills, experience in transactional and solution selling, and familiarity with Salesforce or similar CRM tools. Previous experience with ZoomInfo products is beneficial but not mandatory.

The Account Manager - SMB role at ZoomInfo is offered under a hybrid work model, which allows you to work from the office three days a week. This flexible arrangement helps you balance your professional responsibilities with personal commitments while still fostering collaboration and teamwork within the office environment.

Candidates can expect a comprehensive training process when onboarding as an Account Manager - SMB at ZoomInfo, which will include product knowledge, sales tactics, CRM utilization, and strategies for effective account management. This training is designed to ensure that new hires are well-equipped to succeed in their roles and deliver exceptional service to their clients.

ZoomInfo offers a competitive benefits package for the Account Manager - SMB position, including comprehensive medical, dental, and vision coverage, eligibility for future equity awards, 401k matching, generous parental leave, and wellness programs. Additional perks such as pet insurance and family-forming benefits further enhance the overall employee experience.

When answering this question, emphasize your passion for account management and how ZoomInfo’s innovative approach aligns with your career goals. Speak about the company’s reputation for growth and its collaborative culture, and mention how you’re excited about the opportunity to drive success in SMB accounts.

Highlight specific strategies you've employed in previous roles to retain clients. Discuss how you build strong relationships, maintain communication, and proactively address challenges to keep accounts satisfied and engaged with the services offered.

Explain your process of identifying opportunities for upselling by understanding client needs and providing tailored solutions. Share examples of successful upselling experiences and your methods for maintaining trust while introducing additional services.

Talk about tools and techniques you use to prioritize tasks, such as CRM software like Salesforce. Describe how you schedule meetings, follow up with clients, and ensure you meet their needs without compromising the quality of service.

Discuss your approach to conflict resolution, emphasizing active listening and empathy. Share a specific example of a challenging situation you've managed, the steps you took to resolve it, and the positive outcome that followed.

Mention how you tailor your communication style based on client preferences. Discuss whether you use email, phone, or video calls, and highlight the importance of clarity, responsiveness, and maintaining professionalism in all communications.

Identify key metrics like customer satisfaction scores, renewal rates, upsell percentages, and engagement levels. Discuss how tracking these indicators helps you assess account health and informs your approach to account management.

Explain your preparation process, which may include researching the client’s business, reviewing past interactions, and setting a clear agenda. Talk about the importance of understanding the client's needs to make the meeting productive.

Provide a specific instance where you surpassed sales targets, detailing the strategies you employed. Highlight your motivation, the challenges you faced, and how you utilized teamwork or client relationships to achieve your success.

Conclude your answer by summarizing your relevant experiences, skills, and passion for account management. Connect your background to the key responsibilities of the Account Manager - SMB role, emphasizing your commitment to helping clients succeed and driving business growth.