Strategic Account Manager

As a Strategic Account Manager at Zip, you'll be responsible for navigating complex organizational structures within Fortune 500 and Global 2000 companies. Your role includes developing strategic account growth plans, engaging in executive-level negotiations, and ensuring high levels of customer satisfaction through strategic renewals and upsells. Additionally, you will collaborate with teams to monitor customer health and leverage your expertise to align Zip’s solutions with each customer's evolving needs.

To be considered for the Strategic Account Manager position at Zip, candidates should have at least 5 years of SaaS sales experience with a focus on large enterprise accounts. Experience in selling into procurement, finance, risk, and legal sectors is essential, alongside a proven track record of managing complex enterprise relationships. Strong negotiation skills, an understanding of strategic account management, and a passion for driving customer success are also crucial.

At Zip, a career as a Strategic Account Manager can be highly rewarding, with opportunities for advancement as you demonstrate success in driving account growth and developing strategic partnerships. You will gain exposure to executive-level decision-making and have the chance to shape strategic sales strategies, which could lead to higher leadership roles within the organization as you make a meaningful impact on company operations.

As a Strategic Account Manager at Zip, you will use a variety of enterprise sales tools to enhance your productivity and effectiveness. Proficiency in tools like Salesforce, Gong, ZoomInfo, LinkedIn Sales Navigator, and Outreach will be key as you navigate the sales process, manage customer relationships, and leverage data to drive executive-level engagement and tackle complex deal cycles.

Zip is committed to supporting its employees with substantial benefits. As a Strategic Account Manager, you will receive equity in our fast-growing start-up, full health, vision, and dental coverage, catered meals in our San Francisco office, flexible PTO, and a generous 401k plan. You'll also be equipped with top-notch Apple equipment and a home office budget to set you up for success.

When managing accounts for large enterprise clients, I focus on building trusted relationships first. I assess each client's needs through regular check-ins and open communication. Understanding their businesses and proactively offering solutions is crucial for long-term success and growth.

Sure! In my previous role, I negotiated a complex multi-year contract that involved several layers of cross-functional agreements. I engaged both the legal and procurement teams early on and prepared for potential objections. By listening carefully to their concerns and demonstrating how our solutions could add significant value, I was able to secure the deal successfully.

Identifying expansion opportunities requires a mix of data analysis and active listening. I utilize customer health metrics and feedback to understand where they face challenges. Collaboration with the Customer Success team to interpret this data further helps me create tailored suggestions that align with the client's long-term goals.

Staying informed about procurement trends is essential. I subscribe to industry publications, participate in webinars, and engage with thought leaders in the space. This ongoing learning allows me to align Zip’s solutions with evolving customer needs effectively.

My experience with SaaS products spans several industries. I focus on understanding the product's value proposition deeply and tailor my pitch to showcase how it solves specific client pain points. Providing case studies and clear metrics to back up my claims helps bolster credibility.

In a previous role, I encountered a client who was dissatisfied with their service. I arranged a meeting to discuss their concerns openly and collaborated to develop a resolution plan, ensuring they felt heard. By actively addressing their issues and maintaining transparency, we were able to restore their trust and strengthen our partnership.

I use a combination of priority matrices and scheduling tools. By assessing the urgency and impact of each client's needs, I allocate my time accordingly and set aside focused work periods to dive deep into pressing matters. This allows me to manage multiple accounts without compromising service quality.

Essential qualities include strong communication skills, the ability to navigate complex organizational structures, and a proactive mindset. It's crucial to be adaptable and well-versed in negotiation to successfully manage diverse client needs while fostering strong and lasting partnerships.

I handle objections through careful listening and inquiry. By understanding the root meaning behind their concerns, I position our solutions in a way that addresses their specific pain points while providing ample data and case studies to alleviate doubts.

I am excited about the opportunity to work at Zip because of its innovative approach to procurement and the impact we can make in simplifying the complexities that enterprises face. I resonate deeply with the company’s mission and culture and am eager to contribute to its growth in this dynamic environment.