Vonage Sales Mission
We strive to innovate and enhance our customers’ ability to communicate within today’s digital, cloud and real-time business environments.
Our team is composed of highly-motivated, energetic and customer-focused Team Members that expand existing accounts / channels and find new clients for company products and services.
Why This Role Matters
An Account Manager at Vonage fosters Customer Lifetime Value through strategic client engagement methodologies. A fusion of all available local and global resources across functions.
You will be positioning our world class cloud-based technology and team talents to existing customers and installed base as defined by your allocated territory, seeking opportunities to extend subscriptions tenure and white space upsell.
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What you will do
Demonstrate robust business-to-business acumen and sales account management experience. Cross-sell and up-sell based on understanding of customer business needs.
Develop account / territory selling strategies, customer campaigns, customer forums and events and speaking, case studies and references through exceptional customer and client engagement strategies.
Manage all steps of the selling process. Close renewals, new and existing business according to targets, objectives and plans.
Accountable for all customer related activities and proactively seeking how to add value consistently to client success.
Develop client specific roadmaps leveraging wider Vonage platform capabilities and add on solutions in business-value-
oriented customer journeys . Solving customer problems and aligning Vonage solutions and services with customer business goals.
Develop industry-leading business relationships with our customers, helping them find the best solutions, focussing on contract renewals, upsell and cross sell strategies all the while
You will be selling to existing Vonage clients, creating white space opportunities and driving compelling sales engagements from close working relationship with client stakeholders
Lead and execute on your territory and account plans to deliver maximum revenue potential.
Manage entirety of the complex sales-cycles often including presenting to C-level executives the value of our cloud-based applications.
Using Salesforce CRM and applications such as Gainsight, provide timely and consistent forecast renewals, bookings revenue, territory activity, pipeline management.
Lead all customer related communications across internal cross functional teams (locally and globally) for example CSM, Solutions Engineering, sales, alliances, support and services.
Effective leadership of all client needs.
Uphold values of Customer Lifetime Value, drive net promoter scores and customer experience benchmarks.
What you will bring
Strong understanding of the full range of solutions and services provided by Vonage.
Demonstrated proficiency in all areas of the simple and complex sales cycle, including prospecting, initial discovery, presentation, demonstration and closing.
Familiarity with Microsoft business tools, Salesforce.com, Gainsight and other communication tools.
Excellent communication skills, including writing, speaking and listening.
Demonstrable ability to engage and inspire business leaders, stakeholders and C-Level experience.
Demonstrated ownership of all aspects of territory management, account management, customer lifecycle.
Ability to :
Overcome objections of prospective customers.Handle customer visits, calls and contacts and turn them into renewals, bookings and upsells.
Create convincing proposals and documentation.Apply analytical skills to evaluate and interpret complex channel, partner, product and sales-
related situations.Work cross-functionally to coordinate and integrate diverse teams and inputs into sales-focused strategy development.
Track record of over-achieving quota, club, awards
Demonstrated ownership of all aspects of territory management, account management, customer lifecycle
Consultative selling applied to advisory capacity with clientele
People first disposition, customer care first, customer experience champion
High levels of energy, passion, tenacity and ability to work in fast paced, ever changing tech company
Customer experience and NPS focussed experience
Previous sales methodology training, CRM experience, (SFDC and Gainsight a preference) and strong customer references
What is required for application
Bachelor’s Degree in Sales, Marketing, Business or related discipline.
Prior experience (5+ years) in a Sales or Account Management or related role.
Excellent written and verbal communication skills.
Excellent relationship building and stakeholder management skills.
What is in it for you
In addition, to providing exciting work, career advancement opportunities, and a collaborative work environment, Vonage provides competitive pay and benefits including volunteering days and tuition reimbursement.
Note : The purpose of this profile is to provide a general summary of essential responsibilities for the position and is not meant as an exhaustive list.
Assignments may differ for individuals within the same role based on business conditions, departmental need or geographic location.