JOB DESCRIPTION:
Drata is hiring an Associate Account Manager who will help grow our footprint within our current customer portfolio and execute our strategy. Your key responsibilities include renewing existing business, up-selling based on customer potential, and cross-selling across our suite of products. You’ll partner with our Scaled Customer Success and Technical Support teams while serving as the main commercial point of contact for a large number of emerging Drata customers.
What you’ll do:
You will be responsible for owning the commercial relationship with a large number of emerging Drata customers
Maximize account growth and mitigate risk by integrating with the account team and processes
Execute established win/win negotiation strategies for account contract renewals that improve contract value while protecting and enhancing the customer relationship
Based on framework provided to create, manage and close upsell/cross-sell opportunities on and off cycle
Collaborate with Customer Success, Solution Architects, Marketing and Product as the quarterback of the account team
Provide executive management with complete visibility to renewal & customer expansion through accurate forecasting
Communicate risk clearly and collaborate with leadership on developing resolution strategies
Deliver a strong value narrative helping our customers understand the ROI they receive from Drata
What you’ll bring:
1+ years demonstrated success in an Account Management capacity or similar role with a focus on negotiating services contracts or relevant SaaS sales experience.
Experience using SFDC, Gong, Outreach, G Suite, Clari, Catalyst.
Ability to work independently with clear direction and to identify areas of process improvement and efficiency.
Excellent customer management skills; including sales, account management, and customer service.
Demonstrated ability to negotiate, discuss value and understand customer needs.
Excellent executive presence and communication skills.
Proactive approach with strong attention to detail and organization.
Team player with a track record of building positive relationships with peers and others within a company.
