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Enterprise Account Manager

Company: Bluebeam
Location: Pasadena
Posted on: June 13, 2022

Job Description:

At Bluebeam, we empower people to advance the way the world is built. We create smart software solutions that make construction sites more efficient, connected and safe and improve the lives of design and construction professionals everywhere.
Do you have a natural talent to build long term relationships and mutual partnerships with customers to match them with valuable solutions?
If you're looking for an opportunity to be part of a collaborative team in software sales, we might be the right fit for you. - Our Enterprise Sales team is committed to making the lives of our architectural, engineering, and construction customers easier with our digital solution. We are now looking for an Enterprise Account Manager to help support existing customers across the United States of America.
Enterprise Account Managers -are responsible for nurturing and renewing customers; working to find their true needs and match them with Revu and our partners. - Our Enterprise Account Managers will collaborate with their customers and internal teams to ensure they take advantage of everything Bluebeam has to offer; customer training, technical support, and much more.
Role Specifics

  • Proactive, consultative interactions with customers across the United States to qualify and develop accounts
  • Analyze and prioritize warm call lists of untapped accounts and customers
  • Talk with current customers to renew licenses while connecting them with the value of our full product suite

    • Increase revenue and grow Bluebeam's footprint in the industry by forming new Key and Strategic customers through customer-centric and value-based sales methodologies.

      Here's what your focus will be on:

      • Developing and maintaining cross-functional Account Expansion Plan (AEP) that identify opportunities for Bluebeam to deliver value - understanding each account with comprehensive knowledge of business drivers and motivators, key stakeholders, and buying process
      • Be a trusted advisor on business pain points, challenges, market trends and relevant business/technical requirements, as well as communicate Bluebeam's value and ROI associated with proposed solutions
      • Operate as the lead point of contact for matters specific to your customers including booking orders and entering support cases
      • Build and maintain strong, long-lasting customer relationships. Our current retention is world class and we want to improve every year.
      • Effectively negotiate value-based enterprise agreements built on business-level ROI
      • Deepening relationships with decision-makers through strategic annual onsite meetings, mutually beneficial industry or academic partnerships, and participation in customer advisory boards
      • Establishing and maintaining active communication with the Technical Services team and ensure customer issues are being communicated and escalated appropriately for immediate workarounds and through final resolution

        • Open doors with VP, C-level, and technical decision makers to identify new opportunities for Bluebeam to pursue
        • Prospect and develop pipeline for potential customers in the United States using various direct methods such as calling and face to face meetings, and indirect methods such as networking and online research
        • Work with local Regional Marketing Manager to target and generate warm leads in key and strategic organizations in the industry
        • Understand each account, with comprehensive knowledge of the decision-making chain, and build appropriate relationships with all customer stakeholders
        • Provide accurate forecasts for monthly sales performance and outlook for future quarters
        • Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers
        • Be a positive representative of the company and its brand in the marketplace

          Here's what we'd like to see in you:

          • 5+ years working in a professional customer facing software sales-based role establishing long-term business-level relationships
          • Experience in delivering demos for client-focused solutions based on customer needs
          • Proven ability to manage multiple projects at a time while paying strict attention to detail
          • True ability to listen, negotiate and present to a variety of customer demographics.
          • Knowledge and experience in the architecture, engineering and construction (AEC) field is a BIG plus, but we will consider software sales experience from other industries

            • Proficient with CRM tools such as Salesforce for managing customer prospects and forecasting/reporting sales opportunities
            • Ability and willingness to travel (up to 25-30%)
            • BA/BS degree preferred -

              More About You:
              You are someone who finds tremendous fulfillment in long-term relationship building. You are a fantastic communicator who enjoys leading and facilitating conversations, especially at the business-level. You naturally ask questions in order to understand and uncover what's most important. You're able to balance the big picture with shorter-term goals and you thrive in environments where you're able to bridge gaps and recommend solutions. You believe that negotiation isn't a power play, but rather an opportunity for organizations to be able to work together to create, communicate, and increase mutual value.
              If you think you are a good match for the Bluebeam team, please send us the following:

              • Your resume

                Bluebeam is proud to be an equal opportunity workplace. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status.
                About Bluebeam
                The construction industry is adopting new technology at a feverish pace. Tablets and cell phones are replacing paper blueprints, drones are surveying jobsites in 3D, and cloud collaboration is changing the way teams work together. - -Bluebeam plays a crucial role in this transformation. The key to our success is a customer-focused approach to product development: we work with the industry to create solutions for the industry. Today, over 1.6 million people throughout the world use Bluebeam. In the US, we're a critical partner for the majority of top AEC firms, and rapidly expanding our presence globally, with offices in Sweden, Germany and the UK.
                Come design and build your future with us.

Keywords: Bluebeam, Pasadena , Enterprise Account Manager, Executive , Pasadena, California

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