SAP Account Manager

Overview

Black Line is a leading provider of cloud software that automates and controls the financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility.

• Manage client relationship throughout the lifecycle of the account as a dedicated customer resource.
• Ensure client satisfaction and client retention.
• Schedule and complete weekly activities including working assigned leads from existing accounts and proactively contacting clients on a regular basis by email and phone, with contact no less than once a quarter and before renewal.
• Maintain account, contact, activity, and reference information in the internal CRM system and stay current on assigned account activity.
• Keep abreast of assigned clients' business situations and follow up accordingly (e.g., mergers, acquisitions, divestitures, parent and sister companies).
• Assist in establishing effective sales strategies and tactics to expand current business and update sales opportunities regularly to optimize results.
• Achieve monthly sales targets and monthly recurring revenue quotas on a consistent basis.
• Collaborate with customer success managers and other departments (e.g., Implementations, Training, Support, Sales) to coordinate communication and actions, including transitions from Sales to ensure client expectations are met in a timely manner.
• Work with the customer success manager to create and maintain a Client Roadmap, outline client goals, usage, and performance needs; perform account reviews to elicit open communication about the value of Black Line products and services and ensure ROI is realized.
• Sell additional users, upgrades, migrations, module implementations, and renewals; work with Legal and Sales Administration to prepare necessary documentation.
• Encourage client awareness and use of Black Line products, programs, and services including Black Line U, webinars, diagnostics, implementation services, software upgrades, additional modules, and the Black Line Community.
• Coordinate communication with management to resolve customer grievances, billing issues, and escalate assistance for incidents requiring further action.
• Provide Marketing with qualified client testimonial leads.
• Follow up on action items from Black Line Community moderators.
• Attend various Client Round tables and the Annual User Conference.

• Education: Bachelor's degree in Business, Accounting, Economics, IT, Finance or MBA preferred
• 5+ years of account management or sales experience
• Accounting and/or Black Line experience a plus
• People-oriented professional with strong relationship-building skills
• Ability to be a knowledgeable adviser with a consultative selling style
• Proven history of meeting quotas and selling to CFOs' organizations and Accounting/Finance Departments
• Outstanding analytical and oral and written communication skills
• Keen business sense with the ability to develop creative business solutions for customers
• Experience drafting, negotiating, and finalizing client documents
• Proven success in a fast-paced environment with strong results orientation
• Ability to work independently and collaborate effectively
• Minimal travel required