Strategic Account Manager

| Somerville
The Strategic Account Manager role within SmartBear is an integral part of our continued success. You will be a trusted advisor to our most prestigious clients, driving both their success and that of SmartBear. You will be responsible for finding both new opportunities and well as increasing retention with the range of SmartBear solutions already deployed.
 
For this role, you will need to be someone who can engage with the largest companies on the planet, across many different levels to communicate the many benefits of our software portfolio and making it relevant to their needs.
 
Every SmartBear SAM creates and implements an account plan for each of their accounts, to include short-term objectives and long-term goals, which will naturally include a clearly defined path to reach these objectives and goals.
 
What we have found to be the most successful personalities and attributes, include: -
 
* A demonstrable track record in Strategic Sales to Global Companies
* Highly organized, results driven and self-motivated
* Accountable, eye for detail, and interest in technology (test & automation would be great!)
* Extensive communication skills, you should be equally as comfortable speaking with a manual tester as you would with senior level executives by phone, email and in person

Responsibilities

  • Drive revenue within named Strategic Accounts. Discover, prospect and qualify new opportunities as well as up-sell opportunities within existing customer base
  • Represent SmartBear to the customer in all sales-related matters and understand the customer’s business, product requirements, and industry challenges
  • Direct complex sales cycles-including account mapping, development of high-level relationships, account strategies, and business cases
  • Effectively maintain sales pipeline data and activity reports, providing management with accurate sales forecasts
  • Collaborate with marketing, sales teams and product owner to share account knowledge and execute on sales strategies
  • Availability to travel as needed

Experience and Competencies

  • Proven track record with 5+ years of software sales experience selling into major accounts
  • Proven ability to effectively demonstrate complex technology and communicate the value proposition of technical solutions to prospects and customers
  • Knowledge of the software development life-cycle and the challenges that software engineers, managers and executives face
  • Genuine interest in the software development industry, with the initiative to tackle and understand the newest trends and technologies
  • Self-motivation, time management and personal accountability; overall hunter mentality with entrepreneurial spirit
  • Strong analytical and presentation skills using common sales and business tools
  • Excellent oral & written communication skills
  • Strong organization and planning skills

About Us
 
SmartBear is behind the software that empowers developers, testers, and operations engineers at over 20,000 of the world’s most innovative organizations including Adobe, JetBlue, MasterCard, and Microsoft. More than 6 million people use our tools to build, test, and monitor great software, faster. Our high-impact tools are easy to try, easy to buy, and easy to use. These tools are backed by a team of people passionate about helping you create software that transforms our world. Those tools are SmartBear tools. That team is SmartBear. For more information, visit: http://smartbear.com, or follow us on LinkedIn, Twitter, or Facebook.
 
SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status.

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Technology we use

  • Sales & Marketing
    • SalesforceCRM

Location

Our office overlooks the Mystic River and is surrounded by bars, restaurants, shopping, and is steps from the Assembly Orange line stop.

An Insider's view of SmartBear

What’s the vibe like in the office?

Everyone is very confident and engaged -both in our work and with each other. We're open minded and good listeners. Overall, we are high energy and the atmosphere is super positive. It feels like we're one big team, and you're comfortable speaking your mind because you know your teammates will be receptive and invested in moving things forward.

Xhuljana

Talent Acquisition Specialist

What are SmartBear Perks + Benefits

SmartBear Benefits Overview

SmartBear is proud to offer a comprehensive benefits package designed to serve the needs of our employees. Just a few of which include:

-Great office perks including: $75 Sneaker reimbursement, free catered lunches on Friday's, and cold brew on tap
-Health benefits that offer varying levels of coverage and accessibility through Blue Cross Blue Shield
-Company-Paid benefits that protect you and your family from financial hardship
-Voluntary benefits to provide you with added security (We even offer Pet Insurance!)

Culture
Volunteer in Local Community
We've cleaned up the Mystic River, helped out at Rosie's Kitchen, and visted the YMCA
Friends Outside of Work
Eat Lunch Together
Intracompany Committees
Our Culture Committee has put on parties for SmartBear families, hosted a chili cook off, ran charity drives, and much much more!
Open Door Policy
Team-Based Strategic Planning
Group Brainstorming Sessions
Open Office Floor Plan
Diversity
Highly Diverse Management Team
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Remote Work Program
Family Medical Leave
Employees who have been with the company for 12 months are eligible for 3 weeks of family medical leave.
Company-Sponsored Family Events
We have a Family Halloween Party every year!
Vacation & Time Off Benefits
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
We provide free breakfast on the last day of every month. Employees get free lunch on Friday.
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
We offer employees Paid on-site garage parking.
Recreational Clubs
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Promote from Within
Customized Development Tracks
Paid Industry Certifications
Budget for industry certifications is determined by departmental budget.
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