Account Manager

About Us Diligent is the global leader in modern governance, providing SaaS solutions across governance, risk, compliance, audit and ESG. Empowering more than 1 million users and 700,000 board members and leaders with a holistic view of their organization’s GRC practices so they can make better decisions, faster. No matter the challenge. At Diligent, you are an agent of positive change. You are joining a team of passionate, smart, creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place. Be a part of a global community on a mission to make a real impact. Learn more at  diligent.com . Position Overview :   The  Account  Manager  in our Mission-Driven Organization  is  focused on  leading  clients through  a  software solution   upgrade/migration  sales  process .  The Account Manager will be  responsible for a  defined client base (list)  who  have been designated  with  a  Continuity  Brand .     The y  will  collaboratively design  and  execute  a strategic plan to  successfully upgrade each client  and  drive revenue.   This individual will help us realize our vision of building an elite team of sales professionals who are intellectually curious, act as consultative advisors and are results driven. The  Account Manager  is empowered to lead their  business  and  is responsible for   both  revenue  ret ention   and expansion  ( net new revenue )  via an upsell and cross-sell motion.   This  position  requires a strong focus on planning,  operational excellence,   communications,  and solution-selling.     Role and  Responsibilities :   Exceed targets for gross upgrades, revenue retention, and expansion sales   Lead with a disciplined sales process and management resulting in a predictable sales engine   Effectively forecast upgrade/migration sales  and  bookings   Lead sales via a  consultative advisor approach by  utilizing  Challenger  and  Command of the Message   sales methodologies   Lead sales activities from client outreach to product demonstrations and webinars to sales meetings culminating in deal closing   Effectively leverage company resources and collaborate with cross-functional teams to continually drive performance and success   Establish rapport and trust with clients, position the benefits and positive outcomes of upgrading to a new software solution    Establishes expertise in Diligent products’ and our clients organization and business   Maintain in-depth understanding of competitive conditions, industry practices, market opportunities, and partner requirements   Accurately record activity in sales systems, ensure accurate reporting of sales and upgrade/migration opportunities, and keep leadership well informed   Work closely with key stakeholders to evaluate business needs and foster innovation   Provide constant feedback on product, design, marketing, and customer/market behaviors to support our innovation and delivery of leading solutions and experiences for our customers     Knowledge, Skills, and/or Abilities   Required  Skills &  Experience   Excellent communication and interpersonal skills, including verbal and written   Ability to write professional, articulate and compelling business letters and proposals   Ability to effectively interact and lead discussions via phone, video and in-person   Excellent formal presentation skills before small and large groups   Excellent sales, account management and customer relationship management skills   Proven track record of consistently exceeding defined sales targets   Successful client-facing new logo or expansion sales background within SaaS industry   Excellent organizational and time management skills   Highly motivated, self-driven, and results oriented   Strong analytical, problem solving, and conceptual skills    Ability to prioritize, organize, and focus on results in a fast-paced environment   Estimated travel of 25-40% required for business meetings, client meetings and/or conferences   Proficient with Microsoft Office Suite and Salesforce   Ability to quickly upskill in product and feature knowledge in order to project sales credibility     Diligent offers a strong compensation and comprehensive benefits package, including pension, Group Life  Insurance  and Income protections, alongside Medical Insurance.     What Diligent Offers You   Creativity is ingrained in our culture.  We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients We care about our people.  Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few We have teams all over the world . We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney. Diversity is important to us.  Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding. Diligent created the modern governance movement. Our world-changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability – to lead with purpose. Our employees are passionate, smart, and creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place.  Headquartered in New York, Diligent has offices in Washington D.C., Baltimore, London, Galway, Budapest, Vancouver, Bengaluru, Munich, and Sydney.  Pay Range $11,000 — $120,000 CAD What Diligent Offers You   Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients We care about our people.  Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few We have teams all over the world . We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney. Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding. Diligent created the modern governance movement. Our world-changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability – to lead with purpose. Our employees are passionate, smart, and creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place.  Headquartered in New York, Diligent has offices in Washington D.C., Baltimore, London, Galway, Budapest, Vancouver, Bengaluru, Munich, and Sydney.    We are a drug free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Diligent's EEO Policy and Know Your Rights . We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at recruitment@diligent.com . To all recruitment agencies: Diligent does not accept unsolicited agency resumes. Please do not forward resumes to our jobs alias, Diligent employees or any other organization location. Diligent is not responsible for any fees related to unsolicited resumes.