SaaStr

FEBRUARY 7, 2025

For context,Ron has an MBA and a master’s in engineering from Stanford. Ron explains: “Wehire mostly technical backgrounds, but as our customers get larger and larger, you start to get global account managers, and they’re going to have much more business strategic account management experience.

Technical Sales 70

Technical Sales Inside sales Cross-sell Account management 70

Sales Hacker

OCTOBER 11, 2024

We teamed up with him to break down the framework he uses to turn sales teams into predictable, high-performing revenue engines – let’s get into it. Sustained success demands a strategic approach backed by powerful technology. But there’s a fundamental flaw in this approach: results live in the past.

GTM 116

GTM X-functional Pipeline Construction 116

PandaDoc

MAY 2, 2025

Bundle strategically to increase deal size and deliver more value Bundling is a high-ROI tactic that helps increase average deal size while enhancing the buyer experience. This turns your quote into more than just a pricing sheet it becomes a recommendation engine. Ready to level up your pricing game?

Price 52

Price Drivers/motivators Legal Strategize 52

Sales Hacker

AUGUST 7, 2020

Manager Strategic Partner Development for the Americas. Vice President of Strategic Sales, Quip. Vice President of Sales & Strategic Partnerships. Senior Vice President, Strategic Sales & Revenue. Senior Manager, Mid-Market Sales. Strategic Team Lead. Strategic Account Executive.

Territory 131

Territory Presentation Strategic partnership Inside sales 131

Heinz Marketing

JUNE 22, 2023

They are usually executives or managers who have a broad understanding of the company’s goals and objectives. They base their decisions on factors such as market trends, financial performance, strategic growth, and customer needs. TDMs make decisions related to technology.

Finance 111

Finance Account management Strategize Engineering 111

Sales Hacker

MAY 6, 2021

This includes roles that are complementary to sales like renewals, customer success, and solution engineering. Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors. Recruiting and hiring senior-level leadership and strategic individual contributors. Their peers.

B2C 121

B2C Pipeline SQL Strategize 121

SaaStr

JULY 18, 2024

Not only do sales and Field CTOs need to trust each other, but you also need to have processes in place to ensure that information from sales and solutions engineers gets back to product. For landing customers, they’ll have solutions engineers who can call the Field CTO to support conversations.

Customers 120

Customers Trust Engineering Strategize 120

Partners in Excellence

JULY 8, 2013

Smaller organizations can leverage people in other functions–marketing, product management, engineering/development, or others. In many cases, we leverage strategic partners to help provide the breadth and depth of skills needed to drive customer success. Buyers Are Self Educating, So Should Sellers! Sales Professional 3.0

Territory 113

Territory Account management Cross-sell Sales 113

Partners in Excellence

OCTOBER 27, 2013

We may want to grow the relationship, moving from being an important vendor to a strategic partner. I’m often perplexed by the number of selling organizations declaring a “special relationship,” touting, “We’ve made you part of our Strategic, Super Dooper, Awesomely Terrific, Key Account Program!”

Account management 111

Account management Strategize Contract Contact 111

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Engineer. Sales Manager. Account Manager. Regional Sales Manager.

Territory 101

Territory Commission Outside Sales Account management 101

SaaStr

JULY 1, 2024

Technical integrations and partnerships are almost as important as commercial ones, and you want to make sure your product and engineering team can support that. You may also want to hire strategic account managers if you’re going after these big whales. Finally, don’t forget about service partners.

Cross-sell 120

Cross-sell Price Account management Up-sell 120

SalesLoft

MAY 31, 2016

When a sales organization first looks to scale, the first strategic move is to sales development. Or the goal could be attainment-focused based on customer percentage, such as selling into 30% of 100 key accounts. Then, the Account Manager from Success will be responsible for any large clients subsequently pushed over.

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

Salesforce

NOVEMBER 15, 2024

Account Management: An Account Manager is responsible for nurturing and managing relationships with existing clients to ensure their satisfaction and maximize revenue opportunities. Solutions Engineer: A Sales Engineer or Solutions Engineer is responsible for bridging the gap between sales and technical teams.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Highspot

NOVEMBER 9, 2021

“Customers today are won or lost based on the experience they have with frontline sellers, account managers and customer success staff,” said Jake Braly, VP Strategic Alliances and Partner Revenue, Highspot. About Corporate Visions. Contact: Elena Edington, 206-817-4339, elena.edington@highspot.com.

Customers 98

Customers Consult Strategize B2B 98

Partners in Excellence

FEBRUARY 23, 2022

Sometimes, a “strategic partner” may engage us to work on something with them. For years, I’ve spoken and written about the principles of successful strategic partnerships. Can you work with Dave to make sure your solution fits with what we are trying to achieve?”

Strategic partnership 137

Strategic partnership Sales Commission Strategize 137

Partners in Excellence

NOVEMBER 1, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. It’s about the quality of our thinking, our interactions with customers and colleagues, and our execution.

Territory 114

Territory Pitch Account management Pipeline 114

Sales Hacker

OCTOBER 4, 2024

From live Peer Groups in Engineering, Sales, and more, to AI-powered Learning Journeys personalized for each employee, it’s all designed to help teams grow. Plus, they’re introducing DiSC Personality Assessments for better leadership and collaboration, and a Manager Console to track and support development.

GTM 110

GTM Launch Education Account management 110

Search Engine Land

SEPTEMBER 5, 2023

Whether in-house or at an agency, if you’ve been in PPC account management, odds are you’ve been asked some version of that question at least once. A blend of artful communication, audience understanding, and strategic math – qualities that happen to define a great marketer – is key to nailing the delivery.

CTR 126

CTR Pitch Clients Campaign 126

SaaStr

JANUARY 30, 2023

To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell. With the growth of account management, Deel grew the business from 50 million ARR in December 2021 to 100 million ARR by the first quarter of 2022.

Cross-sell 109

Cross-sell Account management Clients Growth 109

Partners in Excellence

SEPTEMBER 29, 2013

But when they recur, as they become systemic, as they move from the individual to a drain on the overall organization, then the problems are rooted in Leadership and Strategic challenges. Do you have a Sales Management Operating System? It’s our job to deal with these on a day to day basis. We Are Who We Hire.

Sales 115

Sales Account management Represent Strategize 115

SBI

JANUARY 22, 2020

How Fujitsu Unlocks Strategic Account Intelligence to Drive Revenue Growth. Join Dale Mitchell, Head of Fujitsu Americas Sales Operations, Enablement and Digital Transformation, and Nancy Nardin to learn how Fujitsu America is shattering siloes to transform their Account Planning program. WHEN: THURSDAY, 2/13 AT 11AM PT.

Strategize 43

Strategize Growth Pipeline Engineering 43

SaaStr

MARCH 7, 2021

Cash was tight and I didn’t know any great VPs of Biz Dev, so between myself and my VPs of Sales, Product and Customer Success, we all jointly managed our key partners. But it also meant no one really owned partners strategically. To truly support to needs of larger enterprises, you almost need a seasoned VP of Engineering.

Appointment 117

Appointment Engineering Start-ups Strategize 117

SaaStr

JANUARY 31, 2022

This strategy, called Land and Expand, penetrates multiple departments and multiple locations and forms a transactional business engine. . You need to have the people already in place when you’re looking to hire for senior account management. Account-Based Planning. Accountability to review.

Territory 98

Territory Cross-sell Quota Networking 98

Partners in Excellence

SEPTEMBER 26, 2012

As sales roles become increasingly complex, with differing roles in the organization–account managers, territory managers, product specialists, pre-sales specialist, business development executives, and so forth, a sales competence framework helps identify different skill and capability levels for each role. .

Territory 111

Territory Quota Sales Drivers/motivators 111

Hubspot

JUNE 8, 2021

Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Account managers are evaluated on customer retention and satisfaction metrics.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

JANUARY 27, 2024

Hottest GTM jobs of the week: Head of Growth at CloseFactor (Remote – US) Head of Customer Experience at Kick (Remote – US) Strategic Sales Engineer at Atlan (Remote – US) Business Development Representative at OfferFit (Remote) Account Manager at Crossbeam (Remote – US) See more top GTM jobs on the GTMfund Job Board.

GTM 121

GTM Niche CRM Account management 121

Search Engine Land

FEBRUARY 15, 2024

That said, an SEO agency can keep you up-to-date with changes that may affect your strategy while providing you with effective SEO solutions to combat search engine (or other) changes. Source: Search Engine Land 2023 Salary & Career guide They are expensive to find and harder to hire, and often, the demand leads to their leaving.

Consult 116

Consult Clients Engineering Technique 116

Search Engine Land

MARCH 6, 2024

Fellow Search Engine Land contributor and paid search expert Menachem Ani posted a poll on X on how the paid search community feels about the change in the past few years, and the overwhelming response is to “embrace the future.” Many accounts in 2024 are still serving both standard text ads and expanded text ads.

A/B testing 120

A/B testing Campaign Networking Engineering 120

Miller Heiman Group

APRIL 9, 2019

Even as you strategically make a Focus Investment, you must be cognizant that this incentive is unsustainable. For instance, bring subject matter experts, such as your product engineer or product manager, into the conversation. At the same time, ask your sales manager to guide you on the optimal pacing for these meetings.

Territory 92

Territory Account management Price Contract 92

Highspot

AUGUST 13, 2020

Organizations that support account management through sales enablement experience win rates that are 4 percentage points higher than those that do not. Enabling post-sales teams helps the services team and account managers to deliver consistent value and satisfaction.

Account management 69

Account management Strategize Promote Engineering 69

SalesLoft

JULY 25, 2022

Think marketing to sales development representative (SDR), SDR to account executive (AE), AE to account manager (AM), or AM to customer success manager (CSM). . My team is focused on helping organizations build that strategic foundation so they can leverage tools like Salesloft to their fullest potential.

SQL 98

SQL Strategize Strategic planning Consult 98

Veloxy

JULY 19, 2023

Striking a balance between new business development and account management is also essential, as it allows your sales force to focus on fresh business opportunities and maintain existing customer relationships. Designing sales territories for outbound efforts should start with strategically laying out the territories.

Territory 130

Territory Objectives and Key Results CRM Outside Sales 130

Hubspot

MARCH 18, 2020

Enterprise teams can structure their social media team by having specialists and managers to lead and oversee social media strategy, as well as roles for day-to-day social media activities, such as creating Instagram Stories and Posts, video editing for Facebook, and content management. Account Manager. Potential roles.

UX 100

UX User Experience Engineering Account management 100

Sales Hacker

FEBRUARY 17, 2022

These platforms centralize data and analytics across opportunities, accounts, and pipeline, which helps companies optimize how their revenue engines perform. This sort of capability is important and will continue to add value when it comes to managing revenue forecasting and performance. Sales force automation (SFA).

Objectives and Key Results 104

Objectives and Key Results Sales B2B Pipeline 104

Highspot

DECEMBER 21, 2021

21, 2021 /PRNewswire/ — Highspot , the sales enablement platform that increases the performance of sales teams, today announced the expansion of its leadership team with four industry leaders across engineering, product, account management, revenue strategy and sales. SEATTLE, Dec. billion annual revenue.

Growth 52

Growth UX Strategize Account management 52

Miller Heiman Group

NOVEMBER 5, 2018

No matter what, sales transformation is a strategic endeavor. 1) Reimagine sales roles as value engineers. Instead, sales organizations have to engineer value and evolve (not replace) their solutions-selling approach by helping buyers reframe success, anticipate issues and expand options. Should they be developing talent?

CRM 64

CRM Negotiate Engineering Sales 64

ConversionXL

OCTOBER 25, 2018

Content creation, the engine of inbound marketing, creates the draw (i.e. The fattest part of the market often demands more education, more handholding, more social proof through case studies & references, and a relationship with a salesperson or account manager to feel comfortable with the purchase. Conclusion.

CRM 132

CRM Campaign Lead generation B2B 132