Account Manager, Mid-market

**Company Description** The sky's not the limit at Nearmap** Are you ready to make an impact? As a Mid-Market Account Manager at Nearmap, you'll manage a dedicated account portfolio, focusing on territory and account planning, execution, and documentation. Your primary objective is to identify new opportunities, understand customer needs, and develop insightful territory and account plans for revenue growth. You will have full ownership of your vertical, with responsibility, accountability, and rewards for its success. You'll also leverage refined emotional intelligence to differentiate between someone with a title and a mobiliser. This understanding will guide you in engaging the right people to advance business opportunities.You will also develop deep expertise in Nearmap products and services from both technical and business perspectives. This knowledge will enable you to provide strategic advice to customers based on industry trends and emerging use cases. Recognising the importance of identifying and developing customer value within Nearmap’s product suite, you will pride yourself on delivering optimal outcomes for both the customer and Nearmap. - Manage a dedicated mid-market account portfolio, focusing on territory planning, execution, and documentation. - Develop and implement strategic territory plans with internal Nearmap teams within marketing, customer success, solutions engineering, and sales development teams. - Drive new business acquisition through self-generation, prospecting, and pipeline generation. - Partner with the Customer Success Manager to enhance product adoption, customer engagement, and account growth. - Lead upsell and cross-sell initiatives to maximise account value. - Build and maintain value-based relationships with key contacts and decision-makers. - Utilise value-based selling methodologies to align Nearmap solutions with customer needs and demonstrate ROI. - Create strategic account plans for major accounts, including influence matrices, organisational structures, and growth strategies. - Navigate complex purchasing processes and conduct high-stakes negotiations with C-suite executives. - Confidently address and overcome buyer objections. - Develop in-depth knowledge of Nearmap solutions and industry-specific use cases to craft compelling business cases. - Lead and deliver persuasive proposal responses. - Prioritise in-person and video meetings with buyers, attend conferences and webinars to promote Nearmap and generate new opportunities. - Resolve customer conflicts by collaborating with internal and external partners to improve the customer experience. - Stay updated on industry trends to ensure effective positioning of Nearmap products. Strategically map out and execute plans for success, uncover potential, pioneer new growth avenues, and offer meaningful solutions that matter to customers. Master the art of negotiation and turn challenges into triumphs. Understand market pulse, build compelling business cases, and put customers at the heart of everything, driving excellence with passion. **Qualifications** You will also stand out if you have: - Demonstrated strong years of full cycle sales experience, with BDM/Account Management Sales in SaaS. - Trained or have knowledge of popular sales methodologies, including; MEDDIC, SPIN, Sandler, BANT viewed favourably - Experience in managing approximately 200 accounts with a mixture of existing customers and new prospects. - Results driven sales representative experience with consistent achievement of year over year quota attainment in new revenue. - High energy, motivation and a results attitude to drive sales growth - Experience in achieving results within a matrix-management environment - A proven track record of managing and growing a portfolio of mid-market customers. - Strong communication and negotiation skills. - Ability to understand and articulate technical concepts to a non-technical audience. - Excellent problem-solving and decision-making abilities. - A self-motivated and goal-oriented mindset with strong drive for results. - The ability to work independently and as part of a cross-functional team. **Additional Information** Why you'll love working at Nearmap**: We move fast and work smart; often wearing multiple hats. We adapted to remote working with ease and are continually looking at ways to improve. We’re proud of our inclusive, supportive culture, and maintain a safe environment where everyone feels a sense of belonging and can be themselves. - In addition to your annual leave, Nearmap offers 4 additional "YOU" days to take off quarterly - Company sponsored volunteering days - Generous parental leave policies for growing families - Work from Overseas Policy - Access to LinkedIn LearningAccess to discounted Private Health Insurance plans - Monthly wellbeing and technology allowance - Annual flu vaccinations & Skin Checks - Hybrid flexibility (for real - no set or mandatory days in the office) - Nearmap s