Strategic Account Manager, Smb

Since 2006 we’ve helped the most innovative companies and HR leaders transform the employee experience to attract and retain top talent through employee benefits, strategic reward and recognition, and much more. Across the globe, over 700 of us work together to make the world a better place to work. As an ambitious, hyper-growth SaaS company, we're the first to achieve “Unicorn” status within the HR Tech sector and are keen to meet individuals who are passionate about positively impacting the future of work.

**What’s in it for me?**

Very generous bonus for achieving personal revenue targets.

A chance to be part of an extremely well-established, stable, and high-growth ‘Unicorn’ SaaS company with a Glassdoor employer rating of 4.9 out of 5.

Access to a vast amount of continuous professional development via our global L&D offering

76 individual employee benefits in our Benefits Centre including:

- A flexible vacation plan of up to 40 days per year
- $750 a year Wellbeing Allowance
- Unlimited professional development books, E-books, podcasts
- Substantial bonus payments for a number of life events including pet adoption, wedding/civil ceremony, new family, retirement
- Employee, friends and family discounts across 1200+ retail, hospitality, and lifestyle brands

**Flexible, Hybrid Working**:
Our office is for you to use as much as you like; as a minimum this role will work from our Sydney officeat least 1-2 times a week.

**What you’ll be doing**:
You will partner with HR leaders in your portfolio of current SMB / Mid Market organisations to improve their employees’ everyday experience and engagement. You will help us drive this mission, play your part in a highly successful sales team, and achieve annual net revenue retention, renewal, and cross-sell revenue targets.

Main duties include:

- Manage an existing book of businesses across Australia including many of Australia’s leading organisations
- Own key account milestones in partnership (including quarterly account reviews) with Customer Success to position yourself as a strategic and consultative partner to current clients
- Managing renewal conversations in partnership with the Client Success team including direct commercial management of renewal discussions and negotiations
- Delivering a consultative sales and service approach with a focus on adding insights aligned to solutions to key business challenges, identified through a detailed discovery process
- Partnering with Client Success Managers, Marketing and Sales team to develop a strategy for your territory and increase upsell lead generation, qualification, and conversion
- Delivering quality and consistency in all sales calls, online and face-to-face sales presentations
- Delivering insights and engaging clients into a business conversation about solutions to their unique business challenges.
- Storytelling via live platform demonstrations and client case studies
- Developing tailored solution-focused documents for cross-sell or renewal opportunities including proposals, executive summaries, RFP/RFI’s, and specific prospects demonstration sites, aligned to business challenges
- Collaborating with our Client Success, Marketing, and Sales team to demonstrate existing client case studies and implementing strategies to bring the voice of the customer to life throughout the sales process
- Managing your sales funnel with the implementation of strategies to address key friction points and improve momentum and sales conversion rates including developing effective win strategies for each opportunity in your pipeline
- Negotiating commercial and contract terms in conjunction with your Sales Director/Head of Legal
- Identifying opportunities to build out your client network including attending and hosting HR-specific events
- Maintaining an up-to-date accurate forecast and pipeline that is aligned with RG global forecasting best practices

**Experience and skills you need in this role**:

- Proven capability owning all aspects of the sales cycle with the ability to uncover, qualify, develop, and close existing client opportunities in specifically in a B2B SMB/Mid Market sales environment
- Proven success in client retention and expansion of an existing customer portfolio (delivering net revenue retention of your portfolio of 115%+)
- Experience in a consultative sales cycle, including influencing and negotiating with C-suite executives
- Experience forming strong/influential relationships with key customer contacts at executive and C Suite level and ability to effectively map and grow relationships in SMB/Mid Market organisations
- An experienced storyteller with strong presentation and written communication skills
- Excellent collaboration skills, with experience working within a team and with cross-functional teams to support and leverage growth
- Demonstrate success ‘owning it’, developing tools and strategies to address sales friction points and increase deal velocity and