Account Manager, Public Sector

 

Interested in working for a company that provides you a chance to grow professionally, give back to society, and make money doing it? If so, Level Access may be the right company for you.

Level Access helps companies design and enhance their IT systems - including websites, web applications, software, hardware, and services - so they are usable by people with disabilities. In the same way that buildings must conform to the Americans with Disabilities Act (ADA) modern web sites and applications must be accessible to people with disabilities or face legal liability. Level Access allows organizations to address these risks through software, training, and consulting solutions. This ensures that people with disabilities have equal access to, and use of, IT systems. With over 1000 public and private sector customers, Level Access is the leader in the growing field of accessible IT solutions. Level Access's flagship product offering, AMP (Accessibility Management Platform), is the industry’s first on-demand solution that integrates the business and technical aspects of complying with regulations such as Section 508, ADA, and WCAG.

Role Overview:

We are seeking a dynamic and results-driven Account Manager to join our account management team with a focus on State, Local Government, Education (SLED), and regulated utilities. The ideal candidate will possess a strong background in sales within these sectors, with Education (EDU) experience considered a plus. This role requires a highly motivated professional who excels in building relationships, driving pipeline growth, and closing business.

The Account Managers work with existing Level Access EDU and Public Sector clients to analyze accessibility trends that impact industries, build nurture and outreach campaigns to drive interest, and maintain continuous and high activity levels across renewal, upsell, and cross-sell activities. This is a role that effectively blends renewals of current contracts with cross-selling and up-selling into our established customer base. The Account Manager will also act as a key liaison with internal service delivery functions, partnering with them to drive client satisfaction while also exploring opportunities to expand the commercial relationship. The Account Manager carries a direct sales quota that is established across all accounts they own and earns bonus & commissions for sales to those accounts.

Responsibilities

• Manage a full retention lifecycle – on-boarding, key check-ins and renewal conversations – in order to drive the highest contract value retention rates possible
• Partner with a customer success manager in order to steer clients down successful paths; as a team, your goal is to help clients on their accessibility journey and maintain high levels of engagement and satisfaction
• Identify areas for growth – namely up-sells from current product subscriptions, cross-sells into new product subscriptions and expansion into new lines of business – and surpass net-retention targets
• Deliver compelling arguments for digital accessibility to a variety of audiences – ranging from front-line to senior/C-suite – via a combination of virtual (i.e. Skype/WebEx) and in-person presentations
• Partner with internal team members (customer success, consulting services and sales engineering) to craft compelling proposals and right-fit solutions that match unique customer use cases
• Consistently meet / exceed monthly, quarterly and annual bookings objectives
• Work in a team environment, collaboratively evolving our process and approach
• Develop and maintain quarterly and annual strategic account plans
• Use Salesforce to manage all aspects of prospect / client communications, activities and tasks
• Apply sales enablement technologies – LinkedIn Sales Navigator, Zoominfo, Seismic and RingDNA – in order to increase share of wallet within account hierarchies

Achievement Metrics

• % Quota Attainment: The ability to achieve quarterly quota attainment, comprised of two key elements:

1. Net-retention of dollars under management (net-retention rate)
2. The sale of one-time services (e.g. accessibility consulting projects) to current customers

• Pipeline Development: The ability to develop and maintain a minimum of 2X to 3X overall depth of pipeline to quota
• Retention Lifecycle (RLC) excellence: The ability to drive consistent, timely and high value interactions with your pool of customers
• Gross and net-retention rates: The ability to renew baseline renewal dollars and expand them into new products, services and lines of business
• Product Certification: Maintain demo certification and product knowledge
• Forecasting: The ability to