Strategic Account Manager - Hospitality - Sertifi

Sertifi is a leading technology company dedicated to helping businesses finalize business faster, providing a complete agreements platform for the Hospitality and Travel industry.  Brands like Marriott, Topgolf, and AEG Worldwide trust Sertifi to efficiently and securely sign documents, exchange card authorizations, and complete payments with their customers.   Sertifi's easy-to-use platform helps tens of thousands of businesses in more than 135 countries, with more than $5 billion in payment requests sent through the system annually.  With decades of experience in Hospitality and Travel, Sertifi is building a network that gives guests and travelers across the globe a great experience from the start.

The Strategic Account Manager will be responsible for account management of all existing Sertifi customers across assigned accounts, selling add-on products and services.  This includes day to day follow up with existing accounts, providing direction as it relates to our products and company with an additional focus on assisting with winning new strategic business. The Strategic Account Manager should also gain an intermediate understanding of our core products and a fluent understanding of our common add-on products that benefit the Strategic Hospitality Brands, Management and Travel Companies. 

The ideal candidate will create strong value propositions through solution selling to win both new and add-on sales on Sertifi’s Agreement Platform. 

This position reports to our Senior Vice President of Sales. This is a team selling position and the SAM will also work closely with our Director of Strategic Sales and Business Development Representative. 

Candidates must be based in the United States, in Chicago, or within a Sertifi approved state for remote work:
AZ, CO, FL, GA, IA, ID, IL, IN, MA, MD, ME, MI, MN, MO, NC, NH, NJ, OR, PA, SD, TN, TX, VA, WI

Throughout the interview and onboarding process, Sertifi also reserves the right to conduct independent reference checks to verify past experience and performance in addition to our standard background check and onboarding procedures.

Total compensation for this role is subject to, and will be determined by skill, level of overall experience, past experience within SaaS or within the hospitality and travel industry, and through our interview process.  Sertifi has a standardized budget for this role with a target of $55k base Commission.
 

Challenges You'll Tackle:

• Prepare and maintain an Strategic Account Manager Sales Plan, identifying key products and enterprise customers to target for those products within their assigned accounts. 
• Contribute to Team’s MRR Annual Quota by closing opportunities directly sold by you, with the goal of $12-15K, year one. 
• Identify business opportunities through industry/account research, qualification and discovery to establish customers’ needs and key drivers as it relates to Sertifi’s Electronic Agreement Platform for hospitality and travel. 
• Work closely with Sertifi’s VP/Directors, Account Executives, and the Customer Success Team to analyze usage and effectiveness of Sertifi solutions within existing customer accounts. 
• Build relationships with customers to earn trust and position our products as a solution sale that meets the customer’s determined strategic needs and goals. 
• Provide tailored presentations that showcase our value proposition, product differentiators and meet the specific key drivers required to support our existing customers and offer add-on solutions to support their business further.  
• Maintain existing client relationships by offering continued guidance, recommendations and best practices based on Industry expertise and Sertifi’s best practices 
• Stay up to date with Industry trends, market activities and competitor products. 
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks and participating in professional societies. 
• Recognize trends in the hospitality and travel markets and with our customers utilizing Sertifi products. 
• Be fully knowledgeable of competitive activities, and regularly communicate information to the sales and management team. 
• Demonstrate knowledge of account management, and the processes and procedures specific to each managing existing customer accounts: identification of strategic objectives for each account, areas of concern, business drivers, etc. 
• Manage changes in ownership or management at the Corporate and Property level for existing accounts. 
• Effectively demonstrate all Sertifi Products, conduct webinars and product training.   
• Maintain a clean and accurate pipeline in Salesforce.com that provides management with detailed forecasts that will demonstrate how you will meet your sales objectives. 
• Set proper expectations with customers and prospects regarding our solutions, installation/training procedures and ongoing support. 

What You'll Need to Succeed:

• Hospitality and solution selling experience required 
• 3-5 years of hospitality/consultative software sales experience and/or equivalent experience 
• Sales experience with proven track record of hitting or exceeding annual quota 
• Strong presentation skills with the ability to conduct sales presentations with an emphasis on showing value 
• General experience with Windows, MS Office software and Salesforce 
• Ability to learn technical details regarding hospitality software, third party software products offered by the Company and vendor partners 
• Ability to work well individually or as part of a team 
• Customer focused mentality with a strong desire to provide outstanding account management and customer service 
• Excellent organizational skills 
• The ability to communicate both written and verbally in a professional and courteous manner 
• Willingness to continually grow and enhance your own skills 
• Ability to travel when necessary for Sales meetings, Industry Conferences, etc. 
• Proficient at working independently and have a home office (if necessary) 
• Ability to negotiate skillfully in tough situations with both internal and external groups 

Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this Job, the employee is regularly required to sit; use hands to type, use computer, phone, cell phone and other office/home office equipment/technology. Must be able speak, see and hear. Must be able to remain in a stationary position for prolonged periods of the time.

What’s in it for you:

You will work in a collaborative environment that welcomes new ideas and allows you to make an immediate impact on the team.  Additionally, we offer great benefits such as:  Competitive salary, Unlimited PTO, medical/dental/vision insurance, short-term and long-term disability insurance, 401k with 4% match, paid parental leave, life insurance, pre-tax Transit Benefit Program.

Sertifi is proud to be an Equal Opportunity Employer. Sertifi is committed to building a diverse team of talented individuals who bring different perspectives to the business and who feel a sense of inclusion and belonging when they join our team. All individuals seeking employment at Sertifi are considered without regards to race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status, or any other basis forbidden under federal, state, or local law.

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