Janrain, the leader in online User Management solutions, is growing its customer success team and seeking an Account Manager to boost our already accelerated growth in our Portland Office. Fueled by expanding social networks and the desire for websites to tap these vast online communities, the Janrain Customer Support Team has plenty of opportunity and is adding professionals with the track record and desire to contribute to growing a world-class SaaS company.
This Account Manager role requires a tenacious, intelligent and professional sales person who will take a strategic approach to establishing and maximizing our reach and impact for our largest existing customers. The key performance measurements for Account Managers are renewal of customers, referenceable customers, and growth of customers. Account Managers will identify additional customer requirements and realize growth opportunities through outstanding customer management and presentation of new Janrain products and services.
The ideal candidate will be a self-starter that is biased to action and has prior experience selling SaaS solutions to enterprise and strategic brand customers. This position is ideal for someone with experience with social media applications or selling web infrastructure solutions. Prior experience in account management and "farming" activities is essential.
This is a great opportunity to get in on the ground floor of a dynamic and promising early stage growth company with products and services that enable websites to gain significant benefits by enhancing their user engagement and measurement. The flagship product, Janrain Engage, allows websites to register and log-in their visitors with their ID from Facebook, Google, Yahoo!, Twitter, MySpace, AOL, Hotmail, Windows Live ID or other OpenID accounts. These sites then import rich user profile data and address books, and publish user activity back to multiple social networks, driving additional traffic. Additional Janrain products and services provide customers with a complete user management solution, from registration to publishing, from custom ID solutions to user profile database solutions. Responsibilities
Accountable for the customer relationship and responsible for aligning and coordinating internal resources to meet and exceed customer goals and objectives
Secure renewals for all accounts under your management
Identify and close new business and upgrade opportunities from your accounts to meet and exceed monthly sales goals
Develop, document, execute and track account strategies with all customers under your management
Advocate for your customers across all functional groups in alignment with Janrain's business objectives
Through research and customer interaction, develop an intimate understanding of your customers' business objectives and how Janrain products align to them
Build a deep and always current understanding of Janrain's products and strategies, their place in the market, and their use by customers
Hold regular calls with customers to discover new requirements and refresh customer knowledge of our products functionality and value to their business
Leverage existing implementations and relationships to expand Janrain usage within large networked web properties
Cultivate referenceable accounts and develop case studies with Marketing
Document all customer interactions and activities in salesforce.com
Deliver the highest level of customer service, regularly delighting your customers
Contribute to Janrain's overall sales strategy, successes and process improvements Requirements
3+ years online media experience in a sales/commission/quota-based role
Bachelors Degree or equivalent experience
Proven track record of reaching and exceeding sales revenue goals
Driven to close more business than needed to beat quota every month
Confident and strong ability to lead and direct a customer relationship
Past experience and adherence to use of Salesforce
Incisive and creative problem solving
Impeccable attention to detail and proactively thinking ahead for customer and internal teams
Passionate about delivering value and delighting customers, even in adverse situations
Flexible, tenacious and able to think on your feet
Strong grasp of fundamentals of social media, online/mobile advertising and website development, cloud and emerging technology
Strategic marketing mindset or experience developing marketing strategies
Exceptional communication skills (both verbal and written) including presentations via phone and in person and professional proposal and statement of work preparation
Understands how to read audience and tailor communication for different levels and roles inside an organization/customer relationship
Keen ability to reach and build relationships with decision-makers and to research and uncover potential account opportunities for upsells
Adept at developing and writing strategic account plan and tracking against it
Knowledgeable on technology and able to clearly explain complex concepts at the correct level for your audience
Able to move fast and thrive in a dynamic, quickly-changing environment and to remain calm during escalated situations Job Location
Portland, OR, US. Position Type
Janrain offers a generous benefit package, which includes medical, dental and vision coverage, vacation, life insurance and disability plans.
If you meet the qualifications and would like to be considered for the Account Manager position, send your resume/blog/linkedin/twitter and a cover letter that includes a summary of your immediate qualifications.
Janrain - 20 months ago