Account Manager, K12 Enterprise at Niche

Job description

About Niche Niche is the leader in school search. Our mission is to make researching and enrolling in schools easy, transparent, and free. With in-depth profiles on every school and college in America, 140 million reviews and ratings, and powerful search tools, we help millions of people find the right school for them. We also help thousands of schools recruit more best-fit students, by highlighting what makes them great and making it easier to visit and apply. Niche is all about finding where you belong, and that mission inspires how we operate every day. We want Niche to be a place where people truly enjoy working and can thrive professionally. About The Role We are looking for an enthusiastic and driven Account Manager, committed to providing exceptional customer support to join our Sales organization. The Account Manager will be responsible for driving client retention and growing the revenue footprint within a portfolio of K-12 customers. This position requires a unique and talented individual who excels in multiple business disciplines. You will divide your time between developing relationships, clearly communicating our impact and value to the clients on a monthly and quarterly basis, and identifying upsell opportunities within those key customer accounts. This position will work closely with the Customer Success and Account Executive teams to ensure our customers are well-supported. What You Will Do Manage a full account portfolio and relationships with customers to increase revenue, drive long-term adoption and foster client health Cultivate a trusted advisor relationship with stakeholders and executive sponsors Collaborate with Customer Success Managers and Sales Engineers to ensure the team has everything they need to implement successfully and identify opportunities to cross-sell Prospect for new expansion opportunities within entire book of business (on cycle/off-cycle) Manage Client Relationships for clients up for renewal in the current year Negotiate Contracts, drive commercial process through acquiring signatures Present product demonstrations Support customers and solve problems for specific and individualized use cases Strong understanding of the platform and product suite Serve as the voice of the customer to drive improvement and provide a customer feedback loop to product and data teams Meet personal quarterly and annual dollar retention and expansion goals During the First Month: Attend onboarding sessions to better understand our internal processes and learn about the company Learn the Niche product offerings inside and out, and begin to feel comfortable performing demos of the product(s) to any audience Spend time with our Business Operations and Analytics team to learn about our digital marketing campaigns and offerings Shadow Account Managers and Customer Success Managers to observe best practices related to communicating the Niche product offerings and how to best position the products based on customer needs/goals Start building strong relationships across entire K12 team Train on tools such as Gong and Salesforce to gain understanding of how to apply to your business Role playing, Creating mock decks Within 3 Months: Conduct Onboarding, QBR, Expansion, and Renewal meetings, pitching the Niche products to K-12 schools in order to continue to demonstrate Niche’s ROI High accountability and precision over your account pipeline Understand Niche’s monthly advertising reports sent to clients. Help to analyze the reports and aid clients in understanding the value of the partnership and upsell. Continue to develop partnerships with the Customer Success Managers you share accounts with to gain awareness of client expectations and goals Attend various digital advertising and product training to further knowledge of Niche products Dedicated time for both self and company-led learning with the goal of becoming the SME to the schools within the segment Within 6 Months: Lean into your assigned school segment and learn current marketing strategies with the goal of becoming an industry SME Provide exceptional support and consultation via phone, email, and in-person leading to advertiser retention, revenue retention, and upsell Consistently achieve monthly revenue targets by achieving net retention, logo retention, and upsell goals Create regular reporting and communication cadence completely owning your client relationships Within 12 Months: Become the SME on all things related to digital advertising within your assigned school segment and K12. Listen to customer feedback and recommend innovative solutions to the management team related to possible improvements to product, pricing, packages, etc., to better serve your assigned school segment Maintain accurate internal and external reporting Achieve the YTD upsell and renewal goals What We Are Looking For Bachelor's degree in a business or education-related field Minimum of 3 years of relevant experience, including sales and marketing in a SaaS environment Excellent presentation and communication skills Salesforce Experience Ability to thrive and quickly adapt to a fast-paced, team-oriented environment Someone fearless and persistent. Motivated by the challenge of building relationships with a variety of stakeholders and growing your book of business Experience selling in Education or Digital Media is a plus Experience with Challenger Sales Methodology huge plus Compensation Our national target base salary is $75,000, plus uncapped commission and participation in our Stock Option Program. The OTE (On Target Earnings) for this role will be $120,000. At Niche, our Total Rewards Philosophy is centered around creating a workplace environment that attracts, motivates, and retains top talent by providing a comprehensive and competitive rewards package. This philosophy is built on the principles of performance-based compensation, best-in-class benefits and work-life balance, and employee well-being. Why Niche ? We are a fully flexible workforce empowering our employees to choose to work remotely, in our Pittsburgh office or whatever combination suits you Full time, salaried position with competitive compensation in a fast-growing company Best-in-class 100% paid employee health plan, including vision and dental and supplemental coverage Flexible Paid Time Off Policy Stipend that allows you to build your work from home office in a style and function that suits your personal preferences Parental leave for all employees (12 weeks fully paid) in addition to short term disability for birthing parents Meaningful 401(k) wit h employer match Your ideas and work will make an immediate impact on our company and millions of users You will join a team that cares about you, our mission, our work - and celebrates our wins together! Niche will only employ those who are legally authorized to work in the United States without sponsorship now or in the future for this opening. We are currently hiring in states where we currently have employees: AZ, CO, CT, DE, FL, GA, IL, IN, KY, LA, ME, MD, MA, MI, MO, NE, NV, NH, NJ, NY, NC, OH, OK, OR, PA, SC, TN, TX, VA, WA, DC, WV. Candidates only. No recruiters or agencies, please. Sorry, we do not offer relocation assistance. Niche is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. Therefore, we provide employment opportunities without regard to age, race, color, ancestry, national origin, religion, disability, sex, gender identity or expression, sexual orientation, or any other protected status in accordance with applicable law. All interviews are being held remotely. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.

Requirements

Must-haves

Manage a full account portfolio and relationships with customers to increase revenue, drive long-term adoption and foster client health
Cultivate a trusted advisor relationship with stakeholders and executive sponsors
Collaborate with Customer Success Managers and Sales Engineers to ensure the team has everything they need to implement successfully and identify opportunities to cross-sell
Prospect for new expansion opportunities within entire book of business (on cycle/off-cycle)
Manage Client Relationships for clients up for renewal in the current year
Negotiate Contracts, drive commercial process through acquiring signatures
Present product demonstrations
Support customers and solve problems for specific and individualized use cases
Strong understanding of the platform and product suite
Serve as the voice of the customer to drive improvement and provide a customer feedback loop to product and data teams
Meet personal quarterly and annual dollar retention and expansion goals
Attend onboarding sessions to better understand our internal processes and learn about the company
Learn the Niche product offerings inside and out, and begin to feel comfortable performing demos of the product(s) to any audience
Spend time with our Business Operations and Analytics team to learn about our digital marketing campaigns and offerings
Shadow Account Managers and Customer Success Managers to observe best practices related to communicating the Niche product offerings and how to best position the products based on customer needs/goals
Start building strong relationships across entire K12 team
Train on tools such as Gong and Salesforce to gain understanding of how to apply to your business
Role playing, Creating mock decks
Conduct Onboarding, QBR, Expansion, and Renewal meetings, pitching the Niche products to K-12 schools in order to continue to demonstrate Niche’s ROI
High accountability and precision over your account pipeline
Understand Niche’s monthly advertising reports sent to clients. Help to analyze the reports and aid clients in understanding the value of the partnership and upsell.
Continue to develop partnerships with the Customer Success Managers you share accounts with to gain awareness of client expectations and goals
Attend various digital advertising and product training to further knowledge of Niche products

Nice-to-haves

Experience selling in Education or Digital Media is a plus

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off

Parental Leave