Senior Account Manager - Small Accounts

HMH is a learning technology company committed to delivering connected solutions that engage learners, empower educators and improve student outcomes. As a leading provider of K-12 core curriculum, supplemental and intervention solutions, and professional learning services, HMH partners with educators and school districts to uncover solutions that unlock students' potential and extend teachers' capabilities.

HMH serves more than 50 million students and 4 million educators in 150 countries. For more information, visit www.hmhco.com

Location: Remote(Candidate should be based inPST/MST/CST time zone)

What you'll do:

The Senior Account Manager position will act as a senior member of the sales team and take on additional responsibilities such as mentoring and coaching other sales team members, taking a lead role in team strategic planning, monitoring state department of education initiatives, and serving as a primary point person for state campaign or local/regional initiatives. Sr. AMs will collaborate with internal partners across all lines of business to assist in the development local campaigns and communicate the outcomes and action steps to the local sales team.

Job Responsibilities:

• Ensure customer loyalty and satisfaction for retention through proactive outreach. Establish customer communication strategy to uncover needs and resolve issues.
• Negotiate and independently close deals for renewal, expansion, and cross-sell products to achieve territory revenue targets.
• Plan,prioritize and deliver for HMH Insights meetings.
• Arrange data consultations, as well as other sales calls / activities, and leverage HMH Insights tools to.
• Renew and expand the number of licenses for Core, SIS, and Services ARR solutions beyond the initial purchase quantity.
• Uncover additional needs using District Learning Profile or MAP Growth data.
• Collaborate with AE and CSM to develop a comprehensive account plan to achieve growth objectives based on opportunities uncovered through HMH Insights process.
• Utilize the HMH Insights data meeting strategy and Coherence Map tool as part of a post-sales process to identify gaps in assigned accounts for expansion and/or cross-sell opportunities
• Proactively analyze data to monitor health of account and collaborate with CSM to recommend appropriate interventions.
• Use Salesforce to manage opportunities and pipeline for renewals, expansions and cross-sell products and services. Provide accurate quarterly and annual revenue forecasts to management.

What you'll need:

• Excellent verbal and written communication skills.
• Excellent inter-personal communication skills.
• Ability to effectively analyze data to identify potential new opportunities.
• Ability to analyze multiple sources of information and develop effective strategic plans to expand existing solutions and cross-sell new solutions.
• Ability to effectively communicate features, advantages and benefits of HMH solutions
• Ability to use sales and productivity management tools, including Salesforce, and Microsoft Office Suite
• Ability to manage sales opportunity pipeline and provide accurate quarterly and annual revenue forecasts for assigned territory

Experience Required

• Minimum bachelor's degree in education, business or a related field required.
• 3 years of Account Management or Sales experience with proven track record of success and attainment of goal.
• Sales experience in the educational market helpful, with demonstrated effective communication and presentation.
• Excellent relationship building skills, with a desire to create a positive experience.
• Experience with HMH products, services, and implementation preferred.
• Working knowledge of Salesforce.
• Understanding of K-12 education industry desired.

HMH is fully committed to Equal Employment Opportunity and to attracting, retaining, developing and promoting the most qualified employees without regard to race, gender, color, religion, sexual orientation, family status, marital status, pregnancy, gender identity, ethnic/national origin, ancestry, age, disability, military status, genetic predisposition, citizenship status, status as a disabled veteran, recently separated veteran, Armed Forces service medal veteran, other covered veteran, or any other characteristic protected by federal, state or local law. We are dedicated to providing a work environment free from discrimination and harassment, and where employees are treated with respect and dignity. We actively participate in E-Verify.