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DomainTools Account Manager in Seattle, Washington

DomainTools is looking for an Account Manager to help enable DomainTools customers to get the most out of our products. The ideal candidate will be a proven relationship builder and manager with a deep passion and curiosity about technology and start-ups.You will use your extensive experience and consultative selling skills to communicate our solutions to a highly technical audience at some of the largest companies in the world. You will be responsible for initiating and maintaining relationships with our customers to drive high retention rates and employ effective selling strategies to successfully position DomainTools as a critical element in their security architecture.You will be responsible for quarterbacking accounts from initial onboarding through securing renewals and contract expansions. You will effectively manage the renewal and/or contract expansion process throughout the sales and contract cycle, including customer follow-up, relationship-building, product demonstrations in person or via web, writing quotes and proposals, and negotiating and closing business.Unlike a position at a larger company, this is not a silo position with just a quota and a list of accounts. We want a collaborative and energetic individual that can contribute to the overall go-to-market (GTM) team, work in a dynamic environment and deliver messaging and product feedback back into the rest of the organization.RequirementsJob ResponsibilitiesThe Account Manager role includes but is not limited to the following responsibilities:Manage the customer life cycle from onboarding through contract renewal, including scheduling initial meetings and ongoing solution set trainings and quarterly business reviews, through upsell evaluations, negotiation, contract changes, and signature while ensuring customers renew at an escalated ARR rateBe a trusted advisor, customer advocate, driving relationships with key customers and creating new champions within accountsEnsure continued high retention rates in an assigned book of businessDevise and execute account strategies and plans to maximize customer growthDrive upsell business in your territory accounts, managing your sales process from prospecting to close to regularly meet or exceed retention quotasConduct effective discovery calls with customersDeliver dynamic and engaging presentations and technical product demonstrations and trainings via Webex and in personNegotiate pricing and contractual terms to close upsells as requiredBuild, maintain and develop knowledge to become an expert on Cyber Threat Intelligence and DomainTools’ data, as well as the competitive landscapeBe available to travel during the year to represent DomainTools at trade events and shows to help drive pipeline growth and increase marketing presence post-CovidUtilize Salesforce to track all pertinent information related to the opportunity and account, and effectively manage your book of business including customer, pipeline and forecast dataKnow your customer’s use case, applied technologies, strategic plans and internal operations to stay ahead of trends and competitionServe as the primary point of contact for customers while collaborating with multiple internal stakeholders to ensure the existing customer base is receiving the value they expect from their implemented solutionsDeliver feedback to the Product Management team on new feature requests and product enhancementsEnsure customer success through proactive periodic health checks, product training, and best practicesKey Applicant QualificationsMinimum 5 years of proven excellence in account management or customer succe