Strategic Account Manager, Applause
$200-300k
Testing and digital quality platform
Open for applications
Testing and digital quality platform
1001+ employees
Open for applications
$200-300k
1001+ employees
Company mission
To be the first place to turn for brands to ensure their digital interactions with customers are of the highest quality and work as intended.
Role
Who you are
- BA/BS Degree or equivalent business experience
- 8+years of Professional services, Managed services or solution sales experience
- Proven track record of successful customer engagements across a spectrum of enterprise-class verticals
- Demonstrated success selling to Fortune 100
- A strong foundation for strategic and tactical selling of a solution sale
- Excellent presentation and negotiation skills
- Motivated to advance growth in an entrepreneurial, rapidly growing company environment
What the job involves
- The Strategic Account Manager is responsible for driving revenue growth by building and managing strategic accounts, long-term client relationships, and developing key business relationships
- The role requires a strong focus on new business development, in addition to, up-selling and cross-selling to existing clients and securing contract renewals within F100 accounts
- This will be achieved through solution selling, account planning, prospecting to identify high-quality clients, qualifying and developing assigned accounts while understanding the client business environment, educating clients on Applause's product offerings, and identifying ways the company can assist clients in solving its application development testing challenges
- Develops and executes sales plans and coordinates sales efforts to achieve new customer revenue and existing customer up-sell revenue targets for Fortune 100 accounts
- Meets or exceeds defined sales quota through strategic account planning, networking and use of company resources
- Strong preference for experience selling technology/ managed services
- Actively participates in regional marketing events for lead generation (industry trade shows, professional associations, etc…)
- Focus on Account Management and Business Development to maximizes Applause’s revenue and profitability potential by up-selling to existing clients, driving renewal revenue and ensuring client satisfaction
- Involvement in kickoff meetings, major milestone meetings, and opportunistic participation where senior client decision makers are present
- Sales Leadership – Strategic sales approach, creates value for clients and adds to the company’s capabilities and reputation
- Maintains a thorough understanding of Applause’s product offerings and tailoring its presentation to meet the needs of different types of organizations
- Assists clients in developing the business case and value proposition for proposed solutions when necessary
- Collaborates with Client Services Team and Executive Leadership Team in executing the company’s sales process including proposal development
- Tracks and maintains all prospect and client activity in Salesforce.com
- People Development – Contributes to the growth, development and positive experience of the sales team
Our take
Applause is an app quality testing platform giving development companies the ability to have their products thoroughly tested in real-world situations by a global network of testers. It also offers further development features such as the ability to gather user feedback, advanced analytics from app stores and bug reporting.
As a bug-free product launch has increasingly become the expectation among organisations and users, global demand for testing services has steadily risen. Applause competes for a piece of this market against companies such as Smartbear. However, its "in the wild" testing service is structured to scale rapidly compared to competitors, and it now has an unmatched 300,000 testers available on-demand around the globe.
Applause counts thousands of companies as its customers, including Google, Nike and Slack, to name just a few. It will move to consolidate its market lead by seeking to reach new customers, develop its platform, and build additional partnerships with companies that can help it test at larger and larger scales.
Steph
Company Specialist at Welcome to the Jungle
Insights
-2% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2016
$35m
SERIES F
Jan 2014
$43m
SERIES E
Total funding: $115.8m
Company benefits
- Dental and vision insurance
- 401(K) match
- Generous bonus scheme
- Work from home opportunities
- Health insurance
Company values
- In It Together
- Create Value for Customers
- Crush Your Goals
- Be Accountable
- Celebrate Authenticity
Company HQ
Framingham, MA
Articles
Leadership
Doron Reuveni
(Executive Chairman)Prior to Applause, they were the CEO and Owner of Re.D Consulting, where they assisted early stage startups in raising capital, and provided counsel to VC's for portfolio companies' market direction, technology and management evaluation. Prior to Re.D, Doron was SVP of Technology at Enigma, where they led multi-million dollar software implementations for companies such as Ford, Volvo, and United Airlines.
Salary benchmarks
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Diversity, Equity & Inclusion at Applause
- Contribute to organizations that support underrepresented groups
- Work with programs to hire within underrepresented communities
- Offer workshops such as personality trait awareness and unconscious bias awareness
- Employee-run affinity groups
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