SaaS Sales Account Manager (Professional Services)

Aravo Solutions, Inc. is a global leader in third-party risk management, ESG, and vendor lifecycle management solutions. Our cloud-based platform empowers organizations of all sizes, from Fortune 100 to mid-level enterprises, streamline vendor management processes, mitigate risk, and drive strategic decision-making. We provide guidance globally for the most complex third-party networks in the world, helping them manage risk, achieve compliance, and protect their reputations.

Join us at Aravo Solutions, where we are passionate about helping companies eliminate corruption and social injustice from their extended enterprises. You will have the opportunity to work alongside industry experts, leverage the latest technologies, and contribute to shaping the future of vendor management!

Position Overview:

Lead position on the Professional Services team for individuals who have demonstrated a strong combination of leadership, salesmanship, and product understanding with a particular emphasis on establishing trust and credibility with customers. The PS Sales Account Manager will be responsible for developing relationships with new and existing customers, selling and estimating services, negotiating contracts, closing deals, leading transitions into the project, and maintaining Professional Services collateral under the direction of the VP of Professional Services. Working directly with the Sales team and leaders to establish a cadence with clients as well as coordination of SOW creation with Legal/Finance. It is expected that this position will serve as a subject matter expert on the Aravo platform, applications and delivery.

Sales & Account Management

·       Drive and own revenue growth by selling professional services including onboarding, implementation, training, optimization, and consulting engagements.

·       Partner closely with Customer Success Managers, Account Executives, and the Delivery team to identify services opportunities that support client goals.

·       Conduct client meetings and presentations to position services value and set scope.

·       Work with AE’s to understand client business needs to create Statements of Work (SOW) then coordinate with the Vice President of Services, Legal, and Finance for alignment on contracts.

·       Develop and execute an account plan focused on services growth and accurately forecast pipeline and revenue, maintaining up-to-date records in Salesforce.

·       Communicate w/client stakeholders to gain support for Aravo and the project (current/future phases).

·       Review and drive opportunities for extension/expansion to meet quarterly objectives and goals.

Role Development

·       Develop services related materials for improved efficiency in customer acquisition

·       Continued education of the Aravo product and functional areas for deep expertise and understanding

·       Cultivate long-term relationships to become a trusted advisor and grow accounts over time as needed

Additional Activities

·       Work with PS Engagement Managers to support creation of proposals as needed

·       Manage and set proper expectations within the sales cycle between PS staff and clients

·       Ongoing project servicing to reset expectations and provide clarity from sales deal as needed

·       Triage and coordinate communications between the PS Ops team, PS implementations and clients to ensure proper rollout and project implementation

·       Create and update SFDC opportunities for all Professional Services tied to new subscription

·       Understand the product and platform capabilities, stay up to date on the application releases

·       Act as a link with the Product Team, providing feedback based on sales deals

Qualifications:

·       5+ years of experience in SaaS B2B enterprise level PS sales

·       10+ years of experience in Professional Services in a SaaS environment

·       Proven execution on all aspects of a software delivery life cycle

·       Deep understanding of TPRM and GRC environments

·       Ability to create, deliver, and close on compelling proposals and service solutions that align with client goals

·       Ability to quickly learn and sell large complex SaaS implementations     

·       Experience developing new business opportunities, closing services, and related opportunities

·       Strong experience and understanding of Salesforce CRM tool

Preferred Qualifications:

·       Background in consulting, customer success, or technical sales support

·       Familiarity with common TPRM frameworks and standards (e.g., NIST CSF, SIG Lite/Full, ISO 27001)

·       Background in Third Party Risk Management industry SaaS solutions

·       Experience selling into highly regulated industries such as financial services, energy, and healthcare

·       Bachelor’s degree in Business, Risk Management, Information Security, or a related field (or equivalent experience)

Personal Characteristics

·       Polished executive presence with strong business acumen

·       Highly organized, independent and self-motivated with excellent time management skills, proactively driving opportunities and overall business development forward

·       Confident in their implementation experience and communication skills, willing to engage in straightforward conversations with both customers and the Sales Team

·       Personable and possessing the emotional IQ needed to develop strong personal rapport, trust, respect and credibility with executives of Fortune 500 organizations

Why Join Us:

At Aravo Solutions, Inc., we offer a dynamic and inclusive work environment where employees are encouraged to innovate, grow, and make a meaningful impact. We provide competitive compensation and benefits packages, opportunities for professional development, and the chance to work alongside industry experts on cutting-edge projects.

• 100% Employer Paid Medical Insurance options for the Employee and Family
• Paid Maternity and Paternity Leave
• Life and AD&D Insurance
• Long-Term Disability Insurance
• 401K with Company Matching
• Equity Participation
• 4 Weeks of Vacation
• Fully Stocked Kitchens
• Company-Sponsored Charitable Day of Giving Events
• ......and many more!
• Aravo Solutions Inc. is registered as an employer in many, but not all, states. If an applicant is not in or able to work from a state where Aravo Solutions Inc. is registered, they may not be eligible for employment. The eligible states include: FL, GA, IL, MA, MO, NC, NH, NJ, NV, OR, PA, SC, TN, TX, AND WA.