Manager of Strategic Accounts

Leading uniquely at the intersection point of technology and social good, Blackbaud provides software, services, expertise, and data intelligence that empowers and connects people to advance the social good movement. We serve the entire social good community, which includes nonprofits, foundations, corporations, education institutions, and the individual change agents who support them.

Blackbaud is seeking a business development professional with extensive experience working with clients and other sales executives in driving client and solution account strategies. This position is responsible for overseeing all sales activities for large or strategic sales pursuits in the General Markets Group. As such, this quota carrying position will have responsibility over pursuits in all vertical and geographic territories including the Independent School, Arts and Cultural, Nationals Faith Based and Outside Markets. Success in this position will require the incumbent to be capable in four broad areas: Ability to directly establish “C” level relationships with prospective clients. Gaining the involvement of the entire organization in support of the sales effort. Creatively structuring solutions which are tailored to the prospects need and use the full portfolio of Blackbaud products and services. Leveraging and mentoring the resources of a 150+ person sales team.

* Be a sales overlay for all large or strategically important sales opportunities across General Markets Group. * Work with the 150+ AE’s throughout General Markets to win business. * Will manage the development of (or directly develops as the case necessitates) a sales plan for each opportunity. * Because of volume/time limitations, be able to accurately and quickly assess which deals to assist * Will become engaged in the account early in the sales process. * Will gather full organizational resources for pursuit. * Strategically crafts an offer that utilizes the entire suite of services, resources and products that BLKB has. * Develops “C” level credibility and relationships. * Introduces BLKB “C” level executives to the prospects “C” level team early in the process. * Development of large pursuit, sales tools and process improvement documents with the goal of developing the large pursuit skills across our sales teams * Coordination and inclusion of appropriate Sales Management involvement into the deals and/or process. * Develops strategies and demand generation vehicles to cultivate large sales pursuits across our sales teams * Is compensated based on: * Attainment of quarterly and annual bookings goals * Large pursuit opportunity creation & development

The successful Manager of Strategic Accounts will have high analytical and conceptual abilities that enable them to recognize and define customer issues. The successful candidate will have a proven track record of navigating multiple levels of the customer organization to build commitment that leads to action: * 4 + years of experience working in a sales overlay capacity, coordinating internal activity across multiple groups within an organization. * 4 + years working for an enterprise application software/services company. * Proven marketplace relationship building skills (influencers, pivotal customers etc.). * Bachelors Degree required. * Strong organization, presentation and public speaking skills. * Ability to travel (up to 60% of the time) with valid passport. * Excellent negotiation and communication skills (both oral and written). * History of consistently exceeding revenue targets. * Referenced collaborative, approachable and collegial operational approach.