Relationship Manager

Return Path is the expert in deliverability. Every day, our customers trust our data and insights to help them optimize their email marketing. Partnered with best-in-class email service providers, we help marketers take their email programs to the next level by driving more response and increasing revenue.

Relationship Managers at Return Path are responsible for retaining and growing the business within our existing clients. The goal of this position is to ensure that clients are successful in driving long-term business value through Return Path tools and services resulting in increased engagement, revenue and retention. This position requires a person with account management experience, ideally for a SaaS company, who can properly manage client expectations and establish relationships at both day-to-day and executive levels. The Relationship Manager must plan, schedule, and execute multiple priorities in a fast-paced environment and must be a self-motivated closer who can create a large pipeline of business within existing accounts.

* Develop, grow and retain assigned accounts through interaction with clients ensuring on time contract renewal and identification and closing of new opportunities. * Minimize account and revenue churn by developing strategy for renewals and ancillary services. * Participate in the planning, development and implementation of sales strategy for assigned accounts. * Collaborate with the Technical Account Managers and others within the service organization for your named accounts in order to identify client issues and needs during the client lifecycle in an effort to present additional Return Path offerings. * Understand the full Return Path product suite, its features and benefits, as well as competitive positioning in order to upsell and cross-sell accounts. * Responsible for ongoing client education, client beta product participation and additional Return Path education. * Understand the client’s needs, business model, and email goals in order to provide the appropriate product offerings and services. * Create new relationships with additional contacts throughout the client organization, including influencers and decision makers. * Develop account plans, and a schedule of calls and in-person meetings for named accounts to discuss opportunities to drive additional long-term business value. * Conduct quarterly account reviews with customers to ensure customer satisfaction. * Be detail oriented and capable of managing complex customer engagements. * Track and report on renewal pipeline and new opportunity pipeline * Drive all aspects of the sales cycle including, proposals, scoping, pricing and contract negotiations, related to all renewal and new business opportunities.

* 2-5 years of relationship management and sales experience including carrying a quota, uncovering opportunities and successfully closing deals on time. * Proven ability to interact with a range of individuals from a day to day contact to executives within customer organizations in a professional, credible manner to negotiate and close deals. * Rigorous pipeline and sales process management, negotiation and analytical skills. * A motivated team player of who is nimble and intelligent – with the ability to penetrate accounts in order to close deals. * Strong challenger selling approach including listening, teaching, asking specific questions to prompt thinking from alternate perspectives. * Effectively use negotiation to handle concerns or conflict and move to close deals. * Outstanding listening and communication skills in order to develop strong client relationships to further penetrate the client base. * Demonstrated ability to learn quickly, both about businesses and technologies. * Previous experience in email or email marketing a plus. In addition to the above, you must be a good fit at Return Path. To be successful here, you must demonstrate Personal/Professional Growth, Professionalism, Execution, and Strategic Thinking; have a Positive Impact and a great sense of humor!