Strategic Relationship Manager

Strategic Relationship Manager

The Impact You’ll Have at RP

As a Strategic Relationship Manager at Return Path you are responsible for retaining 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 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. In addition, this person will:

Key responsibilities include:

  • Develop, grow, and drive renewals for assigned accounts through interaction with clients ensuring on-time contract renewal and identification and closing of new opportunities
  • Message and offer strategies to maximize response
  • Provide leadership and partnership to client team and key stakeholders
  • Continue to build and evolve comprehensive customer lifecycle
  • Collaborate with the Technical Account Managers 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 retain 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 both calls and in-person meetings for named accounts to discuss opportunities to drive additional long-term business value
  • 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
What does it take to be successful in this role?

  • 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
  • A motivated team player who is nimble and intelligent – with the ability to penetrate accounts in order to close deals
  • 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
  • 5 years of relationship management experience including retaining clients, uncovering opportunities and successfully closing renewals on time
  • 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.
What it's like to work here

It's great! From the CEO and senior management team to the newest entry-level employee, we are a company that cares a lot about fostering a great work environment and a fun, energetic, success-oriented culture. We have a strong philosophical believe that our people are our most important assets. And we don't just pay lip service to that phrase -- we incorporate it into our policies, and we live it every day. Yes, that philosophy means we have generous "traditional" benefits, but it also means we take a lot of time to focus on high quality management and leadership, and time to make sure everyone in the company is in the right job, knows how his or her job contributes to the overall company mission, and has a clear sense of learning and career growth. We have great employee retention over the years because people love coming to work here and really feel like they're part of something special.

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