Active Disclosure Account Manager

Donnelley Financial Solutions (DFIN) is a leader in risk and compliance solutions, providing insightful technology, industry expertise, and data insights to clients across the globe. We're here to help you make smarter decisions with insightful technology, industry expertise, and data insights at every stage of your business and investment lifecycles. As markets fluctuate, regulations evolve and technology advances, we're there. And through it all, we deliver confidence with the right solutions in moments that matter.
Summary:
DFIN ActiveDisclosure℠ is a financial reporting solution specifically designed for companies to draft, collaborate and finalize SEC disclosures. ActiveDisclosure helps streamline content creation, review and distribution improving efficiency, governance and the overall quality of all financial reports. The ActiveDisclosure Account Manager at DFIN is a member of the sales delivery team for the ActiveDisclosure product line. Generally, this role is responsible for managing and renewing current customer base and expanding our offering within those existing customers.
Responsibilities:
Build and maintain a strong understanding of the products and services associated with the ActiveDisclosure product line.
Renew, retain and expand licenses of current customers.
Develop customer champions that can help introduce us at their organization to expand use of ActiveDisclosure in other departments.
Manage the invoice and billing process.
Work with current customer base to have them participate in case studies and group reference calls.
Be the point person to help facilitate meetings with and without customers regarding service.
Proactively prospect into organization to develop additional use cases and educate them on the value of ActiveDisclosure and how it addresses a business need.
Advise customers about additional DFIN and Partner offerings.
Develop and maintain relationships with sales delivery team members including Regional Managing Directors, field Sales Executives.
Manage and track sales opportunities and forecasts within Salesforce.com, providing reports to the Director of Sales as requested.
Prepare and deliver sales quotes to the prospect.
Coordinate with the Post-Sale and Services team to hand off new clients.
Qualifications:

• 3 - 7 years of quota carrying, technology-based sales experience.
• Proven track record of B2B solution selling with demonstrated ability to sell to all levels of management up to, and including, the C-suite.
• Experience in meeting and exceeding quotas or annual sales targets of at least $2M.
• Experience tracking a sales pipeline using sales automation software (Salesforce.com preferred).
• CPA highly desired but not required, experience selling to the CFO's office also encouraged.
• Proven ability to sell or renew enterprise software licensing and/or projects in the $50-500k range
• Ability to prospect, develop and close software opportunities.
• Thorough understanding of the enterprise software needs of finance and compliance teams.
• General understanding of the financial and/or regulatory disclosure process.
• Strong verbal and written communication skills with a focus on negotiation, needs analysis, positioning, business justification, and closing techniques.
• Superior presentation skills.

It is the policy of Donnelley Financial Solutions to select, place, and manage all its employees without discrimination based on race, color, national origin, gender, age, religion, actual or perceived disability, veteran's status, actual or perceived sexual orientation, genetic information or any other protected status.
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