Note: The job is a remote job and is open to candidates in USA. Versaterm is a global public safety solutions company helping agencies transform their organizations by providing innovative solutions and expertise. The Strategic Account Manager will focus on large accounts and lead strategic initiatives to migrate customers to Versaterm's core systems while promoting the adoption of their applications.
Responsibilities
- Drive migration opportunities from legacy or competitive systems to vCAD/vRMS
- Promote adoption of vMobile applications to enhance operational efficiency and officer mobility
- Conduct Core Viability Assessments for customers using only Enterprise products to identify upgrade paths
- Lead structured RFP responses, discovery sessions, and competitive displacement strategies
- Apply MEDDPICC for rigorous deal qualification and progression
- Use Challenger Sale principles to uncover customer pain points, teach new perspectives, and tailor solutions that solve critical problems
- Focus on large accounts and foundational systems that create long-term partnerships
- Develop and execute strategic account plans to drive whitespace growth and multi-year relationships
- Partner with internal teams (Solutions Engineering, Customer Success, Marketing) to deliver compelling proposals and presentations
- Influence product roadmap through customer insights and competitive intelligence
- Maintain accurate pipeline data and forecasting in CRM
- Track MEDDPICC checkpoints and Challenger behaviors for continuous improvement
Skills
- Bachelor's degree in Business, Marketing, Communications, or related field (or equivalent experience)
- 12-15+ years of related experience with at least 7 years of experience in sales, preferably in a Saas environment
- Experience with MEDDPICC and Challenger Sale frameworks
- Proven success leading complex, multi-stakeholder deals in the Public Safety SaaS space
- Deep, strategic understanding of CAD/RMS migrations and mobile application workflows
- Demonstrated ability to develop, own, and execute long-term account strategies
- Highly skilled at engaging senior decision-makers and building alignment and consensus across diverse stakeholder groups
- Demonstrated success consistently meeting sales quotas and crafting/growing pipelines in net new territories
- Outstanding interpersonal skills to support complex sales transactions and provide clarity and transparency throughout the deal cycle or during issue resolution
- Compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy
- Successful completion of a comprehensive, fingerprint-based background check
Benefits
- Comprehensive benefits offering
- Variable compensation such as incentive plans or discretionary performance bonuses
- Accommodations are available upon request throughout all stages of the recruitment process and apply to the terms and conditions of employment
Company Overview