Strategic Sales Account Executive - Prospecting - Faith Solutions at Blackbaud

| Austin
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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, foundation, corporations, education institutions, and the individual change agents who support them. We work with over 40,000 organizations, helping them realize their goals, fund their missions, manage their operations, and develop long-lasting supporter relationships. Our customers are passionate about making the world a better place, and we’re inspired by the opportunity to help them.

Role Definition:

Blackbaud has created a Diocesan Strategic Account Executive role for our largest, most complex customers. The SAE role is accountable to drive the overall Sales and solution strategies with our largest and most prestigious accounts and prospects, is key in said customer account growth and the long term growth of the account. The goal of the SAE is to create customer loyalty, stimulate growth, enhance profitability, and drive innovation. Simply put, this role is the P&L owner of major a client(s), and the success of the role will be determined by client satisfaction, portfolio expansion and profitability related to these largest, most strategic customers. The ultimate measure of success for an SAE is to develop and sustain a long-term “trusted advisor” relationship with our clients. Utilizing deep industry knowledge and experience working with executive leadership, the SAE will work at the highest levels and craft a strategic customer plan, which will be orchestrated between Sales, Customer Success, the Vertical and our target Customer. . The role will be responsible for developing opportunities for continued Blackbaud involvement at the executive decision level, and will have ultimate responsibility for advising the customer on strategies for both new and existing products.

Strategic Account Relationship Management:

  • Primary Sales and Strategy relationship owner from Blackbaud – represents all products, verticals, and COEs
  • Develops an account plan across all Diocesan entities including Development Office, Missions/Charities, Foundations, Catholic Parishes and Schools
  • Maintains trusting relationship with C-level execs at the client
  • Orchestrates and leverages the COEs as defined in our Blackbaud operating model, namely Customer Success, RDO, Customer Support and Services
  • Works with client, the Vertical and COEs to effectively communicate Executive updates on various topics, from Roadmap and Strategies to (if active) Program and Delivery updates, current production execution, etc.
  • Represents the voice of the customer back to Blackbaud – heavily influences product roadmaps, keeps Blackbaud Execs informed of various issues, coordinates “support” when needed
  • Balances the customer needs with Blackbaud business needs and best practices
  • Creates and maintains a long-term strategy for the client account
  • Leads quarterly business reviews with the client, Customer Success and Blackbaud executives

Business Development

  • Meet and exceed annual revenue targets for assigned customers and prospects in territory
  • Owns responsibility for accurate prediction and delivery of financial outcomes
  • Individual will be responsible for delivering on specific customer and prospect revenue targets
  • Identifies and develops client specific sales opportunities
  • Increases Blackbaud wallet share within the client account through expansion

Other duties:

  • Maintains (directly and/or indirectly) accurate sales records, figures, and reports in the sales database and the relevant customer information
  • Understands the needs of Blackbaud and participates in sales meetings and training programs
  • Works with Customer Success supporting customer time to value activities (adoption, usage, outcomes, etc.) as well as retention/renewal strategies
  • Works well with Product, keep abreast with the latest trends and stay ahead of the competitors and its products by conducting proper research Improve the market share in both, domestic and international sectors
  • Prepares and approves the key account budget requirements for overall sales targets
  • Determines the needs of the customer and the prices and discount rates for the products of the company as it relates to key accounts
  • Is key in identifying and execution on Customer Renewal and Retention Strategies

Essential Skills:

  • Strong communication and negotiation skills
  • Excellent analytical skills and should be able to think creatively and identify and tap potential clients and be able to understand their needs.
  • Strong background in account management and sales with an ability to influence and negotiate the contract terms.
  • Self-motivated and should have an ability to handle pressure situations and work in a target oriented environment.
  • Ability to work in a matrixed environment and coordinate activities across different company channels

Qualifications and Requirements:

  • Bachelor’s degree required
  • 10 years of deep not-for-profit, technology, etc. expertise preferred
  • 10 years of experience structuring large bundled deals in the technology industry
  • Minimum 10 years delivery, sales and account management experience
  • Extensive experience working for a Product and/or Services company
  • A history of exceeding financial commitments
  • Experience working in a large, matrix organization with complex products and services

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Technology we use

  • Engineering
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Located in the Domain area, just steps from the Metro station and access to all that Austin has to offer!

An Insider's view of Blackbaud

What are some social events your company does?

We try to do at least one event per month that caters to all interest areas, whether that’s our Pinewood Derby, our May the 4th Be With You Movie Marathon or Progressive Potlucks, where employees tour the office to pick up different parts of the meal. We also championed having a float in the Austin Pride Parade this year for the first time ever.

Stefanie Greene

HR Manager

What kinds of technical challenges do you and your team face?

The biggest technical challenge has been around consolidating data across all of our various legacy applications. This has been as much about changing the culture and tearing down historical silos as it has been about the tech. We have made huge strides in changing the organization’s culture and moving it forward.

Steve Merritt

Senior Distinguished Engineer

How does the company support your career growth?

We have a very employee-focused environment. Our managers and team leads will often discuss career development strategies with us and offer opportunities to connect with people who can give us firsthand information about a role or experience. To help us be as successful as possible, they suit our strengths and the company's needs.

Kristin Nelson

Team Lead, Sales

How do your team's ideas influence the company's direction?

We have changed our fundamental offering from a software solution to a series of capabilities and analytics that have an immediate and measurable impact on customer outcomes. This allows our sales team to be highly consultative with clients, introduce them to a broader community and have confidence that the outcomes we promise will be delivered.

Brandon Phipps

VP of Sales and Market Development

What are some things you learned at the company?

It’s amazing how Blackbaud listens to each individual customer to cater to their needs and help them reach their goal. I have also always admired Blackbaud’s devotion to giving back to the social good and local communities. From employer-sponsored volunteer days to community grants, Blackbaud allows its employees to give back to our clients!

Andrei Rogers

Cybersecurity Engineer

What are Blackbaud Perks + Benefits

Blackbaud Benefits Overview

At Blackbaud, we know how important it is to have good, affordable health and group benefits
and a retirement program that helps you save for your future. That’s why we offer competitive benefits that
can provide protection, peace of mind, and savings. Whether it’s health care, income protection, retirement savings, or other benefits, we’ve got you covered!

Volunteer in local community
Helping good take over is fundamental to Blackbaud. It can be as simple and personal as contributing to low waste in the office or leading a food/toy drive or championing a volunteer activity.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
The B-Healthy Incentive rewards our employees for participating in important wellness activities.
Retirement & Stock Options Benefits
401(K) Matching
Match charitable contributions
Child Care & Parental Leave Benefits
Flexible Work Schedule
Vacation & Time Off Benefits
Generous PTO
We recognize the need to balance work and life priorities. Starting off, we offer 4 weeks of paid time off, with up to 6 weeks for tenured employees.
Paid Volunteer Time
Paid Holidays
Perks & Discounts
Casual Dress
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Relocation Assistance
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Blackbaud recognizes that an educated workforce is a strong workforce. We offer ​a $3000 per year tuition reimbursement to assist with the costs incurred from continuing education.
Diversity Program
We are committed to creating a diverse and inclusive workplace (Recognized by Forbes in 2019) through cultural awareness and competency training programs, as well as Affinity group representation.
Lunch and learns
Promote from within
Mentorship program

Additional Perks + Benefits

Volunteer for vacation time earning an additional 3 days per year PTO.
Endless volunteer & community involvement opportunities.
Matching gifts for donations.
9 paid holidays
Inclusive work environment as recognized by as Top Company for Women Technologists.

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