Job Strategic Account Manager in Vancouver

International Institute of Business Analysis™ (IIBA®) is a not-for-profit professional association with over 29,000 members worldwide. IIBA supports the business analysis community and discipline through the development of standards of practice, certification programs, as well as on-line and face-to-face networking opportunities through our website, webinars, local Chapters and conferences. IIBA is the world’s leading association for business analysis, dedicated to advancing the profession and uniting a community of professionals to deliver better business outcomes

IIBA is a rapidly growing organization, and, as such, any candidate hired into this position should find opportunities for a rewarding career with opportunities for personal and professional growth. We have a great compensation and benefits package and employ self-directed go getters who thrive on innovation and best in breed practices. If you are passionate about supporting a growing profession, then this may be the place for you.

All IIBA staff are based virtually and utilize modern technology tools to collaborate and work as a team. As a result, the organization offers unique lifestyle and work-life balance opportunities for highly professional and self-motivated staff members. As a minimum requirement, all employees must have a safe and distraction-free workspace and high speed internet.

This role can be based anywhere in the Western US.

IIBA is committed to providing accommodations for people with disabilities. If you require an accommodation, we will work with you to meet your needs. Applicants need to make their needs known in advance.

For more information on IIBA or to join our association please visit our website at: www.iiba.org.

Role Mandate

The Account Manager is responsible for sales, account management, collaborating in program management, development of partner relationships, and program delivery in an assigned territory.

Responsibilities

Business Development (50%)

• Convert prospects into Corporate Program – your primary measure is new revenue. Follow up on leads, identify solutions that fit and exhibit tenacious closing skill. Effectively present IIBA’s message to prospects and be encyclopedic on IIBA’s offerings and certifications. Be responsible for monthly quota attainment.
• Maintain a strong sales funnel, use strong call and CRM discipline to build and document pipeline, draw on sophisticated knowledge of sales and lead follow-up rhythm. Thoroughly document opportunities, use CRM and forecasting tools, be technically savvy and self-sufficient.
• Must prosect and maintain contact volume, be able to deal with rejection and complicated customers, excel at finding opportunity “sweet spots” to grow a territory.
• Build understanding of the business analysis profession and have willingness to learn the basics, the nuance around specialized business analysis practices and how to build business analysis capability at scale. Complete an ECBA certification in this area. Understand the basics of systems development and build experience in value selling. Develop a deep understanding of our customers and value proposition.
• Sound judgement and ability to understand customer needs through elicitation. Willingness to dive deep into customer ba requirements and truly understand their needs
• Actively participate in business development events, tradeshows and presentations as required.
• Maintain up-to-date knowledge of the competition, industry trends and market conditions.

Key Account Management (25%)

• Maintain a renewal rate over 85%. Build ongoing relationships, check in regularly, expand the network of relationships, answer client questions diligently, and regularly communicate the value of the program to members.
• Focus on securing a commitment to increase membership and adoption of certification with existing corporate members
• Create, compile and distribute monthly and ad-hoc program reports for management and stakeholders as needed.
• Conduct ongoing needs assessments of corporate accounts, find opportunities to upsell and cross-sell to expand account revenue and suggest program enhancements or changes.
• Manage enrollment campaigns as they are developed. Track and report on progress.

Ecosystem Development (25%)

• Act as an Ambassador of IIBA to all members of prospective and existing Corporate Program Members, the Business Analysis community, our Chapters, Partners and broader business community.

• Build relationships with chapter leadership volunteers – advance the message of business analysis value and connect corporate partners to chapters, while ensuring chapter identified leads are pursued.
• Build relationships with specialty business analysis consulting firms – advance the message of business analysis value, focus on firms that advance the value of IIBA certification, and connect partners to chapters, while ensuring partner identified leads are pursued.

• Arrange events for corporate members in collaboration with partners, corporate members and/or chapters

• Proactively reach out to higher education institutions, ensure they understand the value of IIBA, engage specialist IIBA resources in closing higher education partners in region. Proactively connect higher education partners to corporate customers.
• Proactively reach out to Endorsed Education Providers (EEPs) in the region, ensure they understand the value of IIBA, engage specialist IIBA resources in closing EEPs in region. Incubate opportunities for EEPs.
• Represent program at events virtually and in person (e.g. Chapters, conferences, etc.)

• Facilitate/moderate Corporate specific webinars, focus groups, member meetings, etc.

Minimum Qualifications

• A minimum of 5 years of experience in sales in a related technical field – primarily in a hunting role, but also including relationship building and expanding existing accounts.
• 2 years of operational experience including process improvement and some program management
• Possess excellent communication skills – written and verbal.
• Technically savvy and inclined to self-service.
• Strong judgement needs elicitation and listing skills.
• Strong problem-solving skills are required.
• ECBA certification is required – if not currently certified, must be able to become certified within one year of hiring.
• The following would be definite assets
  • Multi-language capabilities
  • Experience with business to business and business services sales environment
  • Experience working with professional certification programs
  • Experience working with a membership driven organization
  • Experience working remotely and/or with a global/virtual organization