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Strategic Account Manager
Versaterm
Vancouver, CAN
Full Time
Senior
2 weeks ago
MEDDPICCChallenger SaleConsultative SellingStrategic Account PlanningPublic Safety SaaSCRM Management
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MEDDPICCChallenger SaleConsultative Selling
About the Role
Versaterm is seeking a Strategic Account Manager to drive migration opportunities and whitespace growth for public safety software solutions. The role requires 12-15+ years of experience with at least 7 years in SaaS sales, and expertise in MEDDPICC and Challenger Sale frameworks.
Key Skills for This Role
MEDDPICCChallenger SaleConsultative SellingStrategic Account PlanningPublic Safety SaaSCRM Management
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
- 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
Requirements
- 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 across diverse stakeholder groups
- Demonstrated success consistently meeting sales quotas and crafting/growing pipelines in net new territories
- Must be legally authorized to work in Canada and obtain and maintain a Reliability security clearance
Full Job Posting
The Company
- Versaterm is a global public safety solutions company helping agencies transform their organizations.
- We deliver intuitive tools developed for public safety agencies, forensic labs, court systems, schools and other institutions.
The Role
- The Strategic Account Manager focuses on large accounts, foundational system upgrades, and whitespace growth through consultative selling.
- This role leads strategic initiatives to migrate customers to Versaterm's core systems (vCAD/vRMS) and expand adoption of vMobile applications.
What You Do
- 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.
- 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.
What You Bring
- 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.
Security Clearance
- This position requires a security clearance from the Government of Canada.
- Candidates must be legally authorized to work in Canada and must successfully obtain and maintain a Reliability security clearance.
- Due to the nature of our work with public safety agencies, this position requires compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy.
- Candidates must successfully pass a comprehensive, fingerprint based background check.
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