Sales

Cloud Account Manager, SMB

At JFrog, we have more than 5,000 paying customers, 60,000 installations and millions of developers globally that rely on JFrog’s world-class infrastructure for software management and distribution. Customers include some of the world’s top brands, such as Amazon, Google, MasterCard, Netflix, Barclays, Cisco, Oracle, Adobe, Tesla and VMware. Our passion for high-quality software, unique customer service and phenomenal support is the foundation of our success!

We achieve 95% contract renewal rate among our Fortune 500 customers not only because of the brilliant products we create but also because of the unbeatable support and services we provide. Our passion for high-quality software, unique customer service and phenomenal support is the foundation of our success.

As a JFrog Cloud Account Manager on our SMB team, you will be responsible to ensure that your customers understand, internalize and experience the value of our products and solutions throughout the duration of their journey with JFrog and transforming customer engagement from a traditional ‘reactive’ to a ‘proactive’ mindset. This is an inside sales position.

Responsibilities

  • Manage Global Cloud business monthly customers to fuel the JFrog’s Cloud Pipeline and Growth worldwide while managing a sales funnel of opportunities
  • Educate customers on JFrog products/services & evangelize key wins
  • Leverage BI tools to Grow existing business and acquire new business
  • Work cross functionally with Finance, Engineering, SRE, Support, Sales Ops and Legal as needed
  • Identify and close new up-sell and expansion opportunities with existing accounts
  • Responsible for the success and renewals process for the customer portfolio; analyze usage metrics to understand customers’ usage of JFrog’s product (evaluate product adoption)
  • Contact customers throughout life cycle and prior to renewal to discuss metrics and identify obstacles to renewals
  • Manage, track, and report on all activities and results using Salesforce
  • Very thorough sales pipeline forecasts
  • Develop customer relationships to promote loyalty, cross sell, and upsell
  • Work closely with Demand Generation team to drive and follow-up on targeted campaigns and increase the pipeline
  • Meet or exceed your quota
  • Drive and help develop sales plans to strategically expand product adoption through sharing best practices and implement growth and optimization strategies for maximum value and success within customer base
  • Escalate at-risk customers appropriately
  • Document communications and transactions in Salesforce to ensure accurate forecasting and analysis.

Desired Skills and Experience

  • 3 years or more of previous working experience in a Sales position
  • Experience in SaaS and/or PaaS subscription sales
  • Hands on experience with CRM software and MS Excel
  • In-depth understanding of the sales process
  • Excellent communication, interpersonal and team management skills
  • Strong analytical and organizational skills
  • Driven, responsive, and ambitious individual with a strong desire to succeed in a fast paced, team environment
  • High level of empathy - it’s important for our AM’s to be a good person to peers and prospects
  • BSc degree in Sales, Business Administration or similar relevant field
  • Experience in SaaS and/or PaaS subscription sales
  • Positive and energetic phone skills, excellent listening skills, creative and strong writing skills

 

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