Principal Account Manager

iCIMS • Lansing, MI • 3h ago

Job Overview

At ICIMS, we help our customers build winning workforces. Our Account Management team plays a critical role in enabling customers to unlock their full potential by attracting, engaging, hiring, and advancing top talent.

In this role, you will manage and grow existing customer relationships by delivering additional value through ICIMS solutions. You'll partner closely with customers to understand their business strategies, priorities, and needs, ensuring successful renewals, expansion opportunities, and overall customer satisfaction.

With a strong understanding of ICIMS solutions, proven customer success stories, and a well-established book of business, you'll have the tools and support needed to achieve both growth and retention targets. This role also offers advancement opportunities across Account Executive, Strategic Account Management, and leadership pathways as we continue to expand globally.

This position supports enterprise accounts with 5,000+ employees across the United States and is remote, with up to 25% travel required.

About Us

ICIMS is a leading enterprise hiring platform that combines the scale and reliability of enterprise software with the transformative power of AI. Thousands of organizations across more than 200 countries and territories trust ICIMS to find and hire the people who shape their future and drive their business forward. Powered by insights from billions of hiring interactions, continuous AI innovation, and a highly extensible platform, ICIMS helps organizations turn talent acquisition into a competitive advantage. For more than 25 years, ICIMS has delivered end-to-end hiring solutions that improve recruiting efficiency, reduce costs and create exceptional candidate experiences.

ICIMS helps solve one of the biggest challenges businesses face today: building a workforce that can adapt, scale, and perform in an increasingly competitive and unpredictable talent market. We uniquely do that by combining enterprise-grade hiring technology, AI-powered insights and automation, and connected talent experiences to help organizations improve hiring outcomes while driving measurable impact.

Responsibilities

Proactively solicit and drive new business within assigned accounts.

Builds, monitors and handles a sales pipeline to ensure consistent achievement of quotas and metrics for assigned accounts.

Leads the entire contract renewal process, including coordinated efforts with marketing, pre sales, sales management, accounting, services, legal and technical groups.

Maintains accurate and timely customer, pipeline, and forecast data.

Through a consultative approach, uncovers customer business issues and crafts value based proposals as a trusted advisor.

Research target accounts to identify and assess customer needs and effectively links product value, features/benefits to those needs.

Develops and maintains current product knowledge and can explain the business value of our offerings.

Prepares presentations, demonstrations, investment summaries, and sales contracts.

Conducts Executive Business Reviews, to develop a deep understanding of the client's needs and struggles. Links iCIMS' products back to key business issues.

Qualifications

5+ years of account management, customer relationship management or sales experience in Software-as-a-Service required.

Shown success in consistently achieving retention and growth sales quotas.

Demonstrated ability of basic sales acumen and drive to participate in a sales environment with quota responsibilities

Ability to effectively connect with customers, build relationships, and uncover opportunities with a value based approach.

Displays negotiation skills and ability to navigate a customer's internal organization (ex: finance, legal, IT).

Ability to clearly present material and effectively overcome objections.

Able to connect with and influence multiples layers within organizations, including Senior Leadership.

Proficiency with Microsoft Office products such as Powerpoint, Word and Excel.

Preferred

Experience with Salesforce and Clari

Experience with 360 degree selling methodology

Experience in the HR services / technology industry

EEO Statement

iCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS.

We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at careers@icims.com.

Compensation and Benefits

We accept applications for this position on an ongoing basis until the position is filled. Applications will be reviewed as they are received, and qualified candidates may be contacted throughout the posting period.

The anticipated base salary range for this position is $95,000-$110,000 . In addition, the estimated on-target earnings ("OTE"), which includes base salary and commissions, is $190,000-$220,000.

Actual compensation will depend on various job-related factors, including but not limited to, location, experience, and job qualifications. This range aligns with our commitment to equitable and transparent compensation practices, as required by applicable law.

Competitive health and wellness benefits include medical, dental, vision, 401(k), dependent care, short term and long-term disability, life and AD&D insurance, bonding and parental leave, mindfulness resources, an open vacation policy, sick days, paid holidays, quiet hours each workday, and tuition reimbursement. Benefits and eligibility may vary by location, role, and tenure. Learn more here: https://careers.icims.com/benefits

iCIMS

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