<p>Archer Account Manager, Enterprise Accounts - Remote New York</p> <p>Location: Remote - New York, New Jersey, Connecticut, or Eastern Pennsylvania About Archer: For nearly 25 years, Archer has been a pioneer and a trusted global leader in delivering comprehensive compliance and risk management solutions to empower organizations to effectively navigate risks, ensure compliance, and achieve their business objectives. Our innovative GRC solutions are designed to provide companies with a clear, unified perspective on their risk landscape and enable data-driven decision-making and strategic planning. By leveraging cutting-edge technologies such as AI and risk quantification, we equip our clients to anticipate, adapt to, and overcome challenges in today's rapidly evolving market. At Archer, we don't just help organizations manage risk - we help our clients transform risk into a strategic advantage and turn uncertainty into opportunity. Learn more at www.ArcherIRM.com Archer is the global leader in Integrated Risk Management (IRM), offering a unified, configurable platform that empowers organizations to manage multiple dimensions of risk-cybersecurity, ESG, operational, third-party, and compliance. With the launch of Archer Evolv, a next-generation SaaS solution powered by AI and deep learning, Archer is redefining how organizations approach risk and compliance-making it more proactive, intelligent, and integrated 1.</p> <p>The Account Manager is responsible for managing, renewing and growing relationships with named, strategic, enterprise accounts across the full suite of Archer's products and services. These targeted, Fortune 500, accounts are regionally based across a variety of industries.</p> <p>Principal Accountabilities:</p> <ul> <li>Drive adoption of Archer's holistic IRM platform, including new modules and capabilities that support regulatory change management and control alignment, AI governance, digital transformation, , third-party risk management and ESG reporting </li><li>Promote and position Archer Evolv as a transformative solution for compliance and risk management. </li><li>Guide clients through the adoption of AI-driven capabilities, including regulatory intelligence, automated control mapping, and dynamic risk identification. </li><li>Collaborate with product and marketing teams to evangelize Evolv's differentiators in the market. </li><li>Educate clients on the value of Archer's SaaS and on-premises offerings, tailoring solutions to meet their risk maturity and infrastructure preferences. </li><li>Leverage Archer's latest marketing campaigns and thought leadership to position the brand as a strategic partner in enterprise risk transformation. </li><li>Understands customers' business and solutions requirements. </li><li>Territory/account management, including account planning and sales forecasting. </li><li>Customarily and regularly engages with decision makers at client facilities in performing primary duties. </li><li>Leads sales process and utilizes all available resources to manage accounts. </li><li>Skillfully overcomes objections and removes obstacles / eliminates barriers to gain commitment; understands the difference between a stall and an objection. </li><li>Updates CRM tools regularly and in a timely manner, according with company standards. Ensures high forecasting accuracy and consistency. </li><li>Self - starter, ability to leverage resources cross-functionally and maintain white space analysis and execution to drive expansion within existing clients. </li><li>Maintains a strong knowledge of Archer's products through commitment to ongoing training. </li><li>Understands Software as a Service Business Model. </li><li>Ability to run and control the sales process at every stage through contract signing. </li><li>Works with Partners, Marketing and leadership to service and grow client relationship. </li><li>Maintain 4 rolling quarters pipe coverage adequate given quota and win rates. </li><li>Identifies long-term and short-term sales opportunities. Focuses on sales activities that produce results in the short term as well as the long term. </li><li>Transfers customer information and market knowledge to various cross-functional teams to improve overall development and positioning of offerings within the Archer portfolio. </li><li>Sales growth is attained through new solutions, additional client teams, professional services, and set training sales. </li></ul> <p>Principal Responsibilities:</p> <ul> <li>Serve as a trusted advisor on the implementation and strategic use of Archer Evolv. </li><li>Identify opportunities to transition legacy clients to Evolv, highlighting ROI and operational efficiency. </li><li>Stay current on regulatory trends and AI innovations to support client success. </li><li>Collaborate with marketing and product teams to translate customer feedback into product innovation and go-to-market strategies. </li><li>Act as a trusted advisor to clients, guiding them through risk maturity journeys using Archer's IRM maturity model. </li><li>Promote cross-sell and upsell opportunities across Archer's expanding portfolio, including new modules and services. </li><li>Demonstrated working understanding of risk, compliance, audit, ESG, cyber risk, vendor risk, business continuity domains. </li><li>Converts inbound leads and obtains outbound leads that results in ample 4 rolling quarter pipe coverage. </li><li>Maintains partner, reseller, and distributor relationships. </li><li>Interfaces directly with customers to ensure satisfaction with Archer solutions and services. </li><li>Identifies appropriate products and services to meet the full range of customer needs. </li><li>Identifies cost effective and practical alternatives for the assigned business area by bundling products/service "solutions" to maximize our opportunity while meeting customer's needs. </li><li>Seen as an expert in a given segment and/or channel. </li><li>Point of contact for escalated issues. </li><li>Skillfully negotiates with others to achieve desired results/meet customer needs. </li></ul> <p>Skills:</p> <ul> <li>Understanding of AI and machine learning applications in risk and compliance. </li><li>Ability to communicate the value of regulatory intelligence and automated compliance workflows. </li><li>Familiarity with modern SaaS architectures and digital user experiences. </li><li>Familiarity with emerging risk domains such as AI governance, digital risk, and ESG compliance. </li><li>Ability to articulate the value of integrated, cross-functional risk management to C-level stakeholders. </li><li>Experience with platform-based risk solutions and configurable SaaS environments. </li><li>Strong Knowledge of SaaS sales methodologies, best practices, and industry trends. Competence in strategic planning. </li><li>Advanced oral, written, and presentation communication skills to interact with upper leadership, staff, vendors and clients. </li><li>Time management and multitasking skills in order to handle numerous tasks and clients at one. </li><li>Strong organizational skills and attention to detail. </li><li>Microsoft Excel skills. </li></ul> <p>Education & Experience:</p> <ul> <li>Typically requires 8+ years of field sales experience in an account management / relationship selling role with a bachelor's degree. </li><li>Demonstrated achievement in complex sales cycles / enterprise software/IT sales. </li></ul> <p>Other Duties:</p> <ul> <li>Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice at management discretion based on business need. </li></ul> <p>About Archer's Culture and Work Environment:</p> <p>Our people, team collaboration and dynamic leadership is the centerpiece of our great culture and the reason for Archer's 25 years of success. Over the years, many companies and global organizations have been faced with tough decisions. Layoffs, reorganizations, acquisitions, and mergers. Yet, throughout these challenging times, Archer has exemplified strong innovation and growth and a commitment to our employees.</p> <p>Why is this possible? Collaboration is the key to our success. It inspires great innovation and innovative ideas. It is why Archer's is a household name in the GRC space. Companies, from F500 - F1000, come to Archer first - for our thought leadership and for our ability to meet customers where they are.</p> <p>As we continue to grow and evolve, our focus will remain the same: continue innovating, support our customers and employees and continue driving the risk management industry to new levels.</p> <p>Archer is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Archer are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. Archer will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All Archer employees are expected to support this policy and contribute to an environment of equal opportunity.</p> <p>If you need a reasonable accommodation during the application process, please contact talent-acquisition@archerirm.com. All employees must be legally authorized to work in the US. Archer participates in E-Verify. Archer and its approved consultants will never ask you for a fee to process or consider your application for a career with Archer. Archer reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date.</p>