Senior Account Manager
Employment Information
Job Description
Account Manager managing client relationships for a leading trademark protection company. Driving revenue growth and ensuring client satisfaction with innovative brand protection solutions.
Responsibilities:
- Own the commercial relationship for your account book of key customers with a focus on maintaining and growing revenue
- Serve as key point of contact for an account book of key customers working towards a gross renewal target and revenue target
- Build and maintain strong relationships with your customers
- Achieve assigned renewal, upsell, and cross-sell targets by collaborating with internal partners to ensure high customer usage and satisfaction
- Manage risk assessment plan for your account book with next steps and actions in place for accounts identified at risk
- Manage renewal of contracts, commercial discussions, and the annual customer contract and renewal cycle
- Negotiate and execute contracts to maximize annual recurring revenue
- Negotiate annual price increases
- Identify, develop, negotiate and convert new upsell and cross-sell opportunities
- Meet with customers virtually and in person when appropriate to drive a consultative and partner-based sales approach
- Understand each customer’s fiscal year and budget cycles and their contract and procurement processes
- Keep Salesforce.com and other support tools updated with timely, relevant, and accurate information
- Forecast weekly, monthly, quarterly
- Collaborate with sales team and other commercial team members to identify and grow opportunities within your account book
- Keep up to date with all major product updates and be able to articulate their value to our clients
- Be able to articulate any new products and services and their value proposition
- Clearly communicate progress of initiatives and campaigns to internal and external stakeholders
Requirements:
- Previous experience in Account Management with commercial responsibility for renewals and growth
- Prior experience of supporting Enterprise clients
- Experience in roles requiring frequent customer facing and interaction
- Track record of meeting and exceeding revenue targets
- Experience working in technology or SaaS companies, preferably in the IP space
- Able to articulate complex solutions and deliver business cases that resonate with our customers
- Strong research, problem-solving and analytical skills
- Ability to create clear messaging to articulate and promote the business use cases of new technology
- Experience delivering business cases, account plans, and regular business reviews
- Able to collaborate with cross functional teams
- Demonstrable knowledge of procurement, contract process and negotiation
- Strong problem-solving and analytical skills
- MEDPICC or other sales methodology training preferred
- Willingness to travel about 25%
Benefits:
- Flexible work environment
- Opportunity to travel to client meetings and industry events
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