Account Manager (Enterprise, EMEA)
Posted Updated
Description
- Foster relationships within an international portfolio of enterprise-level clients, targeting growth and strategic alignment
- Propel approximately 30% YoY growth from the designated account set, leveraging the following strategic sales motions:
- Strategic Account Planning
- Account Based Sales (ABM)
- Tailored Sales Automation Drip Campaigns (Salesloft / Outreach.io)
- Embrace Enterprise GAP / Value / Solution Sales Methodologies
- Attain a 93% Gross Retention Rate (GRR) via Renewals
- Execute Upsell / Cross-Sell / Nurture / GTM / Awareness Sales Campaigns
- Construct and Deliver Interactive Growth Presentations and Proposals
- Deliver exceptional Customer Experiences for both the dedicated Customer Portfolio and new clients, ensuring their triumphant onboarding
- Engage stakeholders proactively, addressing strategic, technical, and soft skill aspects
- Sustain value through structured cadences, encompassing business, process, onboarding, and technical discussions, alongside webinars and other communications
- Convey the value of our products through innovative approaches
- Drive the adoption of novel features and enhancements, perpetuating growth
- Conduct Quarterly Business Reviews and interactions grounded in value with clients
- Cement customer renewals by consistently delivering unwavering value
- Oversee the complete customer lifecycle, including escalations and touchpoints
- Amass insights and recommendations from clients to inform product refinement
- Exemplify thought leadership and orchestrate customer advocacy
- Create client-facing materials, including support articles, FAQs, release notes, and contribute to customer / GTM webinars
- Rigorously document and classify client interactions for valuable insights
- Within 1 Month, You’ll..
- Complete orientation
- Begin 1:1s with your manager
- Meet with other team members and stakeholders in Sales, Customer Success, Solutions Engineering, Business Development, Partnerships and Operations
- Introduce yourself to your accounts
- Listen and learn from shadowing calls of your peers
- Develop your Flosum 30 / 60 / 90 day plan
- Within 3 Months, You’ll..
- Have a strong understanding of Flosum and feel comfortable pitching our software and services
- Become an expert with our internal tools and processes
- Work closely with Business Development reps to collaborate on prospecting into your accounts
- Within 6 Months, You’ll..
- Meet or exceed your pace to quota
- Continue to focus on the objectives within your annual plan
- Navigate and execute most aspects of your role independently. (though help is always available)
- Within 12 Months, You’ll..
- Be seen as a trusted business-advisor and Flosum expert, making a significant impact on the Sales Team
- Be considered a top-performing AM on the team by consistently exceeding your goals
- Set an example for new Account Managers and assist in the training, onboarding and motivating new team members
- You thrive working remotely, cherish structured routines, and exemplify a professional demeanor
- You are humble, and collaborate well with other people. You thrive working within a team, and exhibit excellent communication and interpersonal skills
- Multilingual proficiency to elevate global engagement is a distinct advantage
- Available to travel up to 25%
- You are self-motivated, reliable, and can function effectively in a distributed team
- You have experience selling to technical buyers and working with resellers, VAR’s, and channel partners
- You are internally driven by curiosity and continuous learning. You have proven that you can be entrusted with big decisions, and you strive to bring thoughtfulness and empathy to all of your work
- You’re a dynamic, results-driven individual with a fervor for technical sales and an innate grasp of SaaS Customer Account Management
- You are highly organized and thrive in a high-velocity environment that, although reasonable and respectful, often has ambiguities and competing priorities
- You’re an ambitious Sales Account Manager with a proven track record over 3+ years growing revenue within Enterprise customer accounts with a customer-centric approach
- Certified Sales Certifications & demonstrated ability to consistently achieve $1mm+ quotas
- Expertise in Salesforce platform support, development or CyberSecurity
- Background in project or product management
- Prior exposure to DevOps solutions
- Experience in process design and documentation