Account Manager

2 weeks ago

Calgary AB, Canada Norwest Venture Partners Full time

About Avetta Avetta is building the connections that build the world. Job Description

Avetta’s SaaS platform connects the world’s leading organizations with qualified suppliers, contractors, and vendors. We bring unmatched visibility to companies through cloud-based technology and human insights. As a result, we foster sustainable growth for businesses and their supply chains. Our SaaS subscription software is used by 85k+ active customers in over 100 countries.

SUMMARY

The Account Manager is responsible for developing long-term relationships with a portfolio of 10-25 assigned Clients with the objective of ensuring optimum use and satisfaction with our solutions to secure continued expansion. In this role, you will represent the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. The Account Manager will be responsible for Client Renewals and, by providing feedback regarding each Client’s success, will be a key voice of the Client from the Sales Team. This role will integrate with Client Implementation, Customer Success and Product Management Teams. Account Managers are the primary contact for our most important and critical Clients and are targeted with a sales and client retention quota based on metrics around Renewal, Client Expansion and Client Satisfaction.

Essential Duties and Responsibilities

  • After initial deployment, the Account Manager will assume Account ownership and operate as lead point of contact for all matters relating to your clients.
  • Develop and manage relationships with key Client stakeholders and executive sponsors within the Safety, Procurement, Finance/Risk and Legal functions at Client Site and Corporate levels.
  • In collaboration with Client Implementation and Customer Success ensure a high level of satisfaction with our solutions and services.
  • Create and document a strategic account plan for each assigned client.
  • Perform remote and onsite Client Reviews, identifying opportunities for improvement satisfaction and managing subsequent engagements. Reviews can be weekly, monthly, or quarterly depending on client needs, in concert with developed strategic account plan.
  • Communicate all new features and products to assigned clients.
  • Demo all products and features to current and/or expansion opportunities.
  • Identify Expansion opportunities within assigned Clients and collaborate with other Teams as appropriate to ensure growth attainment.
  • Participate in continuous improvement of Account Management Team.
  • Create and communicate top customer issues, assist in developing action plans to resolve.
  • Adherence to all sales processes including accurate and timely updating of applicable systems.
  • Track and own your Account Management Metrics, Client Satisfaction, Client Call Plans, Client Reviews, Reference Status and deliver complete Sales Forecasts.
  • Successful achievement of assigned sales quota.

Minimum Qualifications, Education & Experience

  • Bachelor’s Degree preferred.
  • Accountable for results and deliverables, able to work independently and proactively.
  • Experienced in being responsible for Renewal and/or Expansion/Upsell quota with consistent proven success.
  • Minimum of five years of Account Management experience in an enterprise software/complex sale, ideally a SaaS environment.
  • Global experience highly preferred.
  • Excellent negotiation and presentation skills.
  • Excellent verbal and written communication skills.
  • Skilled in use of Microsoft Office and Salesforce.com.
  • This position requires extensive travel.

Other Desired Traits:

  • Technically sound in computer skills, familiarity with CRM applications / SalesForce.com.
  • Problem analysis and problem-solving.
  • Desire to put in hours required to execute on job responsibilities.
  • Consultative/Challenger approach to Account Management.
  • Structured organized approach.

Metrics that Matter:

Potential candidates for the position must meet the following performance metrics:

  • Minimum - quarterly business reviews with each assigned client.
  • Meet or exceed new billings assigned quota, maintain 100% pace throughout the year.
  • Be able to display all current account plans at anytime.
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