Key Account Manager

Russ Erickson, VP Investment and Partnerships

About the Role

Reporting to the VP of Investment & Partnerships, the Key Account Manager serves as a key member of the business development team and actively seeks out and builds successful relationships with Amii’s potential and existing clients and service delivery teams. The Key Account Manager will liaise with Amii’s existing clients as well as seek out new business, primarily in assigned target market sectors. This position will effectively guide clients through the sales process and expertly close agreements to deliver Amii’s AI capacity building programs to valued clients globally.

In this dynamic and challenging position, the ability to navigate complex negotiations, understand client needs, and provide strategic insights to client stakeholders and to internal teammates is critical.

This position focuses on achieving excellence in three main accountabilities:

- Sales Revenue: Growing revenue from Amii’s AI capacity-building programs for businesses through outbound revenue generation activities.
- Partner Relationships: Effectively build and maintain client relationships within targeted industries across stakeholder groups, and owning and nurturing those relationships over time as partners engage with Amii through different products and services.
- Target Market Development: Build, execute, and iterate market development plans to build revenue from target accounts in targeted market segments, including collaborating closely with the broader revenue team and providing ongoing client and industry insights as the recognized expert in field-level market intelligence.

Required Skills / Expertise

Key Responsibilities:
Sales Revenue
- Collaborates with leadership and the broader revenue team to develop and implement sales strategies tailored to market segments to maximize revenue generation
- Maintains and grows the sales opportunity pipeline
- Provides accurate sales forecasts and maintains detailed records of sales activities and customer interactions to ensure revenue objectives are met and enable data-driven decisions across the revenue and product teams.
- Monitors and manages contract renewals, ensuring a high customer retention rate and continuous revenue stream
- Identifies and develops strategic partnerships that can enhance the value proposition for market segments and drive business growth
- Partners with the technical delivery teams to successfully onboard and deliver value to new and current clients

Partner Relationships
- Collaboratively works with clients from a customer-focussed perspective to remove barriers
- Be the first point of customer contact for potential Amii clients
- Conducts discovery calls with prospects, including learning about clients’ pain points, conducting presentations about Amii’s services, and articulating Amii’s ability to help clients achieve their business objectives
- Supports technical discussions between prospects and Amii’s Product Owners and Machine Learning Scientists.
- Addresses and resolves any issues or conflicts that arise within the partnership to maintain a strong and positive working relationship

Target Market Development
- Conducts market research to identify trends, competitive landscape, and opportunities for growth within target markets
- Undertakes and maintains ongoing client and account insights
- Collaborates with and informs the broader revenue team in the development and support of market segment lead generation campaigns
- Identifies and prioritizes potential clients within the target market that align with Amii’s growth strategy
- Identifies event-based opportunities for outbound business development and lead generation, build plans, drive execution and report on outcomes.
- Provides client and market input to the technical delivery teams to assist in identifying and prioritizing product and program improvements

Qualifications:

- Post Secondary Degree or equivalent combination of education and experience
- 3+ years of sales experience in technology or service organization
- Drive and tenacity to follow through with clients to achieve sales targets within sales cycles
- Proven track record of meeting or exceeding targets and receiving exceptional client feedback
- Proficiency with common client success and client relationship management software
- Experience in the life sciences or health sector (nice to have)

Knowledge, Skills and Abilities (KSA):

- Possesses intense curiosity about artificial intelligence and machine learning, and a willingness to learn about how it can help accelerate business opportunities in multiple industries
- Ability to interact with a broad spectrum of organizations and individuals from early-to-mid-stage startup founders to senior level people in enterprises
- Able to work independently while keeping multiple people and teams connected to the sales engagement process
- Able to build strong internal and external relationships with multiple stakeholders in ke