The position:
The Customer Success Account Management team partners with sales and support to execute growth, retention and renewals strategy for our customers. They are responsible for conducting account reviews, risk assessment and due diligence while developing renewal and growth strategies for each of their named accounts. Accounts team members take ownership and maintenance of all renewal opportunities, forecasting, negotiation, generate upsell/cross sell opportunities, engage internal resources and close renewals prior to contract expiration.
The Key Account Manager is accountable for the contract renewal of our largest enterprise customers and upsell opportunities of their assigned customer base. This role is focused on building long-term Client value through developing trusted relationships, contributing to the P&L of new and existing business at the Client, and promoting new strategic initiatives that align Pipl’s solutions to the client’s needs and values. You will be measured on logo and revenue attrition, incremental ACV (annual contract value) of your contracts, qualified new business opportunities, and renewal rate.
What you’ll do:
- Meet assigned quotas by developing and maintaining business relationships, creating and implementing sales strategies and tactics, that build the business and brand. Quotas are defined to protect and defend current business and grow business in your named accounts
- Maintain high-level customer loyalty and build trust and integrity.
- Represent the entire Pipl portfolio of products and services.
- Negotiate contracts for emerging business opportunities and renew existing contracts that present the most favorable terms possible for all parties
- Identify and secure executive sponsorship to solidify business relationships and opportunities
- Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts).
- Establish new business opportunities with targeted accounts through networking, qualifying and closing techniques. Establish buying influences, budgets and purchasing criteria for clients.
- Support ongoing relationships with assigned existing clients, up-selling new products and services matched with identified client needs and requirements.
- In-person customer meetings; overnight travel 25%.
You have:
- Bachelor’s degree in business, communications or related field.
- 4+ years in Enterprise Account Management, working with Fortune 100 companies.
- Previous experience with selling usage licensing models.
- Fraud industry experience.
- A curiosity to learn our customers’ business problems.
- Exceptional attention to detail with strong organizational and prioritization skills.
- Strong organizational skills with the ability to manage multiple projects simultaneously.
- Considerable interpersonal skills are mandatory, including the ability to establish and maintain effective working relationships with others.
- Salesforce proficiency.
Extra points:
- Experience with e-commerce, and financial services industries.
- Proven experience in growing a dedicated book of business.