Senior Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage the commercial relationship for a designated portfolio of existing hotel accounts.

• Act as the main point of contact for strategic discussions and revenue-related conversations with customers.

• Create strategic account plans that outline growth priorities, renewal strategies, and the depth of relationships over a 12-month timeframe.

• Identify opportunities for renewal and upselling well in advance of contract expiration.

• Take ownership of renewal results and safeguard recurring revenue streams.

• Transform upsell and cross-sell opportunities into actual revenue.

• Oversee the pursuit of opportunities within existing accounts from identification to closure, including deal strategy, stakeholder alignment, pricing, and contract execution.

• Coordinate with Sales Consultants for complex demonstrations and technical solutions.

• Ensure an accurate Salesforce pipeline and revenue forecasts are maintained.

• Lead customer meetings, business reviews, quarterly business reviews (QBRs), and executive presentations.

• Advocate for customer priorities internally while safeguarding Aven Hospitality’s commercial interests.

• Collaborate with Customer Success, Customer Care, Delivery, Sales Support, and Sales Consulting teams.

• Incorporate market dynamics, competitive activities, and customer feedback into product and commercial strategies.

⛳️ Requirements

• At least 3 years of strategic account management experience in the hospitality industry or hospitality technology sector.

• Demonstrated success in achieving or surpassing revenue retention and growth targets across a portfolio of accounts.

• Strong commercial acumen in renewal strategies, upselling approaches, pricing, and contract negotiations.

• Ability to analyze customer performance data, usage analytics, and commercial metrics effectively.

• Proficient in CRS, PMS, distribution technology, or similar hospitality systems.

• Skilled in using Salesforce for managing pipelines, tracking opportunities, and documenting accounts.

• Exceptional presentation, verbal, and written communication abilities.

• Capacity to build and sustain executive-level relationships across hotel ownership groups, brands, and management companies.

• Strong organizational skills to manage multiple accounts, active opportunities, and competing priorities.

• Willingness to travel up to 25% of the time.

• Bachelor's degree or equivalent; relevant industry experience may substitute for formal education.

• Experience working within a matrixed commercial organization alongside Customer Success, Sales Engineering, and Sales Support functions.

• Background in revenue management, distribution strategy, or hotel technology operations.

• Familiarity with SynXis, SynXis Central Operations, or related Aven Hospitality products.

• Advanced proficiency in Microsoft Office (Excel, PowerPoint, Word).

🏝️ Benefits

• Reasonable accommodations provided for applicants with disabilities.

• Equal employment opportunity/affirmative action employer dedicated to offering employment opportunities to minorities, women, veterans, and individuals with disabilities.