Strategic Account Manager

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

📋 Description

• Report to the Vice President of Account Management and take ownership of a portfolio comprising high-value accounts.

• Ensure retention and growth by comprehending customer priorities and showcasing value prior to renewal.

• Develop and uphold account profiles and plans that encompass strategic priorities, use cases, recommendations, whitespace and expansion analysis, and event technology stacks.

• Identify stakeholders and buying committees, including their influence, decision-making power, priorities, and account politics.

• Conduct discovery sessions to reveal unexpressed customer priorities and shape account strategies.

• Construct customer business cases and spearhead executive business reviews that highlight quantified ROI and outcomes.

• Cultivate multi-threaded relationships with senior stakeholders, acting as a trusted advisor.

• Early identification of renewal risks with Customer Success Managers (CSMs) and assess when to push, hold, or bring in additional support.

• Negotiate multi-year agreements by leveraging customer usage, value, and alternatives.

• Monitor the competitive landscape, industry trends, and event solutions utilized by customers.

• Collaborate with Finance, Legal, and Product teams to structure mutually beneficial agreements.

• Supply customer insights to leadership to guide pricing, packaging, and product roadmap decisions.

• Maintain renewal forecasts and expansion pipelines in Salesforce.

⛳️ Requirements

• Proven experience in SaaS account management, preferably in enterprise or strategic segments.

• Familiarity with account planning and whitespace analysis.

• Demonstrated experience in showcasing customer ROI and outcomes.

• Track record of negotiating complex multi-year contracts.

• Experience in managing relationships with VP and C-level stakeholders within large, complex enterprise organizations.

• Ability to manage a book of business focused on Gross Revenue Retention (GRR) and Net Revenue Retention (NRR).

• Strong business acumen and commercial skills.

• Proficient analytical abilities, sound judgment, and critical thinking skills.

• Skilled in conducting effective discovery and creating quantified business cases.

• Competent in managing strategic renewals and expansion opportunities.

• Proficient in using Salesforce for managing renewal forecasts and expansion pipelines.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Generous paid time off and flexible work arrangements.

• Opportunities for professional development and career advancement.

• Engaging company culture with team-building events and activities.