Account Manager

2 weeks ago

Lake Argyle, Australia Avetta Full time

About Avetta

Avetta is a leading provider of cloud-based technology and human insights that connects the world's leading organizations with qualified suppliers, contractors, and vendors. Our platform brings unmatched visibility to companies through cloud-based technology and human insights, fostering sustainable growth for businesses and their supply chains.

Job Summary

The Account Executive is a key role in our Sales Team, responsible for developing long-term relationships with a portfolio of 10-25 assigned Clients. The primary objective is to ensure optimum use and satisfaction with our solutions to secure continued expansion. This involves representing the entire range of company products and services to assigned customers, leading the customer account planning cycle, and ensuring assigned customers' needs and expectations are met by the company.

Key Responsibilities

  • Assume Account ownership and operate as lead point of contact for all matters relating to assigned 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.
  • 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.
  • Adhere 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.

Requirements

  • Accountable for results and deliverables, able to work independently and proactively.
  • Excellent negotiation and presentation skills.
  • Excellent verbal and written communication skills.
  • Skilled in use of Microsoft Office and Salesforce.com.
  • Excellent time management skills.
  • 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

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

Education, Training, and Experience

  • Bachelor's Degree preferred.
  • Minimum of 3-5 years of Account Management experience in an enterprise software/complex sale, ideally a SaaS environment.
  • Experienced in being responsible for Renewal and/or Expansion/Upsell quota with consistent proven success.
  • Global experience highly preferred.

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