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Account Manager

2 months ago

Sydney, New South Wales, Australia Avetta Full time
Job Title: Account Manager

Avetta's SaaS platform connects leading organizations with qualified suppliers, contractors, and vendors. We bring unmatched visibility to companies through cloud-based technology and human insights, fostering sustainable growth for businesses and their supply chains. Our SaaS subscription software is used by 85k+ active customers in over 100 countries.

Job Summary

The Account Executive is responsible for developing long-term relationships with a portfolio of 10-25 assigned Clients, ensuring optimum use and satisfaction with our solutions to secure continued expansion. They will represent 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 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.
  • Adherence 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 CRM applications.
  • Excellent time management skills.
  • Technically sound in computer skills.
  • 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 anytime.
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.