Strategic Account Manager

Job Title: Strategic Account Manager
Contract Type: Permanent
Location: Melbourne
Salary: $150k base
Reference: 806982
Job Published: October 18, 2021 14:45

Job Description

Are you passionate about the chance to bring your extensive sales experience to a world-class company that is market-leading for both content and technology? My client is seeking a Strategic Account Manager who will play a key role in securing new business and delivering sales and retention, both with named accounts and within existing clients.

The Strategic Account Manager articulates the company’s value proposition under organization thematic and where relevant bring subject matter expertise, structured in alignment with specific propositions.  Targeting key decision makers across the Corporate segment, the key priorities for this role will be to manage a book of business with new business development in white space in order to build increasing value and achieve overall revenue targets.
About the Role
In this role, you will have the following responsibilities/accountabilities:
  • Own the end to end business strategy & net target for a specific named account/
  • Create and deliver an insight that leads to differentiation; tailoring a message that resonates with the customer
  • Executing an effective Account Planning workshop & demand generation plan; orchestrating the Virtual Account Team: collecting ideas, tracking activities and actions
  • Understand tradeoffs inherent in short-term commercial gain over long-term profitable growth of business and articulate the one company value proposition under organization thematic & connect with senior stakeholders, C level & decision makers
  • Cross-channel function, building on expert knowledge to target client base, recognize client needs and propose solution.  Where require, pull in the proposition experts to propose solution
  • Generates new business opportunities and closures in white space (cross & up sells)
  • Prospects and demonstrates the company's capability to new customers, develops proposals, negotiates contracts and finally closes the business.
  • Ensures the effective handover of accounts to Professional Services & Customer Success.
  • Delivers recurring and outright revenue, secures liquidity on selected products, generates new opportunities, follows and develops opportunities and leads provided by other sources.
  • Gathers feedback from the customer, maintains accurate customer contact and opportunity data in the appropriate CRM system, develops innovative approaches to problems. Provide feedback on successes and opportunities as well as future risks.
  • Sources own leads through prospecting and research as well as following up marketing generated leads, builds knowledge of competition, maintains accurate customer contact and opportunity data in our CRM system, and conduct win/loss analysis plus maintains strong awareness of external market, to identify business opportunities.
  • Collaborate with Professional Services, Customer Success & Proposition Managers as appropriate.
  • Prepare weekly and monthly reports to monitor performance and review metrics
About You
You’re a fit for this role if you possess the following qualifications and experiences:
  • Minimum of 6 years’ experience in a professional field sales or SaaS business development and/or account management role 
  • Domain knowledge preferred, and/or experience working in technology OR B2B sales to professionals.
  • Demonstrated understanding of the in-house finance, tax, legal, trade, risk functions are preferred
  • Demonstrated track record of success in meeting and exceeding sales targets and retention of book of business
  • Excellent active listening, negotiation, presentation and consultative sales skills; ability to partner effectively with the wider sales team and internal stakeholders
  • Customer centric approach, with commercial acumen and ability to identify opportunities in white space 
What’s in it For You
  • Exposure to an internationally dynamic sales leadership team across APAC, Russia and Middle East.
  • Autonomy and flexibility in organization of teams and work
  • Access to global resources for professional growth and development.