Account Manager Germany

Our client

The company is the fastest growing Product Lifecycle Management (PLM) company reinventing engineering and manufacturing software to empower their customers with the flexibility to overcome tomorrow's challenges. From their technology to their community to the way they do business, they are transforming the way the world makes products. Their technology enables greater scalability, flexibility, and security for the world's largest enterprises. Airbus, General Electric (GE), Hitachi, Honda, Kawasaki, and Microsoft are just a few of the organization's using our software.

The company targets a variety of industries including automotive, aerospace and defense, high-tech electronics, medical devices, industrial manufacturing.

Are you looking for an opportunity to apply your sales skills at an exciting, growth-oriented company focused on taking PLM solutions to the next level? This could be the place for you!

The ideal candidate for an (Senior) Account Manager has an aptitude for building and maintaining strong client relationships, as you will be responsible for connecting with key business executives and stakeholders, improving customer satisfaction, and adding value to drive commercial account expansions. You will maintain the existing account revenue and look for additional opportunities for growth and expansion. As a (Senior) Account Manager for an assigned portfolio of customers, you will be tasked with supporting all aspects of the business relationship, ensuring clients are meeting their business goals, while supporting the company’s growth goals.

What you will be doing

• Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales

• Develop retention and expansion strategies in coordination with Sales team, Solutions Consultants and Product Management and other internal support teams.

• Foster and grow relationships with key retention customers, offer personalized service, and support them in their strategic goals

• Build the required level of knowledge about our customers' business processes, workflows, and technical requirements to act as a trusted advisor

• Monitor the health, business progress, and the latest news about the customer in your portfolio

• Serve as the primary commercial point contact and internal advocate for the buyer/budget holder and as the liaison between the customer and internal teams, including Customer Success and Product.[KR2]

• Collaborate with Sales, Solutions Consultants, Pre-Sales and Customer Success to develop tailored growth plans your accounts and ensure the customer meets their success metrics for the software.

• Maximize upsell opportunities by identifying new solutions and applications for the Aras platform in order to drive revenue

• Coordinate with field and corporate marketing campaigns for target accounts

• Own the relationship with your customer portfolio, including communicating with stakeholders on a regular basis, while establishing strong relationships across the organization.

• Communicate effectively internally and externally to understand customer needs, maximize retention, and communicate learnings

• Act as the point of contact for the customer within the organization to ensure customer satisfaction through responsiveness and customized support

• Consistently deliver on key retention related KPIs and proactively work to ensure potential issues are escalated early and often

• Engage in business processes, technology trends, and industry workflows to gain insights and recommendations about the value of current and new Aras solutions

• Maintain a book of business that you will be measured against based on achievement of gross churn and expansion targets and forecasting and reporting on gross churn and expansion pipelines to management.

• Maintain customer and prospect information and track opportunities in Salesforce

What you’ll need

• 7-10+ years of experience carrying a quota for large and enterprise accounts in B2B software account management and/or sales, ideally SaaS and PLM technology

• Excellent communication and interpersonal skills with an aptitude for building strong client relationships

• Strong negotiation skills with a win-win and a problem-solving attitude

• An ability to skilfully manage escalations, timelines, priorities, and expectations - both on a customer-by-customer basis, as well as across your portfolio

• The ability to go above and beyond for customers and speak to the resulting quantitative and qualitative success from your efforts

• A consultative selling attitude - which means spending time with the customer to intimately understand the business challenges the customer is trying to solve, and recommending a specific, tailored solution.

• A deep understanding of organizational dynamics and multi-level decision making structures within a customer organization.

Contact
Peter Wharton
Antal International
[email protected]