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Tech Stack
Tools & technologiesAWSCloudCyber Security
About the role
Key responsibilities & impact- Manage the assigned account portfolio, maintaining recurring, structured and documented relationships.
- Develop account plans proportional to account size and complexity, including stakeholder maps, contracts, risks, opportunities and expansion plans.
- Lead executive meetings, commercial check-ins and commercial QBRs (Quarterly Business Reviews), together with the CSM when applicable.
- Identify, qualify and drive upsell, cross-sell, renewals, MRR expansion and complementary projects.
- Proactively work to reduce commercial churn by identifying relational, contractual and financial risks, with a documented mitigation plan.
- Monitor ACV/FYCV originating within the base and ensure correct recording in Salesforce.
- Negotiate renewals, price adjustments, amendments and expansions in compliance with commercial policies, approval limits, margin and financial criteria.
- Collaborate with CSM, Operations and Delivery to improve the customer experience, without assuming the operational responsibility of those areas.
- Keep Salesforce up to date with contacts, activities, opportunities, forecasts, risks, contracts and next steps.
- Contribute market intelligence, customer feedback, competitor insights and portfolio improvement opportunities.
Requirements
What you’ll need- B2B account management, consultative selling and enterprise relationship management.
- Salesforce or equivalent CRM, with disciplined record-keeping and forecasting.
- Analysis of revenue, margin, churn, NPS, DSO, pipeline and portfolio KPIs.
- Applied knowledge of Cloud, AWS, Private Cloud, Cybersecurity, Workplace, Data, AI, Application Modernization and Managed Services.
- Negotiation of contracts, renewals, price adjustments, proposals, amendments and commercial governance.
- Conduct commercial QBRs, executive presentations and translate technical value into business impact.
- Disciplined use of Salesforce, LinkedIn Sales Navigator and Microsoft Copilot to prepare executive meetings, analyze portfolios and improve productivity.
- Consultative profile focused on long-term relationships and value generation.
- Executive communication, active listening, empathy and influencing skills.
- Organization, commercial discipline and an ownership mindset.
- Resilience in high-pressure situations, churn, delinquency or customer dissatisfaction.
- Collaboration with technical, financial and operational teams.
- Sense of urgency, prioritization and maturity to manage conflicts.
Benefits
Comp & perks- Breakfast with pastries and fruit
- Hybrid work model
- Salary advance
- Health insurance
- Dental insurance
- Life insurance
- Childcare assistance
- Food allowance
- Meal allowance
- Profit-sharing (PLR)
- Transportation voucher
- Payroll-deductible loan
- Partnerships with English schools, universities, pet support and other conveniences
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Account PlanningRevenue AnalysisChurn Reduction StrategiesRisk MitigationPortfolio Management
Soft Skills
Executive CommunicationActive ListeningEmpathyCollaborationResilience