Phocas Software

Account Manager

Phocas Software

full-time

Posted on:

Location Type: Remote

Location: California • United States

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About the role

  • Own and manage a portfolio of existing customer accounts, driving revenue growth through strategic expansion initiatives.
  • Consistently meet and exceed monthly and annual expansion revenue targets.
  • Identify and lead upsell, cross-sell, and license growth opportunities.
  • Convert Customer Success Qualified Leads (CSQLs) into pipeline opportunities.
  • Manage pricing discussions, contract negotiations, and amendments.
  • Build and maintain strong relationships with senior customer stakeholders.
  • Lead Executive Business Reviews (EBRs) to align Phocas solutions with customer business outcomes.
  • Deliver accurate forecasts and pipeline reporting for leadership visibility.
  • Collaborate closely with Customer Success to support adoption, risk identification, and renewal success.
  • Deliver tailored product demos and value-based pitches aligned to buyer pain points.
  • Stay informed on Phocas products, industry trends, and evolving customer needs.

Requirements

  • Proven track record of achieving commercial targets and managing full sales cycles.
  • Strong commercial acumen with confidence in pricing and negotiation discussions.
  • Excellent relationship-building and communication skills across executive and operational stakeholders.
  • Ability to translate customer challenges into clear solution value.
  • Highly organized and capable of managing multiple accounts simultaneously.
  • Proactive, curious, and customer-first mindset with resilience under pressure.
  • Passion for technology, learning, and aligning with Phocas’ values.
Benefits
  • Health Care Plan (Medical, Dental & Vision)
  • Retirement Plan (401k, IRA)
  • Life Insurance (Basic, Voluntary & AD&D)
  • Paid Time Off (Vacation, Sick & Public Holidays)
  • Family Leave (Maternity, Paternity)
  • Short Term & Long Term Disability
  • Training & Development
  • Work From Home
  • Wellness Resources
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
revenue growthupsellcross-sellcontract negotiationspipeline reportingproduct demosvalue-based pitchescustomer success managementforecasting
Soft Skills
relationship-buildingcommunicationorganizational skillsproactive mindsetcuriositycustomer-first mindsetresilience under pressurestrategic thinking