Technical Account Manager
2 weeks ago
Description:
Are you a passionate and enthusiastic Account Manager with a deep technical understanding and wealth of experience managing customers in the SaaS industry? Are you looking for your next challenge in an emerging and exciting market? Do you have experience working with customers across Asia? If 'yes', then we want to hear from you
The impact you will have:
You will join our global Revenue team, and champion uncovering and developing new commercial opportunities within our base of existing customers.
As a
Technical Account Manager, you will be responsible for managing a nominated list of top tier customers, based in the Asia Pacific region, specifically Japan, Singapore, Hong Kong, the Philippines etc.
Your focus will be to drive profitable annual contract revenue contribution and increased market share from the Elliptic solution and service portfolio.
You will also be responsible for assisting the Sales Team with late stage, large prospects to provide valuable technical expertise and guidance as the prospects transition to customers.
Ultimately, you will be the most technical team member in the region, and so will become a valuable 'go-to' source of information and solutions for your peers, our prospects, and our customers.
You will manage the upsell sales cycle including identifying opportunities, qualifying, negotiating terms, developing custom proposals and closing upsells and renewals to ultimately deliver profitable revenue growth and >100% net account retention for those named accounts.
In addition, you will take the lead in onboarding and training our customers in using the product to enhance the customer experience and improve satisfaction.
This is an exciting opportunity for an experienced individual looking for a role where you can make an impact not just on the company you work for but also in an emerging technology sector.
Fascinating and challenging work is the norm - working at Elliptic is never boringKey Responsibilities:
What you'll do:
- Meet and exceed quarterly and annual upsell targets for your region and accounts
- Develop and maintain high quality account plans to achieve retention and upsell targets within your accounts
- Lead the endtoend sales process for upsell opportunities in your accounts including pitches, demos & contract negotiation
- Onboard new customers, ensuring they meet their goals
- Be our customer's champion and collaborate crossfunctionally to deliver a great customer experience
- Share feedback from the field that contributes to our product roadmap
- Assist the Sales Team with large prospects to provide valuable technical expertise and solutions consulting giving the prospects continuity as they transition to customers, and ensuring they have a seamless experience as they move through complex trials and demonstrations
Skills, Knowledge and Expertise:
You will be a great fit here if you:
- Have experience in Account Management and can successfully deliver an upsell target across target accounts
- Have experience in working with a broad set of customers across the Asia Pacific region, and can easily adapt to cultural differences
- Strong sense of curiosity and desire to deliver great customer experience
- Excellent communicator with strong interpersonal skills
- Use your analytical skills to analyse customer usage and engagement data to identify trends and opportunities for additional services
- Have managed difficult client relationships, such as churn or downsell conversations, and obtain the best outcome for both the company and our customers.
- Experienced in evaluating customer needs and preferences in relation to pricing, product terms and conditions to ensure that client requirements are addressed in commercial proposals
- Have a collaborative mindset
- Address problems immediately and can work across functions to solve problems
- Enjoy working with pace and energy, building team spirit and cultivating unity and commitment among the team
- Have an understanding of complex B2B sales methodologies
- Are flexible, adaptable and comfortable with changing priorities
- Are considered as the 'goto' person in your space
- 35+ years Account Management experience selling SaaS solutions
- Experience working with customers distributed across multiple countries
- Impressive technical knowledge and ability to sell consultatively and advise complex solutions confidently and independently
- In depth experience discussing API integrations with customers
- Strong relationship building skills, with track record of retention and generating net new business
- Demonstrated track record of success and quota over achievement
- A collaborative mindset
- A strong work ethic and an entrepreneur's mindset. You're comfortable creating value in a low structure environment while being agile and resilient
- Interest and curiosity about digital assets and the crypto economy, ideally with experience working in this
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