Account Manager

Customers trust the Alation Data Intelligence Platform for self-service analytics, cloud transformation, data governance, and AI-ready data, fostering data-driven innovation at scale. With more than $340M in funding – valued at over $1.7 billion and nearly 600 customers, including 40% of the Fortune 100 — Alation helps organizations realize value from data and AI initiatives.

Alation has been recognized in 2024 as one of Inc. Magazine's Best Workplaces for the fifth time, a testament to our commitment to creating an inclusive, innovative, and collaborative environment. 

Collaboration is at the forefront of everything we do. We strive to bring diverse perspectives together and empower each team member to contribute their unique strengths to live out our values each day. These are: Move the Ball, Build for the Long Term, Listen Like You’re Wrong, and Measure Through Customer Impact. 

Joining Alation means being part of a fast-paced, high-growth company where every voice matters, and where we’re shaping the future of data intelligence with AI-ready data. 

Join us on our journey to build a world where data culture thrives and curiosity is celebrated each day!

Job Description:

Alation seeks a driven Commercial Account Manager to foster customer success and maximize business value, and drive sales growth. You will manage a portfolio of renewal contracts, ensuring customers achieve positive outcomes with Alation's data intelligence software, ultimately driving the growth and expansion of annual recurring revenue.

This role requires a customer-centric, results-oriented individual who excels at building relationships, removing barriers to customer success, and collaborating across teams. You must possess strong SaaS contract expertise, with a focus on minimizing churn, identifying growth opportunities, and providing data-driven insights. Experience in data management, governance, or similar data intelligence solutions is desired.

What you'll be doing:

• Customer Relationship Management: Serve as the primary point of contact, building strong relationships with key customer stakeholders and understanding their challenges and goals.

• Account Health Management: Proactively monitor usage, conduct regular communication, and lead business reviews to ensure optimal account health.

• Product & Industry Expertise: Possess deep knowledge of Alation's capabilities, effectively demonstrating value and providing expert guidance aligned with customer needs. 

• Solution-Based Selling: Focused on solving customer problems through deep understanding of customer needs/use cases, and not just selling a product. Present tailored solutions, demonstrate value and close sales.

• Renewal Management: Ensure timely renewals by leveraging data and insights to assess health, forecast accurately, negotiate favorable terms, and engage internal resources for a seamless process.

• Forecasting: Take ownership of renewal opportunities by forecasting accurately, ensuring predictable revenue outcomes, and maintaining a clear renewal pipeline.

• Negotiation: Lead contract negotiations by securing favorable terms and collaborating with internal teams to deliver a seamless and successful renewal process.

• Growth and Risk Mitigation: Identify and leverage upsell/cross-sell opportunities while proactively identifying and mitigating renewal risks.

• Problem-Solving: Address complex technical or business issues to maximize customer satisfaction.

You should have:

• 5+ years of experience in account management, customer success, or a related field.

• 3+ years of experience managing accounts related to enterprise data management, data governance, or similar data intelligence solutions.

• Quota-carrying sales experience with a proven track record of retention and expansion.

• Confident negotiation skills and experience driving contract completion.

• Comfortable interacting, collaborating, and influencing senior executives.

• Passionate about building relationships and solutions outcomes with customers, strong project & process management skills.

• Proactive, positive team player comfortable in a fast-paced late-staged startup environment.

• Strong relationship building and trust-fostering skills.

• Strong problem-solving skills with the ability to identify and mitigate risk.

• Excellent presentation and communication skills.

• Strong organizational skills and ability to prioritize tasks.

If you are passionate about customer success and driving data intelligence initiatives, this role offers an exciting opportunity to contribute to Alation's growth.

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Alation, Inc. is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regards to that individual’s race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender identity, age, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.                                   
 

The Company will strive to provide reasonable accommodations to permit qualified applicants who have a need for an accommodation to participate in the hiring process (e.g., accommodations for a job interview) if so requested.  
 

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