Strategic Account Manager
Job Summary
Job Description
As a Strategic Account Manager, you will be responsible for cultivating and managing relationships with prospects and clients, driving revenue through upsell and cross-sell strategies. Responsibilities include developing sales plans, maintaining a strong sales pipeline, defining customer relationship strategies, prospecting new accounts, understanding client needs, conducting product demonstrations, and collaborating with internal teams. You will also monitor industry competitors, manage partner relationships, and lead negotiations. This role requires a deep understanding of the software solutions and the ability to communicate their value to clients.
Must have:
- 10+ years of enterprise software sales experience.
- Experience closing complex sales cycles within Data Quality industries.
- Excellent verbal and written communication skills.
- Experience using Salesforce and other sales tools.
- Excellent technical skills and understanding of databases.
Good to have:
- Bachelor's degree in business, marketing, computer science, or a related field (MBA a plus).
Perks:
- Flexible PTO Plan
- Up to 100% employer-paid benefits for health, dental, and vision coverage for specific plans
- Discounts and offerings through major vendors through our PEO
- Apple Air Mac Equipment
- Becoming part of the team who’s coined the term “Data Observability”!
9 skills required
Job Details
About Us
Acceldata is the market leader in Enterprise Data Observability. Founded in 2018, Silicon Valley-based Acceldata has developed the world's first Enterprise Data Observability Platform to help build and operate great data products.
Enterprise Data Observability is at the intersection of today’s hottest and most crucial technologies such as AI, LLMs, Analytics, and DataOps. Acceldata provides mission-critical capabilities that deliver highly trusted and reliable data to power enterprise data products.
Delivered as a SaaS product, Acceldata's solutions have been embraced by global customers, such as HPE, HSBC, Visa, Freddie Mac, Manulife, Workday, Oracle, PubMatic, PhonePe (Walmart), Hersheys, Dun & Bradstreet, and many more. Acceldata is a Series-C funded company and its investors include Insight Partners, March Capital, Lightspeed, Sorenson Ventures, Industry Ventures, and Emergent Ventures.
Position Summary
We are seeking a dynamic and results-driven Strategic Account Manager to join our growing team. As a Strategic Account Manager, you will be an essential member of our sales force, responsible for cultivating and managing relationships with our valued prospects and clients. Your primary focus will be on driving revenue growth through upsell and cross-sell strategies within select customer accounts, land and expand strategies within selected new logos, and by delivering exceptional customer experiences.
We’re looking for someone who can:
- Develop and execute strategic sales plans to achieve and exceed revenue targets within your strategic accounts.
- Maintain a strong sales pipeline and forecast to increase visibility of short and long-term prospects through Salesforce. Own and execute upon all stages of the sales cycle.
- Define a CXO relationship strategy within the customer, coordinating executive business reviews, and maintaining customer satisfaction levels.
- Prospect, qualify, and close new enterprise accounts within select Fortune 500 accounts while expanding relationships within existing customer base.
- Build and maintain relationships with account decision-makers and decision influencers, key business partners, and influencers in the territory
- Comprehensively understand client needs and pain points, positioning our software solutions as essential tools for their business success.
- Maintain a deep understanding of our software products and effectively communicate their value propositions to potential clients.
- Conduct product demonstrations and presentations that highlight the benefits of our solutions in addressing client challenges.
- Monitor industry competitors, new products, and market conditions to understand a customer's specific needs.
- Work closely with marketing, product development, and customer success teams to ensure a cohesive and integrated approach to client engagement.
- Provide feedback from the field to help shape product development and marketing strategies.
- Manage and grow partner relationships at the field level with ISVs, CSVs and GSIs to drive revenue and client success
- Help define product requirements by understanding and evangelizing the needs of prospects / customers.
- Lead negotiations and contract discussions, addressing client concerns and objections effectively.
- Close deals in a timely manner while ensuring customer satisfaction and long-term success.
What makes you the right fit for this position?
- Bachelor's degree in business, marketing, computer science, or a related field (MBA a plus).
- 10+ years of quota-carrying, enterprise software sales into the Fortune 500 with a proven track record of exceeding quota.
- Strong Experience prospecting, driving, orchestrating, and closing complex sales cycles within the Data Quality, Governance, Orchestration, Lineage, Management, or Reliability industries.
- Strong leadership presence and ability to command a room in a meeting. Be seen as an authority in communicating via email, phone, and face to face. Be comfortable writing executive briefing documents for, and communicating with, the most senior executives at the company.
- Excellent verbal and written communication skills with the ability to articulate complex, value oriented and architecture concepts clearly and concisely.
- Superior ability to operate with significant autonomy and discretion. A high degree of decision making is required in routine customer engagement, business judgment is critical.
- Experience using Salesforce and other sales tools (Clari, LinkedIn Sales Navigator, Outreach, ZoomInfo, etc) in order to automate tactical elements of the sales process and accelerate deal velocity.
- Willingness to develop strategic account territory via outbound prospecting, marketing, and partner organization.
- Excellent technical skills and understanding of databases, data warehousing, Cloud, ETL, and related ecosystem technologies.
- Comfortable speaking with data engineers, Chief Data Officers, LOB owners, and others with deep domain expertise in enterprise data management.
- Ability and willingness to work in a fast-paced and dynamic team environment.
- Ability to travel up to 50% meeting with prospects, visiting customers,, and other customer facing events.
- Willingness to work outside of work hours when necessary to meet client facing customer requirements (meeting presentation, contract negotiations, and other critical “move the needle” events.
Acceldata is an equal-opportunity employer
At Acceldata, we are committed to providing equal employment opportunities regardless of job history, disability, gender identity, religion, race, color, caste, marital/parental status, veteran status, or any other special status. We stand against the discrimination of employees and individuals and are proud to be an equitable workplace that welcomes individuals from all walks of life if they fit the designated roles and responsibilities.
Life @ Acceldata
#LifeAtAcceldata is all about working with some of the best minds in the industry and experiencing a culture that values an ‘out-of-the-box’ mindset. If you want to push boundaries, learn continuously, and grow to be the best version of yourself, Acceldata is the place to be!
We also believe in providing our employees with the right tools and resources to help them excel at their job. We offer:
- Flexible PTO Plan
- Up to 100% employer-paid benefits for health, dental, and vision coverage for specific plans
- Discounts and offerings through major vendors through our PEO
- Apple Air Mac Equipment
- Becoming part of the team who’s coined the term “Data Observability”!
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