Key Account Manager

About the Role

Key Responsibilities

• Develop and maintain a multi-year strategic account plan focused on meeting or exceeding customer objectives and sales goals.
• Adapt the account strategy continuously to align with the evolving needs and priorities of key accounts.
• Lead and influence strategic planning efforts across sales, product, consulting, and support teams, ensuring key account requirements are prioritized and represented effectively.
• Manage the relationship between key accounts and AMCS personnel, including sales, solution specialists, product development, consulting, support, and corporate functions, ensuring effective alignment, clear communication, and regular reporting.
• Collaborate with customers to establish agreement on key initiatives that align with their business transformations and strategic imperatives.
• Take ownership of escalation issues related to key accounts, driving them to closure while fostering high customer satisfaction.
• Establish quarterly business review processes with key account sponsors to track progress and foster ongoing engagement.
• Build and maintain relationships with the customer's executive team, establishing yourself as a trusted business advisor.
• Drive strategic and tactical planning to support the overall success of key accounts.
• Generate and achieve accurate monthly sales forecasts reflecting account health and progress.
• Identify and create new growth opportunities within existing key accounts using a proactive approach.
• Conduct discovery calls and meetings with customers via phone, email, or in person.
• Facilitate face-to-face meetings, deliver proposals, and close business through various communication channels.
• Collaborate internally on pricing strategies and account implementation plans to ensure customer success.
• Maintain detailed records of sales funnel and prospective customers, and conduct regular progress meetings with sales teams and management.
• Engage in ongoing professional development and training to enhance skills and knowledge.

Requirements

• 15+ years of experience in a quota-carrying consultative software sales role with average deal sizes exceeding $1.5 million ACV.
• Proven track record of managing multi-year, multi-faceted transformational business engagements with Fortune 500 companies.
• Strong skills in developing corporate strategic account sales plans with multi-year sales motions.
• Excellent communication and presentation skills, with experience in creating compelling solutions blueprints.
• Experience in C-Suite value positioning and developing ROI insights using methodologies such as Command of the Message and MEDDICC.
• High level of business acumen and a thorough understanding of customers' businesses, organizations, strategies, and financial positions.