Manager, Commercial Account Management

**About the Role**

**Leadership and Strategy**:

- Develop and implement a comprehensive account management strategy aligned with the Corporates segment's strategy in collaboration with cross-functional teams to drive new customer acquisition, expand customer relationships, and renewal sales within assigned territories.
- Oversee the development and execution of strategic account plans to achieve sales targets, maximize revenue from existing customers, and expand the customer base.
- Lead, mentor, and manage a high-performing account management team, fostering a positive and results-oriented environment through sales process excellence.
- Establish clear goals, KPIs, and performance metrics for the team, providing regular feedback and coaching to drive individual and team success.
- Ensure a strategic product mix across the assigned team to achieve company revenue goals and sustainable growth.

**Customer Relationship Management**:

- Foster strong, long-term relationships with key customers and stakeholders, building trust and credibility through consistent communication and exceptional service.
- Ensure high levels of customer satisfaction and loyalty by addressing customer needs and concerns promptly and effectively.
- Collaborate with the Customer Success Leader to ensure a seamless customer experience, contributing to customer retention and expansion of the full product portfolio.
- Collaborate closely with customers to thoroughly understand their business needs, challenges, and goals.
- Participate in key customer business meetings to ensure alignment with customer goals and objectives, demonstrating a deep understanding of their business.

**Collaboration Internal Partners as a customer advocate**:

- Partner effectively with solution consultants to develop tailored solutions that precisely meet customer needs and requirements.
- Coordinate seamlessly with professional services teams to ensure timely and successful implementation of solutions, guaranteeing customer satisfaction.
- Collaborate with the sales team and the Partnerships & Alliances team to develop and execute go-to-market campaigns with strategic partners.
- Develop strong relationships with key partners, ensuring that the partner metric is consistently met or exceeded.
- Partner and collaborate with Industry & Product Specialists to develop and execute impactful product marketing campaigns and develop our customer solution portfolio.
- Contribute to the prioritization of features and continuous improvement of our solutions and processes based on market feedback and customer needs.

**Performance Management and Reporting**:

- Closely monitor, analyze, and report on key performance metrics, including sales targets, renewal rates, and customer satisfaction, to track progress and identify areas for improvement.
- Provide regular reports, updates, and other information on account management activities and outcomes to executive leadership, ensuring transparency and accountability.
- Continuously assess and improve processes to enhance efficiency and effectiveness of the account management team.

**Key Success Measures**
- Sales Performance: Total Revenue, Team Quota Achievement, Average Deal Size, Win Rate, Sales Cycle Length, Revenue Growth, Upsell/Cross-sell Revenue, Net Dollar Retention, Customer Lifetime Value (CLTV), Customer Acquisition Cost (CAC) to CLTV Ratio, Partner Attach Rate, New customer acquisition
- Leadership and Operational Efficiency: Account Manager Productivity, Strategic Account Planning, Operational Excellence, Team Morale and Turnover, Team Development
- Challenge & Commit: Embraces challenges, takes ownership, and is fully committed to delivering exceptional results.
- Growth Mindset: Continuously seeks opportunities for learning and development, embraces feedback, and is adaptable to change.
- People Leader: Excels at leading, coaching, and developing team members, creating a positive and supportive work environment.

**About You**

You’re a fit for the role of Manager, Commercial Account Management if you have:

- Customer Focus: A customer-centric mindset with a commitment to providing exceptional product and service through deep understanding and long-term partnerships with the Softwared technology customers.
- Leadership: Proven ability to inspire, motivate, and guide teams to achieve ambitious goals. Provides clarity, energy, and drive for success.
- Account Management: Demonstrated ability to develop & execute a strategic account management process that focuses on building and maintaining relationships with key customers to ensure their satisfaction, retention, and drive business growth, leading to customer loyalty, advocacy and long-term revenue.
- Sales Acumen: Strong grasp of sales processes and strategies, with the ability to develop compelling value propositions that address customer use cases with solutions from the product portfolio.
- Negotiation: Proven ability to negotiate complex terms and condit