Account Manager

Description:

Are you ready to progress your sales career in the fast-growing SaaS industry where you work with our existing customers to help them get the most out of their Microsoft Cloud investment? Passionate about technology, people and sales? Utilise your skills and passions at the number one cloud data governance ISV in the world.

This position is your opportunity to succeed as an Account Manager, working with an account patch of our top customers to help them use our products and solve new problems with our technology. This role can be based in Sydney or Melbourne.

Specific Responsibilities Include, But Are Not Limited To

Your job is to work with a dedicated patch of our existing customers as an Account Manager to be their key point of contact. Your role is to establish a trusted advisor relationship to achieve and expand customer goals resulting in account renewal, upsell and cross-sell. You’ll be responsible for the AvePoint vison and strategy for these customers. In this role, you are tasked with renewing and expanding our footprint within your territory of existing customers.

You will help your customers with any questions or issues they may have (with the support of our team), as well as build your relationships within the customer to identify new customer pain and business challenges. You will work with our team to successfully close new deals by listening to your customers, understanding their problems and positioning innovative solutions using AvePoint products.

Your Responsibilities Will Include
 

• Owning a book of business with assigned customers that you are responsible for selling, supporting, educating, and growing through regular, systematic touchpoints.
• Acting as the single point of contact for existing AvePoint customers in your account patch
• Maintaining and building relationships with existing key contacts
• Establishing relationships with key customer business and technical advocates that have the power to drive long-term AvePoint solution adoption within their company
• Ownership of the commercial sale
• Managing complex sales cycles with a consultative sales approach
• Securing the renewals of customer accounts at or above the projected renewal amount
• Increasing sales by driving product adoption, managing escalations and thereby ensuring retention and long-term satisfaction.
• Understanding the customer’s business, their challenges, pains, and opportunities
• Presenting AvePoint solutions relevant to customer objectives
• Working with dedicated pre-sales engineers and other cross-functional team members to help close business
• Successfully facilitating solution discovery, solution overview, and technical deep dive sessions with customers (with support as required).
• Answering questions and helping to resolve issues in a timely manner, including communicating new product developments to existing customers
• Communicating with prospective customers, assist and guide them through their evaluation and selection process
• Maintaining an accurate and current pipeline of opportunities within the CRM system
• Be responsible for hitting or exceeding quarterly renewal and new business targets