Account Manager

Summary

Join ControlUp, a fast-growing company reshaping IT Operations, as an Account Manager to support our customers in Southern Europe, the Netherlands, Belgium, and the Nordics. You will achieve renewal revenue targets by engaging with customers, negotiating contracts, and maintaining high renewal rates. This role requires strong communication and multitasking skills, enabling you to understand customer needs and develop effective sales strategies. You will build relationships with customers and partners, acting as a trusted advisor. Collaboration with internal teams and external partners is crucial. Success in this position demands commercial acumen and a deep understanding of ControlUp's solutions.

Requirements

• Excellent interpersonal skills and ability to build trusted relationships with individuals at all levels of an organization
• Ability to consult, identify, and understand customers' needs and articulate the value of a potential solution for them, including positioning new products as part of expansion
• Commercially astute, with an ability to structure deals that meet the goals of both the customer and our business
• At least 2 years of experience as a Renewals Specialist, Account Manager, or quota-carrying CSM in a SaaS business
• Deeply customer-focused, with a passion for delivering superlative customer service
• Excellent written and oral communication skills, including presentation skills
• Process-oriented, with the ability to build and maintain accurate forecasts
• Deep analytical and problem-solving abilities
• Refined organizational and time management skills
• Fluency in English, French & Dutch

Responsibilities

• Develop a trusted advisor relationship with customers across multiple business segments
• Support customers and also act as their CSMs through the entire lifecycle (onboarding, mid-subscription engagements, and end-of-term renewals) to achieve renewal targets
• Develop and execute effective account control strategies for larger accounts in conjunction with the Sales team
• Work closely with customers to identify expansion opportunities, taking advantage of both cross-selling and up-selling motions
• Have a complete understanding of pricing and licensing models
• Develop and maintain a high level of knowledge across the range of solutions ControlUp provides as they pertain to customer use cases and value
• Create and issue renewal quotations
• Forecast renewal opportunity statuses
• Track and expedite purchase orders
• Maintain accurate data in Salesforce.com regarding customer renewal information, renewal status, and renewal reports
• Provide accurate reporting specifically for Late Renewals and Churn, including reasons for cancellation that are used for analysis
• Build and maintain beneficial, positive relationships internally with the other account team stakeholders (Customer Success, Professional Services, Sales, Channels & Alliances team members
• Build and maintain beneficial, positive relationships externally with Channel Partners, Resellers, and Distributors

Preferred Qualifications

• Experience working in or with organizations that have large IT departments
• Knowledge of IT Operations with exposure to Microsoft/Citrix/VMware VDI technologies
• Familiarity with DEX and how to position its value
• MEDDIC/MEDDPICC certified
• Experience of working in or with IT operations
• Experience working with SalesForce