Enterprise Account Manager

Summary

Join OpenTable as an Enterprise Account Manager and manage a portfolio of restaurant groups and strategic accounts in Asia. Reporting to the Senior Director of Growth, you will be responsible for maintaining high client retention, driving utilization of OpenTable services, and acting as a primary point of contact for issue resolution. You will conduct business reviews, provide training, gather customer feedback for product improvements, and devise account management plans. This remote position is open to candidates with full working rights in the Philippines. You will cultivate relationships, provide data-driven presentations, and develop engagement plans. The role also involves internal/external reporting, representing OpenTable at events, and collaborating with the field account management team.

Requirements

• Have 3+ years of experience in B2B account management
• Be passionate about the hospitality industry with knowledge and experience working with restaurants and/or hospitality groups
• Be proficient in consultative selling and understanding restaurant operations
• Be a self starter and can take ownership of the account portfolio
• Have a track record of owning and driving pivotal initiatives to meet pre-set objectives
• Be passionate about using data and analytics to advise decision-making
• Be skilled at stakeholder management to address problems and achieve results, ranging from restaurant managers to software product managers
• Have strong time management and presentation skills and are comfortable with administrative tasks
• Be comfortable working in an unstructured and forward-thinking environment
• Be an empathetic, team-orientated sales person who loves to collaborate and grow through learning and feedback
• Have knowledge of Google Suite and Salesforce CRM

Responsibilities

• Own and cultivate relationships and act as trusted advisor for restaurant groups/ strategic accounts
• Conduct high quality conversations around tech strategy and food and beverage operations
• Provide high-quality, data-driven product and service presentations (both in person and online) that are customized for each partner to determine solution needs
• Develop and implement engagement plans for assigned accounts, including training sessions, email communications, quarterly business reviews and regular troubleshooting calls
• Provide internal and external reporting that help tell the OpenTable story as well as track progress on key results for customer and internal objectives
• Represent OpenTable at industry and partner events and tradeshows as needed
• Navigate sophisticated decision making and procurement processes to identify appropriate partners, including C-suite, customer tech teams and F&B operations staff
• Work with the OpenTable field account management team and account executives to ensure a tight coordination of plans for each account
• Own the administrative side of the role, including documentation and feedback of client engagement in Salesforce
• Gather feedback from customers to suggest feature and functionality requirements for product upgrades
• Plan and implement strategy to drive adoption and usage of key product features and functionality against a target list of accounts
• Stay on top of ongoing product and technology developments within the hospitality space and understand how that applies to conversations

Benefits

• Work from (almost) anywhere now, hybrid in the near future
• Mental Health Well-being: 6 company paid therapy sessions, subscription to a meditation app, wellbeing speaker series and resources
• 1 floating day off per year to celebrate your birthday or another occasion of your choice!
• Company-wide week off each year: the whole team recharges (and returns without a pile-up of work!)
• Ongoing Learning and Development opportunities
• Universal Paid Parental leave