Strategic Account Manager

Summary

Join Coveo's account management team as a Strategic Account Manager and play a pivotal role in showcasing cutting-edge AI solutions to large, global strategic accounts. You will leverage your experience in growing existing customer bases to manage the entire sales cycle, develop strategies to expand revenue and customer satisfaction, and navigate complex accounts. This role requires strong business acumen, comfortable interactions with C-suite executives, and a passion for AI solutions. You will be responsible for developing and executing account plans, negotiating deals, collaborating with internal stakeholders, and exceeding revenue targets. The ideal candidate possesses extensive experience in exceeding sales quotas, selling innovative technologies, and a proven track record of success in a fast-paced environment.

Requirements

• 10+ years' experience exceeding sales quotas, expanding existing customer accounts in software/SaaS
• Experience selling innovative technologies and introducing new concepts to strategic global accounts (AI, Big Data, Cloud, etc)
• Comfortable selling to C-Suite, CIOs, Senior IT executives, Senior LOB executives
• Strong foundation in Strategic Account approach that aligns solutions to customer strategies to drive expansion
• Quota carrying to expand existing named accounts, while maintaining high CSAT/retention for your named accounts
• Skilled at building and managing a strong pipeline for your portfolio. Expertise in identifying high-potential leads, nurturing relationships, and strategically advance opportunities through the sales cycle within key accounts
• A natural, collaborative leader who thrives in growth-stage companies, leveraging resources for success

Responsibilities

• Develop and execute against a comprehensive territory consisting of a portfolio of existing strategic customers, acting as the primary point of contact and owning the customer interface throughout the engagement
• Leverage existing relationships and forge new ones with the CXO level within target accounts. Establish trust and credibility by positioning yourself as a trusted advisor capable of addressing complex business challenges, while demonstrating empathy, active listening, and resilience
• Create and maintain effective and specific account plans to ensure an overall long-term strategy, aligned to customer business objectives, to ensure revenue target delivery and expected growth
• Negotiate and close deals: Use your experience in negotiating complex, global deals to navigate intricate procurement processes
• Collaborate with internal stakeholders to create a compelling strategy based on client needs while maximizing company value
• Work closely with cross-functional teams including customer success, marketing, product, renewals, and customer support to align strategies and ensure client satisfaction. Communicate client needs and feedback to internal teams to drive product and customer satisfaction improvement and innovation
• Meet/exceed quarterly revenue and goal targets

Preferred Qualifications

Humble, curious, creative, open and above all, passionate!

Benefits

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