Strategic Account Manager

Summary

Join Coveo's account management team and play a pivotal role in introducing cutting-edge AI solutions to major customers. As a Strategic Account Manager, you will leverage your experience in growing existing customer bases to manage the entire sales cycle. You will develop strategies to expand and drive incremental value and customer satisfaction from Coveo's AI platform. You'll be responsible for negotiating and closing deals, collaborating with internal stakeholders, and exceeding quarterly revenue targets. This role requires strong business acumen, the ability to navigate complex accounts, and experience selling to C-suite executives. Success in this position demands a passion for AI, a collaborative spirit, and a proven track record of exceeding sales quotas in software/SaaS.

Requirements

• 8+ years' experience exceeding sales quotas, expanding existing customer accounts in software/SaaS. You’ve sold innovative technologies before and introduced new concepts to major 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. You’re humble, curious, creative, open and above all, passionate!
• Fluent in English and German

Responsibilities

• Developing and executing against a comprehensive territory consisting of a portfolio of existing major customers, acting as the primary point of contact and owning the customer interface throughout the engagement
• Leveraging existing relationships and forging new ones with the CXO level within target accounts. You’ll establish trust and credibility by positioning yourself as a trusted advisor capable of addressing complex business challenges, while demonstrating empathy, active listening, and resilience
• Creating and maintaining 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
• Negotiation and closing deals: Use your experience in negotiating complex, global deals to navigate intricate procurement processes
• Collaborating with internal stakeholders to create a compelling strategy based on client needs while maximizing company value
• Working closely with cross-functional teams including customer success, marketing, product, renewals, and customer support to align strategies and ensure client satisfaction. You’ll also communicate client needs and feedback to internal teams to drive product and customer satisfaction improvement and innovation
• Meeting / exceeding quarterly revenue and goal targets

Benefits

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